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AUGUST 11, 2014

When things seem too complicated, buyers hold off. It is no different for buyers – you have to make it easy for buyers to want to do business with you. On the other hand, Google is offering me ads everywhere online and I really don’t like it. So how to make it easy for your buyers? Listen to customers.

Buyer 213

Buyer Ideal Customer Profile Google Twitter 213

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JULY 28, 2014

It is easy to get distracted in a sales career. One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. Does your focus shift? it’s a finite list).

Buyer 207

Buyer How To Sales Qualified Lead Lead Rank 207

Understanding the Sales Force

AUGUST 18, 2015

Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. It isn't dead but the authors are making a lot of money by saying that and pushing the Challenger Sale! Don't get me wrong.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

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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). “b2b sales Insights” - About 201,000 results. Buyers have problems. Close More Deals.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

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APRIL 21, 2014

I said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? . Yes, I like Skype and I like Google Hangouts, don’t get me wrong. Reaching Buyers When You Need To: Some buyers will not reply to an email but they will answer their phone.

Skype 243

Skype InsideSales Call-back Google 243

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SEPTEMBER 8, 2014

A multi-faceted prospecting strategy allows you to meet your buyer where they are. Many times in the past I have written about having a “multi-faceted” approach to looking for prospective buyers of your products and services. Voice Mail - compelling, buyer focused brief messages? You can watch the video here.

Prospecting 217

Prospecting Strategy InsideSales Twitter 217

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AUGUST 21, 2014

Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. Today’s sellers must have ways to help buyer buy on their mobile devices – tablets and smartphones. Why do you expect something different from your future buyers? Increase Opportunities.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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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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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. Keep Track of Your Buyers.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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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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OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Pointclear

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass. Inside Sales Power Tip 118 – Share Insight.

Quota 213

Quota PointClear B2B Face-to-face 213

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MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. Understanding Your Target Market

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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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. Share enough when making first contact to pique your buyer’s interest so that you can talk in further detail at a next conversation. Consider instead, working to say more with less in your messaging.

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

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DECEMBER 11, 2014

We will improve messaging and be buyer-focused. There are many great predictions in the book 2015 Sales Industry Predictions – 20 Top Sales Experts Weigh In. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Expand Your Pipeline.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

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NOVEMBER 14, 2014

Take time to get to know more probable prospective buyers. This is the perfect time of year to set a goal to complete your LinkedIn profile if you are new to it, and if you’ve been around, it is time to make your profile buyer focused and not recruiter focused. Home in on who your buyers and referrers are.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

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OCTOBER 13, 2014

I think he summarizes my thoughts well on this – sales pros need to do a BETTER job, putting in MORE effort to do some research, and then PERSONALIZE a message to me, your potential buyer! One vendor’s rep invited me to come and hear the top sales influencers they have asked to speak at sessions they are sponsoring.

Vendor 204

Vendor Influencer Segment Twitter 204

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OCTOBER 3, 2014

These will help you stay on top of email and know when your buyer or customer has opened the email you have sent. 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.

Survey 279

Survey Ideal Customer Profile Twitter Inside Sales 279

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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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DECEMBER 29, 2014

Sales reps – whether they are your team or your teammates – need ongoing work on the messaging that happens with buyers. Assuming the wording of your messaging is compelling (and that is not the case with most sales reps), then you focus on listening skills, and powerful questions to ask that will support your messaging.

Lead Rank 215

Lead Rank Lead Scoring Sales Qualified Lead Energy 215

SBI Growth

AUGUST 14, 2013

In an increasingly competitive environment, best-in-class sales organizations are looking for an edge. When you sign up for the session, you’ll learn 4 new ways to modernize your sales force: Understanding the New Buyer. Modernizing Your Sales Process. The New ‘A’ Player Sales Rep. As a buyer, you have changed.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

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APRIL 2, 2014

Your buyers are people, not companies. To build a blog, begin with questions that buyers are always asking you. One reason this is such a strong idea for you is because buyers are going online every day looking for answers. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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MAY 26, 2014

If I can show you one more way to find buyers interested in hearing what you have to offer (assuming you can bring solutions to their challenges and improvements to their lives) – why would you not be open to that? This is one way to learn how to have executive level conversations with your buyers. Time Saving Idea: .

