Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. These Twitter handles are pre-populated in Sweetspot for your use.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

Vengreso

JULY 2, 2020

The sales landscape has changed dramatically since the COVID-19 pandemic began. Sales leaders’ priorities shifted and sales prospecting strategies pivoted. Many companies went from growth forecasts to survival mode, and those sales professionals who have not adapted to the new normal of virtual selling are struggling.

Ideal Customer Profile 80

Ideal Customer Profile Prospecting Strategy Buyer Persona 80

Score More Sales

FEBRUARY 25, 2014

Offering visual descriptions to prospects on how your services will solve their big issues is a great start. Sales author Anne Miller gives us some examples: Hit? You knock me over and I come right back for more.” Close business because you showed the high value your company is offering and prospects got it.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

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

SalesHandy

JULY 5, 2021

This drives down the conversions on these channels, and makes it difficult for lead generation and sales functions to keep up. Social selling isn’t a completely new concept in B2B sales – it’s been around since social platforms like LinkedIn and Twitter exist. 7 Steps to adopt social selling in B2B sales.

Social Media 98

Social Media Social Selling Media Sales Qualified Lead 98

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

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. Expand Your Pipeline.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Who are your prospective buyers and what roles are they in?

LinkedIn 222

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 222

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 106

Buyer Prospecting Top of Funnel Ideal Customer Profile 106

Vengreso

JULY 17, 2020

In the post-quarantine world, remote sales professionals won’t be working from home all the time, but neither will outside sales teams be in the field as they used to. For example, in the last few years, a salesperson relied on trade shows for prospecting and lead generation. How will #sales look in 2021?

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

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

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Who are your prospective buyers and what roles are they in?

LinkedIn 178

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 178

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 20, 2013

I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. My suggestion is to try out some very simple, low-risk ideas that can be early steps toward incorporating more social into your marketing and sales. Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

AUGUST 26, 2014

For example, if you call on primarily CFOs, visit websites created for them. 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. Increase Opportunities.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Score More Sales

AUGUST 21, 2014

When your big website is optimized for a smart phone, for example, your buyers can review products, services, payment options, and even purchase or initiate a conversation as soon as they think to look you up. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

Score More Sales

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. Have a negative image of what a Gatekeeper is and instead align with them.

Gatekeeper 234

Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

Sales Hacker

JANUARY 14, 2019

This week on the Sales Hacker podcast , we talk to Amy Appleyard , the recently appointed SVP of Global Inside Sales at CarbonBlack. . Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Subscribe to the Sales Hacker Podcast.

Inside Sales 54

Inside Sales Lead Rank Lead Scoring Company 54

SalesHandy

APRIL 25, 2021

When done correctly, a sales call process will enable you in making successful sales calls, repeatedly and predictively. As per KBCM survey , companies using inside sales as a primary sales channel enjoy a 10% higher median growth rate. Making sales calls is one of the core functions within inside sales.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 Customer 2.0

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. 7 Sales Best Practices. 7 Sales Best Practices.

Data 86

Data Hiring Analytics Top of Funnel 86

Sales Hacker

JUNE 16, 2022

VP of Global Inside Sales at Tray.io. It’s about listening — mostly to customers, prospects, and partners — and managing what you measure. For example, your best, most active customers may pull back on expansion talks or inquire about term or price adjustments. Ralph Barsi. ralph-barsi. Tito Bohrt. tito-bohrt.

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

Hubspot Sales

JANUARY 31, 2018

18 Outdated Sales Tactics to Kick to the Curb in 2018. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. I mean it -- quit sales and get a new job. Of course, you still need to do call prospecting, and in this scenario, warm calling is the way to go.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Crunchbase

JUNE 18, 2020

Take these two examples. . One sales leader is sitting on his private jet telling you how to make $10 million in a year. The mecca of sales content, LinkedIn has become increasingly popular not just as a networking site but as a place to create and consume content. Platform #5 – Twitter . Types of Posts.

