Score More Sales

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. If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. Look Socially. Close More Deals.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Nutshell

JANUARY 9, 2019

Sales teams tend to cling onto free software like Google Docs because they think switching from spreadsheets to a CRM will be disruptive, or labor-intensive, or will require them to recreate their database from scratch in a new system. Fortunately, Nutshell is built with Google users in mind. Turn Google Maps into a selling tool.

Google 86

Google How To CRM Top of Funnel 86

Score More Sales

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.

Prospecting 222

Prospecting Education Territories B2B 222

Hubspot Sales

SEPTEMBER 18, 2023

These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role. If you contact a prospect right after they buy an expensive competitive product, they're not going to bite. Google Alerts : Google allows you to track whenever certain keywords are mentioned.

Social Media 104

Social Media Google Hiring How To 104

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

Close.io

OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. One day, out of the blue, we got a message from a top-senior executive at Google. She was super excited: “This is EXACTLY what I want to do internally at Google. The Google deal fell flat. From B2C to B2B. It was mid 2007.

Oracle 53

Oracle Enterprise Enterprise Google 53

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. Start with simple Google searches. HELPFUL: Download InsideView’s Twitter for Social Selling Guide here.

InsideView 249

InsideView Research Prospecting Eloqua 249

Vengreso

JULY 18, 2023

Generative AI for Sales Prospecting is an uncharted territory for many. This innovative tool addresses a common challenge – maintaining regular interaction with prospects and clients on LinkedIn. It’s not your everyday chat GPT or Google Bard. Its ability to create.

Lead Rank 52

Lead Rank Lead Scoring Prospecting Retail 52

Hubspot Sales

AUGUST 26, 2018

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects? Job Boards. Twitter Searches. Business Journals.

Prospecting 78

Prospecting Hiring Journal Territories 78

MTD Sales Training

JUNE 20, 2018

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. Some examples are: ‘Friends’ within the customer/prospect.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

Sales 2.0

JUNE 9, 2018

Congrats you have a brand-new “greenfield” sales territory! My suggestion when you’re dropped into the desert (sorry “greenfield territory”) look for some of those 22,500 people that are willing to help you. Most of the time business owners and marketing and sales managers define sales territories by classic demographics. “We

Territories 150

Territories Demographics Social Media Cold Calling 150

Pipeliner

MAY 2, 2018

The true sales hunters will dive 10,000 leagues deep below the ocean and know what their prospects had for breakfast that morning. If you don’t have a provocative business case that will pique your prospective customer’s interest, you’re sunk like the Titanic. Set Google Alerts for that name and their company.

Prospecting 68

Prospecting Google Ideal Customer Profile Harvest 68

Sales Hacker

JUNE 8, 2022

How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs. A new employee in your target role joins your prospective customer.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

Score More Sales

APRIL 5, 2014

Great salespeople have much fewer when it comes to beliefs about prospects or the future. It is upon me to reach out until my prospect and I connect.”. A learner gets a new territory and they create a plan to “own” that territory rather than mull over why it won’t work. We all have them.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

SBI Growth

OCTOBER 29, 2013

1 — Customers & Prospects: The most important thing is your customer/prospect. Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy. Focus Q1 training on modern prospecting using social selling.

Territories 308

Territories Compensation Buyer Google 308

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Score More Sales

JULY 22, 2014

When Google launched in 1998 none of us in professional selling had any idea how it might change the way the world of business-to-business selling worked. Learn about the company your prospective buyer works for. Create a list of prospective customers and track what they are talking about on LinkedIn, Twitter, and on their website.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

MTD Sales Training

AUGUST 30, 2012

“So, Steve, we are looking at £200 per territory for three territories or £600 per month. However, if you sincerely have a problem with £600 per month to get your web site on the front page of Google, and dramatically increase your customer base, then you need this service immediately! Prospect. “I Does that make sense?’.

Territories 279

Territories Discount Referrals Negotiation 279

Crunchbase

MARCH 13, 2023

Industry leaders such as Adobe , Microsoft , Google , PayPal and Shopify are making big layoffs, with a large swath of cuts focused on their revenue teams. For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. Make smarter territory choices Hard times mean hard choices.

