Score More Sales

DECEMBER 9, 2013

For example, retailers used to rush to greet customers with, “May I help you?” ” You know what the potential customer says, right? No Means Many Things in Sales. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

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APRIL 6, 2014

Over my selling years, I had 22 sales managers whom I directly reported to. Somehow, even in my early sales days, I learned to find someone upbeat, positive, and skilled who I could emulate and hopefully be coached by even if they were not my manager. Three Ways to Be Coachable and Grow Your Sales.

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Inside Sales Coaching Call-back Ideal Customer Profile 212

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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

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. With a modest, go-get-'em attitude, you can learn the stats you need to know to anticipate what a career in sales has in store for you.

Ideal Customer Profile 118

Ideal Customer Profile Salary Hiring Lead Rank 118

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DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Work in an office on your own or away from other sales reps?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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JANUARY 7, 2014

Yes, I’m half-kidding, but also know that if you have NOT been around little kids for a while, you are really missing out on the basics of people skills as well as sales fundamentals. Why is your first contact in Operations rather than Sales? Look through some of the sales opportunities you are working on.

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Inside Sales Call-back Lead Rank Lead Scoring 225

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AUGUST 26, 2013

It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting. Try these out and see what you think.

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Inside Sales Lead Rank Lead Scoring Leads 217

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NOVEMBER 5, 2013

He regularly receives 200-300 emails in a day and cannot be bothered with most sales “pitches” Like other C-level executives I speak with, he says that sales people can seem lazy and are not persistent. For starters, ask good existing customers about why they worked with you in the first place. Expand Your Pipeline.

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Inside Sales Study Buyer Lead Rank 198

The Sales Hunter

JANUARY 25, 2012

Client List. Client Login. Client List. Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Debunking the Myth of “Inside Sales” Jan 26, 2012.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

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NOVEMBER 11, 2013

Yesterday’s sales talkers must now become today’s succinct “sales message givers.” ” Start with these three steps to craft better messaging: Step 1: Write out bulleted points or write the entire sales message that you say to potential buyers. Hi John, this is Lori from Score More Sales.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Pointclear

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

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JUNE 2, 2014

There is one, and I was reminded of it last week at InsideSales ‘ customer conference Accelerate ’14 in lovely Park City, Utah. Ken has identified over 27 types of inside sales campaigns. Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy. Ready for it?

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InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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JUNE 30, 2014

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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JULY 31, 2014

We have written about social sales relationship building and social sales research. 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? Create some social listening goals. What did you learn?

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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DECEMBER 22, 2014

One of my clients set three appointments on Friday because he shifted his mind from “everyone’s gone” to “I wonder who I can reach today?” What if you customized a LinkedIn note or InMail that causes them to be curious and more interested in your services and they respond today to your note?

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Prospecting Ideal Customer Profile Decision Maker Twitter 262

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MARCH 26, 2014

The easiest way to determine who your best future buyers are is to take a look at your best current and past customers. What makes them such great customers for you and your company? look to see other companies my contacts in my client companies are associated with through their LinkedIn profile. Increase Opportunities.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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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.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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AUGUST 18, 2014

It is human nature for sales professionals to say more than they need to when talking with clients and potential buyers. Cut your voice mail messages down to 25-30 seconds of customer-focused value. When first talking with a prospective new client, ask more questions and work to see that they talk twice as much as you do.

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Ideal Customer Profile Call-back Twitter Inside Sales 228

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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. I have sworn off sending cookies and brownies to clients (although if I still did, I’d definitely recommend these guys).

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Ideal Customer Profile Twitter Inside Sales Google 197

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JANUARY 19, 2015

If you want to learn about the latest ideas in sales you need to be a student of learning. I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. This event was unique because it only focused on sales development.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

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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?

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. The same is true for companies in your geographic territory who fit one of your buyer profiles.