Scale 123

Scale Twitter LinkedIn Video 123

Nutshell

DECEMBER 13, 2019

In this article we’ll talk about sales enablement content: what it is, why it’s important, the six kinds your company needs (with real examples of sales enablement content that Nutshell uses every day), and some valuable tips on how to create your own. What Is Sales Enablement Content? Slide Decks.

Top of Funnel 101

Top of Funnel Sales Enablement Case Study How To 101

Score More Sales

SEPTEMBER 28, 2010

Visit their sites; find them on Twitter and Facebook. Jill has a masterful new book, SNAP Selling, which guides you on getting through to crazy busy prospects in 2010 and beyond. The Bridge Group works with smart B2B Technology companies to build, expand, and optimize inside sales strategies. . - example: tid = 123.

Lead Rank 120

Lead Rank Lead Scoring Revenue Top of Funnel 120

Score More Sales

OCTOBER 20, 2011

It is all about being a good visible publisher with great content – to defy the noise all around and to find your next prospective clients as you build your business or grow your mighty cause. Just back from the Sales 2.0 Previous post: Nothing Can Grow Your Small Business Sales Like Great Process and Tools.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

Score More Sales

DECEMBER 8, 2014

AP : While AMP Up Your Sales expands on a couple of the themes in Zero-Time Selling, the focus is on three primary ways that sales reps, on a call by call basis, can really differentiate themselves from their competitors and, in the process, help their prospects make good decisions quickly. A= Accelerate Your Responsiveness.

Ideal Customer Profile 203

Ideal Customer Profile Customer How To Lead Rank 203

Close.io

JUNE 26, 2019

Talking to your sales team is the best way forward—that way you can analyze their needs and challenges before investing in a solution. Is your sales team cold calling a lot of prospects? Then a CRM with a build-in predictive dialer could drastically improve their sales productivity. Poll your Twitter followers.

CRM 75

CRM Decision Maker Follow-up Cold Calling 75

SalesLoft

OCTOBER 26, 2016

Personalized sales isn’t just about funny gifs and P.S. lines at the end of emails anymore. As personalized sales strategies are infiltrating inside sales processes, it’s getting harder and harder to get creative in finding new ways to connect with your prospects. And these are what our socks look like.

Video 52

Video Face-to-face Inside Sales eBook 52

Score More Sales

OCTOBER 31, 2011

Lori Richardson writes, speaks, trains and mentors B2B inside sales professionals and business owners to grow revenues. Score More Sales also does prospecting services for busy B2B companies. Sign up for the blog to get quick tips and follow on Twitter and Facebook. . example: tid = 123.

Lead Rank 221

Lead Rank Lead Scoring B2B Top of Funnel 221

OutboundView

JUNE 25, 2019

The term Outbound, as it relates to marketing, most commonly refers to reaching out in some way to engage a prospect about your products and services. In the B2B sales world, cold calling is very common, especially when organizations have a dedicated inside sales team.

Outbound 34

Outbound Direct Mail Marketing Social Media 34

LeadIQ

AUGUST 27, 2018

Zenefits is a great example. It grew to $20M ARR in two years by making an early commitment to outbound sales. Matt Epstein , VP of Marketing, credits a focus on continually refining both the value proposition and customer targeting of cold emails for maximizing outbound sales impact. Identified ideal customer profiles.

Outbound 68

Outbound Ideal Customer Profile Outsourcing Services Scale 68

LeadFuze

NOVEMBER 30, 2021

It†s important that your team is using multiple channels to engage with prospects. For example, let†s say a prospect contacts you through email. I want to have a demo with the Sales Development Rep so they will send me an email. Sales Development Rep searches for prospects on LinkedIn and then connects with them.

Inbound 52

Inbound Sales Qualified Lead Hiring Lead Rank 52

LeadFuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? A company was not satisfied with the success of their inside sales team, so they tested a 2-stage model. Where are your target prospects located? What type of sales model will work best for your product? This is the perfect go to market plan! Segmentation.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52