Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Score More Sales

NOVEMBER 25, 2013

For example, Sarah is planning a wedding and trying to also focus on hitting her quota for the year in the next four weeks. If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Learn about the political landscape at _ (a prospect company of yours).

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. Increase Opportunities.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Mr. Inside Sales

JULY 3, 2020

Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection? Example: Your prospect says that it costs too much. A bad answer in and of itself, but not the subject of this blog post.). Your prospect then says that they have to talk to their boss….

Objections 195

Objections Face-to-face Gatekeeper Decision Maker 195

Score More Sales

DECEMBER 9, 2013

For example, retailers used to rush to greet customers with, “May I help you?” What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. No Means Many Things in Sales. The post Inside Sales Power Tip 144 – Know NO appeared first on Score More Sales.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

Score More Sales

JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Example: I mailed a note to a client I had not done any work with for a while.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Score More Sales

OCTOBER 21, 2013

Networks are important for sales professionals. You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. Create online content through Slideshare or your own industry blog that gathers like-minded people in the industries you sell to.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Close.io

MAY 30, 2018

So you’re looking to build out your inside sales team and you’ve lined up a full day of interviews with potential new hires. To make sure you don’t waste time and money on a bad hire who doesn’t fit the culture, there are some questions you absolutely need to be asking in your interviews with prospective inside sales reps.

Inside Sales 101

Inside Sales Hiring Social Media Sales Qualified Lead 101

Score More Sales

JUNE 24, 2013

Example: You sell business intelligence to executives in SMB and mid-sized companies. To do this, first come up with a list of services that go on in many of your prospect and client companies that are outsourced. The post Inside Sales Power Tip 119 – Ask for Referrals appeared first on Score More Sales.

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213

Score More Sales

NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. Here is an example: Initial voice mail message: . Hi John, this is Lori from Score More Sales. It’s simple messaging that we remember.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Vengreso

JANUARY 28, 2022

Sales engagement is all about connecting with your potential customer or prospects to build a relationship and hopefully move them closer to wanting to buy from you. These days, a lot of sales engagement happens through social media, as more and more of your target audience is using social platforms in their everyday lives.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

Mr. Inside Sales

APRIL 22, 2019

In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. They get the prospect on the phone, go through a PowerPoint slide presentation, drone on and on for a half hour or more, rarely checking in their prospect—and if they do, it’s a weak, “does that make sense?”

Closing 169

Closing Face-to-face Inside Sales Gatekeeper 169

Score More Sales

JULY 7, 2014

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. Download the “Strategic Prospecting Plan” here. Increase Opportunities.

Prospecting 222

Prospecting Education Territories B2B 222

Score More Sales

APRIL 15, 2013

Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?” How many times has a sales rep opened their mouth and said something offensive – even though they didn’t mean to?

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Score More Sales

FEBRUARY 25, 2013

In this example it’s just $260.00 What do you assume that your prospects know? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. but it symbolizes something that happens all the time in B2B selling. How can you clarify that?

Inside Sales 227

Inside Sales Lead Rank Lead Scoring Hiring 227

Score More Sales

MARCH 11, 2013

It doesn’t mean that your company should make changes at any time just because a prospective customer wants them to. If everyone involved does not profit in some manner, it is not a good sales opportunity. This is when we go to leadership with an idea or suggestion on how to solve that issue and ultimately create that win-win.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

Mr. Inside Sales

SEPTEMBER 15, 2019

Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales. For example, I used to complain about leads. What I could do, however, was diligently write a weekly blog and organize it so I would write a little bit of the book each week.

Face-to-face 140

Face-to-face Sales Qualified Lead Inside Sales Gatekeeper 140

Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. The challenges your prospects are going through are the same ones you are. Until then, be well!”.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Ideal Customer Profile 115

Ideal Customer Profile Salary Hiring Lead Rank 115

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Hubspot Sales

JUNE 22, 2018

Prospecting is hard for most salespeople. In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. These 45 tips from three remarkably insightful sales experts should make it much easier for you. Plan your prospecting approach.