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Follow-up Ideal Customer Profile Decision Maker Buyer 222

InsideSales.com

JUNE 2, 2020

Aaron Janmohamed, Global Head of Product Marketing for XANT hosts this webinar with guest speaker Michael Pedone, CEO at Salesbuzz on the number one mistake reps are making right now, other sales mistakes, and other tips for getting the most from your sales team. Sales Mistakes – the #1 Mistake. How to Fix the Problem.

Ideal Customer Profile 63

Ideal Customer Profile Energy Call-back Sales Qualified Lead 63

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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. A well-meaning sales rep can ruin an opportunity by blurting out – trumpeting – all that you do and why you’d be great for them. Where are you?

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Social Selling Company Ideal Customer Profile Twitter 223

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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. Bad leads slow down your sales force.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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APRIL 2, 2014

This is the first in a multi-part series on how sales professionals can learn ways to create content, grow visibility and become a thought leader in their industry. A lot of people tell you to do this, but the difference here is that we’ll share with you what we have done, and what others in sales have done to build an online platform.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”.

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Inbound Marketing Sales Qualified Lead Outbound 257

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APRIL 21, 2014

Sales professionals in companies doing business with people in other companies should not minimize the power of the telephone and in many cases, use it MORE often. I talked about having a multi-faceted strategy in a session on the InsideSales Accelerate 14 Summit and believe it to be a key strategy for success in an inside sales position.

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Skype InsideSales Call-back Google 243

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JUNE 25, 2014

Many of the same ideas are rehashed daily within sales and customer service – and in accounting and operations. If you have an open environment where ideas can be shared your company has a good chance of using collaboration for sales growth. In sales and business building – execution is where it is at.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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SEPTEMBER 8, 2014

In fact it was the topic I chose as part of the Sales Acceleration Summit sponsored by Inside Sales earlier this year. While I''m thinking of that summit, also check out THIS one - Sales Acceleration Technology Summit on 9/10. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Prospecting 217

Prospecting Strategy InsideSales Twitter 217

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AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? Create relevant content - Now that you are clear on who your buyers are create content around how you solve issues for them – such as reduce risk for them, or reduce current costs, or help them offer more services to their customers.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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JULY 30, 2014

For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea. I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. Increase Opportunities.

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How To Ideal Customer Profile LinkedIn Twitter 230

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JUNE 6, 2014

If you consider yourself a lifelong learner, you are searching on the web for any piece of valuable advice to help you grow sales that you can find, right? These are all no cost, virtual sales education sessions. Anyone in sales or sales leadership welcome - Register Here. Where do you start? What do you read?

Education 180

Education Webinar Metrics Google Ideal Customer Profile 180

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OCTOBER 3, 2014

If you are in sales, take a look at your email inbox now. I will post the results AND will be sharing aggregated responses when I talk about sales productivity at Dreamforce on October 14th (9AM at the Marriott Marquis if you are going to Dreamforce) There are no names attached to this survey – so please be honest.

Survey 279

Survey Ideal Customer Profile Twitter Inside Sales 279

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AUGUST 11, 2014

Finally I met a super helpful sales rep and they answered all of my questions. Listen to customers. Email an agenda ahead of time when you have phone meetings, This can help a busy client remember what it is you are talking about and have a point of reference. There was nothing left for me to do but buy. Increase Opportunities.

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Buyer Ideal Customer Profile Google Twitter 213

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JULY 19, 2014

I began collecting hats when one of my clients, Granite, was doing a fundraiser by having employees volunteer to shave their heads on Monday, March 3rd. You can see more about the story and about my earlier blog posts on the Postwire page I created. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

Ideal Customer Profile 187

Ideal Customer Profile Twitter Inside Sales Google 187

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OCTOBER 29, 2014

I was sure-footed and confident as I arrived and then waited outside a meeting room at my client’s office. I was reminded of this story after seeing Openview’s Experts Share their Worst Sales Horror Story and wanted to share mine. Do you have a worst sales story to share? Fortunately (or unfortunately?)

Ideal Customer Profile 214

Ideal Customer Profile Twitter Inside Sales Sales 214