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JULY 15, 2014

We talk to sellers all the time that assume a buyer is thinking in the same ways that they are. You know the old saying, “never assume… ” To build business you cannot afford to assume what’s in my head is the same thought that is in my buyer’s head instead think like your buyer. Close More Deals.

Buyer 223

Buyer Lead Rank Lead Scoring Call-back 223

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Closer's Coffee

OCTOBER 2, 2019

Look at any job description for an inside salesperson and there is something very important missing. Inside sales representatives work with customers to find what they want, create solutions and ensure a smooth sales process. Inside sales reps are friendly, well-spoken and ready to close the deal.”.

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Inside Sales Face-to-face Hiring Skype 61

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Twitter Facebook. Debunking the Myth of “Inside Sales” Jan 26, 2012.

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Inside Sales Motivation Hiring Ideal Customer Profile 168

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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.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

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APRIL 28, 2014

The title caught my attention and since I had recently met him through his company’s list of 100 Social Sales Influencers it seemed like a good idea to sit in on this one. What IS new is the idea that WE as sellers can do a number of things to anticipate what our buyers want and need. If so, HOW? Then share your thoughts.

Buyer 221

Buyer eBook Google Influencer 221

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AUGUST 16, 2019

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? 21 Cold Calling Secrets From the Sales Masters. 14 Actionable Cold Calling Tips and Techniques – Sales Hacker. 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.

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Cold Calling Hiring Distribution Inside Sales 243

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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

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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. Finally I met a super helpful sales rep and they answered all of my questions. So how to make it easy for your buyers? As a consumer, you know this is true.

Buyer 213

Buyer Ideal Customer Profile Google Twitter 213

Zoominfo

FEBRUARY 22, 2021

But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Following the right sales influencers on social media channels can give you a lot of insight into best practices, new trends, tips and advice, and help you find ways to connect with prominent thought leaders.

Social Media 205

Social Media Influencer Media Hiring 205

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APRIL 21, 2014

It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. 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.

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Skype InsideSales Call-back Google 243

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

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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.

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Prospecting Strategy InsideSales Twitter 217

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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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DECEMBER 11, 2014

How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. We will improve messaging and be buyer-focused.

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B2B Twitter Inside Sales LinkedIn 241

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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.

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Social Selling Company Ideal Customer Profile Twitter 223

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OCTOBER 13, 2014

I am convinced sales reps are making key mistakes when it comes to sending email messages. The email I receive weekly from sales “professionals” serve as great examples. One vendor’s rep invited me to come and hear the top sales influencers they have asked to speak at sessions they are sponsoring.

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Vendor Influencer Segment Twitter 204

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DECEMBER 29, 2014

In sales, you cannot assume that other reps and teammates know exactly what to do and say at every moment to grow revenues. Sales reps – whether they are your team or your teammates – need ongoing work on the messaging that happens with buyers. What you say needs to be buyer-focused. Increase Opportunities.

Lead Rank 215

Lead Rank Lead Scoring Sales Qualified Lead Energy 215

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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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AUGUST 5, 2014

We dart in and out of potential sales opportunities. 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? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

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Follow-up Buyer Twitter Inside Sales 235

Hubspot Sales

JUNE 22, 2018

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. Jill, Trish, and Lori had amazing sales careers before starting their own businesses.

Buyer 106

Buyer Prospecting Top of Funnel Ideal Customer Profile 106

Janek Performance Group

DECEMBER 5, 2023

At Janek, we help many sales leaders plan and forecast. While no one predicted a global health emergency, sales trends did anticipate future needs. In the absence of foolproof magic, sales trends reveal what’s coming and how to prepare. However, more than half of high-performing sales organizations already leverage AI.

Trends 62

Trends Top of Funnel Social Media Lead Rank 62

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JUNE 13, 2014

For years and years in sales it was all about who you knew, and who knew you. I wrote about my grandmother’s store earlier this year on the Hubspot Inbound Sales blog). Choosing sides would be silly for any sales professional, sales leader, or business owner working to grow revenues. So, take both paths.

Apparel 242

Apparel Lead Rank Lead Scoring Referrals 242

Salesmate

JANUARY 28, 2020

Especially in sales, you need to know everything best and worst of the industry, from news to new sales techniques. That’s why we have handpicked 19 best sales influencers from the business community. Some of them are serial entrepreneurs, some of them are investors, and some of them are sales leaders of successful businesses.

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Influencer Twitter Social Media Hiring 143

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JANUARY 15, 2013

B2B content kings Openview Labs first came out with a list of Top Sales Influencers for 2012, which was an honor to be listed on. At the end of last year, they asked us all what we thought would be the trends for sellers and sales leaders in 2013. Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales.

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Influencer Social Media Outbound Twitter 215

Zoominfo

FEBRUARY 22, 2021

But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Following the right sales influencers on social media channels can give you a lot of insight into best practices, new trends, tips and advice, and help you find ways to connect with prominent thought leaders.

Social Media 100

Social Media Influencer Media Hiring 100

LeadFuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

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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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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

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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 29, 2014

Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. Because of everything you do in your sales career, time is the one thing you cannot recoup. Time you spent doing “research” because you are not clear on who your buyers really are.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

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JULY 31, 2014

We have written about social sales relationship building and social sales research. I found that they are very active on Twitter, so they are now in a list we have of companies of interest. Do you use alerts to keep tabs on your prospective buyers and existing customers? Follow them there. Increase Opportunities.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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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.

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

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FEBRUARY 10, 2014

Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. It will keep me looking to bust some more sales myths.

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B2B Hiring Webinar Metrics Lead Rank 240

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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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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

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Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254