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DECEMBER 22, 2014

What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

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Prospecting Ideal Customer Profile Decision Maker Twitter 262

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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.

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Prospecting Education Territories B2B 222

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FEBRUARY 2, 2015

What 5 sales prospecting lessons can we take away from the big event? How can you do the same through your LinkedIn page or company blog? In sales prospecting, some of what seem to be the easiest opportunities never come to closure and a long shot opportunity ends up turning into a deal. Now it has come and gone.

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Prospecting Lead Rank Lead Scoring Ideal Customer Profile 120

Pointclear

JUNE 20, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? Via Selling Power Blog.

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Quota PointClear B2B Face-to-face 213

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JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns. Ready for it?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

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LinkedIn Referrals Buying Cycle Up-Sell 247

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APRIL 2, 2014

A blog is the solid foundation we’ve built our business on. To build a blog, begin with questions that buyers are always asking you. Next time someone emails in a question, or asks one over the phone, or in person, jot that down on a list of blog topics. Think of them this way. This is your starting point.

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Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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SEPTEMBER 22, 2014

When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. If you are an individual contributor in an inside sales role, is there one big event each year you could somehow get to? Close More Deals.

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Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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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? Do you use alerts to keep tabs on your prospective buyers and existing customers? Next, put a plan into place. Follow them there. What did you learn?

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Ideal Customer Profile How To Twitter Google 229

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JULY 22, 2014

Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. Are there any new executives?

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Ideal Customer Profile Banking Engineering Twitter 234

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AUGUST 5, 2014

You know what happens if you don’t, and it is a pretty safe bet that those reading this blog are good tooth brushers and flossers. A regular process to go about finding new prospective buyers that fit your target buyer profile. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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Follow-up Buyer Twitter Inside Sales 235

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DECEMBER 17, 2014

You are a sales professional, a sales leader, or a company executive looking for a creative way to say thank you to a: staff member. In the sales profession this is a GREAT thing. Now I see the light and don’t want to give anyone sugared treats – especially prospects or clients. So what to give?

Ideal Customer Profile 197

Ideal Customer Profile Twitter Inside Sales Google 197

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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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Increase Opportunities.

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Ideal Customer Profile Call-back Twitter Inside Sales 228

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OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Listen for Prospective Buyers. Listen for prospective buyers who are asking about which products / brands are best in your industry niche.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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AUGUST 21, 2014

Google research has shown that 67% of mobile users are more likely to buy or engage with a mobile-friendly website, and that 57% won’t recommend a business with a poorly designed mobile site. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Expand Your Pipeline.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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NOVEMBER 19, 2014

It is a new event here in the Boston area for sales reps to network, meet and mingle with others. Hubspot is a great host, and I was thrilled to be invited to have a Q&A at the front of the room to discuss prospecting issues and ideas. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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Hubspot Twitter Inside Sales Objections 206

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SEPTEMBER 15, 2014

You could create 20 written blog posts. You could create 20 video blog posts. Any of these simple ideas can engage your prospective buyers. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

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Hubspot Inbound Ideal Customer Profile Buyer 186

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OCTOBER 30, 2014

Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

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MAY 19, 2014

when talking directly to a prospect. But the prospective client did not call back when he SAID he would – has that ever happened to you? Prospect says, “This looks great. 30 Ways to Reach Prospects . Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

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Call-back Ideal Customer Profile B2B Referrals 214

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JANUARY 14, 2015

During that time, their SDRs found 3,600 prospects which turned into 550 completed demos that brought on 175 new clients. What I most love is that all afternoon yesterday I heard from some smart, young, and enthusiastic presenters – those on the Salesloft team – about how to prospect well. Increase Opportunities.

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Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

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DECEMBER 29, 2014

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. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?

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Data Policies Ideal Customer Profile Guidelines 193

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JULY 15, 2014

As a professional seller, it is UPON YOU to follow-up with your prospective buyer until you have an idea – through speaking directly or talking with others near the buyer what they are doing instead of making up a story in your head. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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Buyer Lead Rank Lead Scoring Call-back 223

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MAY 26, 2014

Both of these individuals have been doing the same old prospecting strategies for a number of years and both really would rather not change. LinkedIn is a fantastic source to find alternate contacts in a prospect account. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

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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.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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NOVEMBER 5, 2014

There are at least two types of prospective customers on LinkedIn – Industry / Niche Specific. If you feel like a peddler or sales guy / gal with a “pitch” – you won’t get far connecting to the professionals on LinkedIn. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

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LinkedIn Ideal Customer Profile Twitter Inside Sales 229

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AUGUST 26, 2014

By applying science and metrics to your client and prospect buying cycle, you can impact connection and real support to help them. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | View My LinkedIn Profile | twitter |Visit us on google+.

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B2B Revenue B2C Ideal Customer Profile 232

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MAY 12, 2014

I know of many reps who use a spreadsheet where they list out their “suspects” – people who are not a prospect and it is not known yet if there is an opportunity. If you feel you need to keep your suspects to yourself until they become legitimate prospects, consider having your own CRM system just for that purpose.

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Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 208

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MARCH 25, 2014

It’s not about you, its about them, your customers and prospects. Ken Krogue is the co-founder of InsideSales.com, a company that offers tools and consulting to companies with inside sales teams. Ken truly is a leader in inside selling strategies. Influence is based on trust and information. Increase Opportunities.

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Social Selling Oracle Eloqua Influencer 232

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SEPTEMBER 26, 2014

With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. What Helps Most?

Buyer 226

Buyer Exercises Compensation Engineering 226

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JUNE 18, 2014

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. The post Embrace The Gatekeeper appeared first on Score More Sales.

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Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

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JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Video for sales training and coaching is a given. Gerhard had been in the UK recently for a Sales 2.0 Devon McDonald – Director of Sales & Marketing Support at OpenView Partners.

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Hiring B2B Video Lead Rank 192

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AUGUST 25, 2014

“it’s my pleasure” – meaning I am happy to help you, prospective buyer (or existing client). Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Increase Opportunities.

Referrals 221

Referrals Ideal Customer Profile Buyer Up-Sell 221

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JUNE 30, 2014

Keep it Tasty – your offers to prospects must be enticing. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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SEPTEMBER 29, 2014

. • Read about David Allen’s “Getting Things Done” GTD system – the best system I’ve ever worked with sales reps and sales leaders on to be more focused and organized. Start timing tasks – how long does it take you to write three emails to prospective buyers? Increase Opportunities.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

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JUNE 23, 2014

One of the very best ways to grow sales opportunities, and ultimately revenues, in your business is by having “real” ideas that solve issues for your prospective customer. Use buyer insight to grow sales). Know buyer’s hot buttons – what drives your prospects crazy? Increase Opportunities.

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Buyer B2B Ideal Customer Profile Vendor 203

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JULY 21, 2014

TRY for this week to smile more when you connect with prospective clients – even by email. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Increase Opportunities. Expand Your Pipeline.

Ideal Customer Profile 202

Ideal Customer Profile Energy Face-to-face Follow-up 202

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OCTOBER 20, 2014

What stories do you have about satisfied clients that you can share with prospective buyers? This includes the sales process for your company, the sales methodology, the technology (CRM, data tools, and other sales tools) plus the system you use to keep all prospective and current customer information.

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Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209