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

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AUGUST 5, 2014

A regular process to go about finding new prospective buyers that fit your target buyer profile. Do you have future buyer information all in one place? If so, tell us about it on this blog – we want to share your success secrets for finding potential buyers on an ongoing basis, and nurturing those relationships.

Follow-up 235

Follow-up Buyer Twitter Inside Sales 235

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NOVEMBER 28, 2014

Use Google and Bing to see if you rank at all for any of the topics you should. If not, or if you rank far down below the “fold” or on a second or third page, you need to improve this to be found by buyers who are looking for you. Search for potential buyers and learn about them. Not sure how you show up online? Don’t sell them!

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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JUNE 13, 2014

When before it was all about relationships, a new body of water has been created around “what you know” Which river will take you to the where your buyers are? Choosing sides would be silly for any sales professional, sales leader, or business owner working to grow revenues. So, take both paths. Expand Your Pipeline.

Apparel 242

Apparel Lead Rank Lead Scoring Referrals 242

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OCTOBER 27, 2014

Have all your calls and emails to your potential buyer not been returned by them? Sure, it’s very possible your buyer just really isn’t into you – or your products and services. It becomes one more “touch” with your buyer. It requires OLD SCHOOL supplies — an envelope, U.S. 617) 999-9999.

Call-back 216

Call-back Face-to-face Twitter Ideal Customer Profile 216

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JUNE 30, 2014

Keep it Fresh – the best ingredients are fresh ones, and so are the fresh insights your sales team needs to have with potential buyers and existing clients. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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AUGUST 25, 2014

If you are a perpetrator (or work with one), you can correct this and it will help you relate better to buyers, colleagues, and referrers. When the people you are grating on happen to be potential buyers, your manager, your company president, or referral partners, you may lose a sale. Yes, I said it. Is that OK with you?

Referrals 221

Referrals Ideal Customer Profile Buyer Up-Sell 221

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JANUARY 15, 2013

Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales. Why 2013 Will be the Year of the Buyer. ” That’s fine unless your buyers are moving to Google+, then what? I like it because it is divided up into sections: Content Marketing & Thought Leadership. Social Media: Selling Gets Social.

Influencer 215

Influencer Social Media Outbound Twitter 215

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AUGUST 26, 2014

B2C has been much more adopted and understood – we are learning more about B2B and know at least this: Buyers need a level of trust before buying. Really understand who your buyers are – busy CFOs? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. But where to start?

B2B 232

B2B Revenue B2C Ideal Customer Profile 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? drum roll…….your

Buyer 226

Buyer Exercises Compensation Engineering 226

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SEPTEMBER 15, 2014

It slowly crept up on a lot of us – and the fact remains that what buyers are interested in are solutions to their business challenges, shortcuts, workarounds, and strategies to grow and prosper. A good activity for any sales team is to make sure you have a list of the top 20 questions your buyers ask you about on a regular basis.

Hubspot 186

Hubspot Inbound Ideal Customer Profile Buyer 186

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JULY 7, 2014

Who ever said sellers need not practice what it is they are saying that educates, informs, and helps buyers in their world? Stop being haphazard about sales. Your buyers deserve nothing but the best from you – this differentiates you as a professional rather than a “sales guy” or “sales gal”. It doesn’t!

Prospecting 222

Prospecting Education Territories B2B 222

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APRIL 29, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. You have a potential buyer and you don’t follow up? To review: Give potential buyers a way to easily reach you on your website.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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JULY 21, 2014

They don’t always love the boss they work for, but they are passionate about solving buyer issues and winning them over on their product and service solutions. Are you extremely aware that potential buyers and future advocates can tell if they are dial number 52 today or if they feel like the only buyer in your world?

Ideal Customer Profile 202

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

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OCTOBER 20, 2014

We offer our buyers too many options quite often and they stall – they can’t decide so they “decide not to decide” I gave a talk at Dreamforce last week for InsideSales.com and Ken Krogue on ways to keep it simple so that you can sell more. Step back, and learn about your buyers. Learn from your buyer first.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209