Score More Sales

JUNE 28, 2013

There are still a lot of B2B companies who turn away from social tools. We welcome anyone serious about growing B2B sales here at Score More Sales, and we know of many colleagues where you can get amazing inspiration to keep your head in the game this season. Additionally, find several blogs or sales sites that resonate for you.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

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JANUARY 17, 2013

It has been the case that many sales tools have been unapproachable for smaller and SMB sales teams due to the financial investment as well as the time and expertise to get some tools in place. The Good News – Tools Can be Easy to Try Out and Implement. Field Reps Needing Mobile Tools – Salespod.

Tools 230

Tools Hiring Report Face-to-face 230

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AUGUST 14, 2012

I take just 30 minutes going through 5 social tools every morning. For many in B2B this means LinkedIn first and foremost. We’d love to showcase more B2B social success stories – drop a note in the comments of any you can tell us more about. You can also find your competitors here – learn about them. How has it worked?

Social Media 233

Social Media B2B Strategy Media 233

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor. February 2008. January 2008.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

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JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Lead411

APRIL 17, 2024

Enhance your sales team’s ability to engage with prospects and close deals by providing them with the information, training, and tools they need. Lead411 really comes into its own as a useful tool in this regard. doing for the B2B sales data world? read more What is A.I.

Ideal Customer Profile 52

Ideal Customer Profile Strategy Distribution Advertising 52

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

Janek Performance Group

APRIL 2, 2024

For example, McKinsey’s Future of B2B sales: The big reframe lists the following: More hybrid sales roles with a focus on business development in outperforming organizations Customer preference, including remote human interactions or digital self-service These changes can determine your approach, resource allocation, and competitiveness.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Hubspot Sales

JULY 27, 2023

The average win rate for B2B companies in early 2023 fell between 17-20%. Companies have access to AI tools to support their sales efforts. Prospect and Lead Management A steady stream of leads keeps businesses afloat. Naturally, this will only happen if you have an effective prospect and lead management strategy.

Sales Enablement 68

Sales Enablement Lead Rank Lead Scoring Strategy 68

Pointclear

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). Lead nurture programs done well triples your B2B sales lead generation marketing ROI.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Zoominfo

JULY 2, 2020

For those who aren’t familiar, marketing automation tools are exactly what they sound like—tools that automate certain marketing practices. Some sample KPI’s to look at include: Cost per lead Revenue Average lifetime customer value Conversion rates Website traffic ROI. Find the right tool. Invest in training.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Apptivo

SEPTEMBER 13, 2023

What is an Outbound Sales tool? Maximizing Your Sales with B2B CRM Why not consider the age of automation, where everything from household chores to colossal construction projects can be efficiently managed? What is an Outbound Sales tool? Lead Generation and Prospecting Tools Let us illustrate with an example.

Outbound 52

Outbound CRM Conversion Sales Qualified Lead 52

Zoominfo

SEPTEMBER 25, 2018

1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. This Podcast is focused on leadership in the B2B space to drive revenue by using the most modern and scientific approaches. B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

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MARCH 18, 2014

The big change now is the tools and technology. 10 tools and technologies to be most helpful. As long as I can remember, selling has ALWAYS been social. We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. The basics that are often overlooked.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JANUARY 24, 2014

Read the post How to Build Trust in Selling and The Power of Trust in B2B Selling. I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key. You start to build trust by showing that you do what you say.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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MAY 24, 2012

We are assuming you are doing inbound marketing in your b2b business. The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research. Prospecting and LeadGen Tools (in no particular order).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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JULY 31, 2013

Keep assessment tools in mind when hiring – they are getting easier and are less costly with quicker results and a very high rate of accuracy. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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AUGUST 28, 2013

When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. Image courtesy of Velocify. But are you more productive now? Do you have better data that you actually apply? Increase Opportunities.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 2) They tell me that only “some” of their clients are using social tools. 3) They don’t know how to get started.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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FEBRUARY 5, 2013

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog. Craig based the list on Kred scores – something I was not even familiar with until I saw this list – drawn from Twitter engagement.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

Sales Hacker

DECEMBER 14, 2022

Sales enablement is the systematic approach of providing your sales team with content, tools, strategies, and training to help them succeed. Consumers on the B2C level and B2B level have changed their buying habits in the past 5-10 years as more and more information becomes available. The basics: What is sales enablement?

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Score More Sales

NOVEMBER 20, 2013

For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent. It is one of the no-brainer, must do sales tools to look into. More ideas on social selling here: Top Social Selling Tools. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

AUGUST 12, 2013

The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. Start crafting your messages, and contact us if you are a B2B midmarket company and want 30 minutes of time to discuss your story lines to lead with. We are human and we like stories. Close More Deals.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

Pipeline

APRIL 1, 2024

The best way here is to opt for reliable logistics CRM software with lead management features. Train your reps to understand a lead’s challenge and offer solutions accordingly. Research shows 68% effectiveness in B2B demand generation. You need a proper scoring system in place before your sales team takes them up.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

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APRIL 30, 2013

Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process. Before you embark on adding CRM or improving upon your CRM, you need to work through the process of how leads, opportunities and then sales happen in your organization.

CRM 291

CRM Revenue SugarCRM System 291

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JULY 27, 2013

In no particular order – take them up on their classes, offers, e-books, and ideas: Miles Austin - the Web Tools Guy. Trish Bertuzzi – the Bridge Group Inc – B2B inside sales experts. Steve Richard - Co-founder, Vorsight – B2B top of the funnel. Jamie Shanks – Partner, Sales for Life.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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FEBRUARY 21, 2014

Now we are a mobile society of sellers and we need tools that are simple and easy to use. We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. Need to look someone up? Grab your smartphone and favorite app for that. There’s an app for that too.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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AUGUST 26, 2013

Feedback on tools (as a comment on the blog) is extremely helpful to others. I’d go ahead and say LinkedIn is the #1 source of leads and information in the entire world for salespeople. The point is that it lets you build lists of leads using Linkedin but it gives you a simple way to do it. Transcript of the Video.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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OCTOBER 11, 2013

There is no doubt that with many new tools to help sellers and sales leaders grow revenues, much can be misrepresented or misinterpreted. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

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DECEMBER 2, 2013

Even the craftiest sellers must re-word and re-tool their messaging as time goes on. Your messaging, in order to gain the interest of a busy B2B executive must either pique their interest, or share ideas that can help them do their job better. Stuck in a rut after having some successes but now you don’t? Close More Deals.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. Instead the message is the same one they leave a VP Sales about how this tool will help my sales team. We are too busy with customers of our own to stop everything and see if what we are getting called about might work for us too. Close More Deals.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Try free tools to help monitor activity of your buyer – companies and individuals. courtesy of InsideView.

InsideView 249

InsideView Research Prospecting Eloqua 249

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OCTOBER 19, 2012

LinkedIn is the darling of the B2B selling world right now, for a number of reasons. As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. Stay tuned for more on this powerful tool to grow visibility, opportunities, and ultimately sales.

LinkedIn 211

LinkedIn Resources Networking Hubspot 211

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JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Tools like InsideView , Discover.org and others can alert you to events that should trigger you to contact them – leadership changes, mergers, and other corporate activity. Would you agree?

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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JULY 17, 2013

Video for sales training and coaching is a given. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Certainly that leaves a LOT of room for improvement in B2B sales teams everywhere. Increase Opportunities.

Hiring 192

Hiring B2B Video Lead Rank 192