Buyer 108

Buyer Prospecting Top of Funnel Ideal Customer Profile 108

Hubspot Sales

MAY 1, 2018

Regular readers of the HubSpot Sales Blog know they should "Always Be Helping." When a prospect has a challenge or goal you can help with, you know what to do -- you take them through your sales process. How do you nurture these prospects so that they’ll come back to you? Lack of marketing and sales focus.

Prospecting 106

Prospecting Referrals Nonprofit Constant Contact 106

Zoominfo

FEBRUARY 25, 2015

You just spent 30 minutes researching your prospect; calling him and leaving him a voice message, then you sent THE PERFECT EMAIL. Well done, Inside Sales Rep, well done. Well done, Inside Sales Rep, well done. Your prospect needs to know that you care about winning their business. They didn’t respond?

Prospecting 100

Prospecting Direct Mail Call-back Cold Calling 100

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

Score More Sales

AUGUST 18, 2014

When first talking with a prospective new client, ask more questions and work to see that they talk twice as much as you do. Example: Instead of saying, “If you get a quick minute it would be great if you could give me a call back” change to “Call me back at _. I look forward to your thoughts on this.”

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

Vengreso

DECEMBER 8, 2022

Dionne Mejer is the Founder & CEO of Inside Sales by Design and author of the highly anticipated book, The Stepped Approach: Onboard Better, Systemize Smarter, and Bring Out the Best in Your Sales Team. Her innovative inside sales training tactics and proven approach gets her clients results every time.

Customer Service 85

Customer Service Motivation Top of Funnel Customer 85

Score More Sales

APRIL 2, 2014

Creating content and building your own personal brand online is the best way to do this now because it is simple (not easy) and there are some great examples of sellers doing this in the last couple of years. For business-to-business (B2B) sales professionals, think about making human-to-human connections online.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

The Pipeline

DECEMBER 7, 2015

As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or….

Decision Maker 120

Decision Maker Objections Inside Sales Buyer 120

Score More Sales

JULY 31, 2014

It often is based on specific companies you are following who fit your profile for best target companies as prospects. Do you want to learn about your prospective customer’s world? Example: I just became interested in a company after they visited our website. Next, put a plan into place. Follow them there. What did you learn?

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

Hubspot Sales

APRIL 11, 2018

Speaking your prospect's preferred language facilitates rapport building, making you easier to trust. Therefore, word choice is critical in sales.You’ve heard prospects use phrases such as “It looks good to me” (visual) or “It sounds good to me” (auditory) or “It feels good to me” (kinesthetic). Sensory Sales Words.

Inside Sales 105

Inside Sales Buyer Groups Prospecting 105

Score More Sales

MAY 19, 2014

when talking directly to a prospect. Real Life Example: I received a call when I was at a conference last week. She has a huge sales opportunity with someone who asked her for a contract – not a proposal. But the prospective client did not call back when he SAID he would – has that ever happened to you?

Call-back 214

Call-back Ideal Customer Profile B2B Referrals 214

Score More Sales

DECEMBER 29, 2014

Here is an example: ACME Corporation (record 1 – which is the only correct listing of the name). So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. The issue – dirty data. It is bad data.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Score More Sales

JULY 15, 2014

In the last 10 hours of speaking with sales reps, some things surfaced which caused me to think about this trap we get in figuring how many people must think the way we do. For example, one seller was telling me that if they phoned one of their dealer reps with a lead, they should not send an email immediately because it would seem too pushy.

Buyer 223

Buyer Lead Rank Lead Scoring Call-back 223

Score More Sales

SEPTEMBER 2, 2014

If you are a sales rep, are you leading with your prospects and existing customers? If you are a sales rep, are you updating your sales manager before he or she comes to you for updates? If you are a sales leader, are you leading your team by example? How are you leading today? Increase Opportunities.

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

Score More Sales

NOVEMBER 1, 2013

You do this with the words you choose, the pace you go at, the follow-up, the examples you give, and others in their industry you have helped. The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy. We’ll talk more on that later.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236