Territories 59

Territories Churn Face-to-face SME 59

Janek Performance Group

APRIL 2, 2024

And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. Analyze trends over time and segment data by customer or territories. This is a missed opportunity. Use these to measure key metrics.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. 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. Increase Opportunities. Expand Your Pipeline.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Sales Hacker

JULY 11, 2022

We have our prescribed lists and territories. We’d let the prospect know that we’ll cease prospecting them. If we gained permission, we’d follow up months down the line with a relevant case study, when that prospect made any announcements or role changes, or if their company experienced any big news.

Account 98

Account Hiring Intent Signal Conference 98

Zoominfo

AUGUST 16, 2022

For example, Alphabet owns Google which owns Looker. This means nuanced opportunities to sell to individual business entities at the local level, to run location-level analytics including risk or credit models, to map territories accurately, and to run direct marketing campaigns.

Data 130

Data Ideal Customer Profile Segment Face-to-face 130

Vengreso

MAY 16, 2019

Apple Podcasts | Stitcher | Google Play | Google Podcasts. In short, sals engagement is the interactions that take place between a sales rep and a buyer that focus on how a seller communicates with the prospect and how effective that engagement is in moving the prospect toward a purchase. Listen now! What is Omnichannel?

Social Media 104

Social Media Google LinkedIn Media 104

SBI Growth

AUGUST 10, 2012

Set territory revenue/unit goals by product. Do your sales reps know what marketing campaigns directly impact their territories? What if there is interest from someone in their territory? If I am the sales rep in San Francisco and the marketing team runs a campaign to companies in my territory, I should know this.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

AUGUST 6, 2012

Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? Is a territory mapping program the answer? Is it time to re-align territories again? Dan Korten on Google+. Are your current accounts being undersold? Money is wasted. Time is lost.

Opportunity 316

Opportunity Strategy Banking Territories 316

Score More Sales

JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career. ” Analyze.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

DiscoverOrg Sales

JANUARY 2, 2019

When we Google Thai restaurants, we expect results near us, plus driving directions from our current location. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. As customers , we got used to the big-data treatment – fast.

Data 196

Data Intent Data Intent Customer 196

Hubspot Sales

APRIL 12, 2023

Or are your field sales reps handling deals from start to finish within their assigned territories? Two salespeople might contact the same number of prospects. However, say one of those reps researches her prospects, writes personalized emails, incorporates trigger events, and crafts individual value propositions.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Score More Sales

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?

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Vengreso

SEPTEMBER 19, 2018

Apple Podcasts | Stitcher | Google Play | Google Podcasts. Salespeople Are CEOs of Their Own Territory and Accounts. Here’s what I mean: Just like Rand had to take charge of the growth and direction of his company, sales professionals have to do the exact same thing in relation to their sales territory and accounts.

Trends 73

Trends Social Media Territories How To 73

Score More Sales

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. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Change is scary.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

Sales Evangelist

SEPTEMBER 1, 2020

What To Do When Co-Workers Try To Steal Your Deals Most salespeople respect boundaries and defined territories but human nature can get the best of people and lines are crossed. It keeps you in line and it keeps you in accountable to respecting someone else’s territory. Sometimes stealing clients and prospects happen in sales.

Territories 52

Territories Policies Face-to-face LinkedIn 52

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. Throughout my career progression, from territory management to executive leadership, my SCPS and CSE certifications continue to be the foundation of my skills and success.

Marketing 91

Marketing Ideal Customer Profile Social Media Google Analytics 91

Sales Evangelist

JULY 3, 2023

Connecting with prospects over the phone can be daunting. This weeds out the prospects who aren’t interested. Instead of railroading prospects, he lets the prospect explain their pain. We’d love for you to join us for our next episodes by tuning in on Apple Podcast , Google Podcast , Stitcher , or Spotify.

Pipeline 40

Pipeline Cold Calling Strategy Call-back 40

Hubspot Sales

JUNE 5, 2018

Want similar results with your prospects? Plus, it’s easy for prospects to figure out your name if they want to. Not only is it boring and unoriginal, but it’s like planting a huge sign in the prospect’s brain that says, “ I’m trying to sell you something!!!”. My name is … ”. I might be able to share some pointers. Best, Billy.

Apparel 145

Apparel Hubspot Google Buyer 145

Score More Sales

APRIL 30, 2014

If you know that you have a “more probable” prospective customer – a potential buyer who is in the market niche where your company does its best work, and there are industry peers of your prospect company already working with you – it’s upon you to follow up and make connections in this company. Create a Targeted List.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222