Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Pointclear

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Does Outbound Lead Gen Still Work? . Once I “get” it, and if I see the value, I’m now a more probable prospect. Keep Your Eye on the Right Buyers.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Pointclear

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. “What could derail this project?”

Lead Generation 124

Lead Generation PointClear Leads Marketing Qualified Lead 124

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. improve your time management. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Score More Sales

MARCH 18, 2014

This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. Unless you can show me an immediate benefit, why should I change?

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

MEDDIC

MAY 5, 2020

In just 2 years of existence, MEDDIC Academy has trained thousands of Sales Executives, and is expanding now with a 3 digits growth rate. We sell SALES TRAINING; online courses and in-person sessions. We have trained prestigious tech sales forces: Google Cloud, Oracle, Salesforce, Microsoft, AWS, as well as fast growing startups.

Hiring 52

Hiring Inside Sales B2B Oracle 52

LeadFuze

JUNE 29, 2021

It’s a planned approach to identifying and qualifying prospects, sales presentation, policy formation, and order generation. . Sales strategies can be divided into inbound and outbound strategies. Sales reps that use an inbound sales strategy don’t try to push prospects to make a decision to purchase. Outbound sales strategy.

Ideal Customer Profile 119

Ideal Customer Profile Lead Rank Lead Scoring Hiring 119

Score More Sales

JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? That seller who regularly runs into obstacles and they always seem to bounce back? They have grit. Grit is a trait– a distinguishing feature. Grit enables you to persevere.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

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APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Many leads slip through the cracks because of a lack of methods and processes. How systematized you are, tied in with a process for outbound prospecting as well as inbound leads.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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MARCH 20, 2012

Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management. Are you a man who knows of a woman colleague, client, or partner who should be nominated?

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

Score More Sales

APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

FEBRUARY 12, 2013

Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Sellers have an opportunity like never before, to accomplish all three—with more prospects than we dared dream of at any prior time in history.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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JULY 31, 2013

DO use your gut when you think there is a problem or an issue with your customer or with your prospect. Keep assessment tools in mind when hiring – they are getting easier and are less costly with quicker results and a very high rate of accuracy. My stats were great in that category. If you think something is wrong, ask your customer.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. It seems crazy that having a curious conversation with prospective buyers would be so hard to teach – but that’s because it is human nature to get focused on something and want everyone to use that thing or do that thing.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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AUGUST 26, 2013

Do you want more and better leads when reaching out to potential buyers? This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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JANUARY 18, 2013

Kendra Lee of KLA Group , is considered a Prospect Attraction Specialist and IT Sales Guru. Kendra’s webinar was on 12 tips for implementing lead generation campaigns. She began by contrasting the difference between the standard prospecting many of us do, and in creating formal lead generation campaigns.

Webinar Metrics 198

Webinar Metrics Lead Generation Campaigns Outbound 198

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FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. Inconsistent prospecting activity – low impulse control or delayed gratification.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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NOVEMBER 8, 2013

One rep told me that since his prospect didn’t call back they must not be interested. Keep a realistic eye open so that you’re not proposing amazing things that will never happen – wrong prospect or wrong value proposition. 2 – Optimism. op-tuh-miz-uh m1. Source: Dictionary.com. I asked him how he knew this.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

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FEBRUARY 18, 2013

In selling there is a lot of big talk about closing deals, as if the act of “closing” is a verb and is something to do TO your prospective client or customer. Gain control of these feeble buyers, right? One of the most talked-about sales books in the last couple years is The Challenger Sale.

Buyer 222

Buyer Inside Sales Outbound Exercises 222

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JULY 1, 2013

” You can read the whole e-mail prospecting scenario along with his results, then try it for yourself. Understand what the insight is that will benefit your prospective customers – and incorporate that into messaging. Dave said, “ when I saw them on my mobile device, I almost deleted them myself they were so long.”

Inside Sales 220

Inside Sales Lead Rank Lead Scoring Outbound 220

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JANUARY 4, 2013

If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are). Number of qualified strategic or referral partners that you talk with. These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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MARCH 5, 2013

One is our automatic prospecting tool and the other is Job change alerts. Our prospecting tool, Prospector allows you to use Google to search for LinkedIn contacts, and to easily export them to a spreadsheet so that you can speed up sales campaigning. KP: We’ve created two services for sales folks that are connected to LinkedIn.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

Score More Sales

JUNE 30, 2013

It is always good to get positive feedback when sales reps implement a suggestion or two that I have for being more effective with potential buyers and with prospecting strategies. My next 2 days are already booked with intro calls with qualified prospects. Dave is a veteran sales rep who was open to a tweak on his e-mail messaging.

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

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MAY 24, 2012

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Prospecting and LeadGen Tools (in no particular order). Rainking (to understand a prospect’s tech platform). Subscribe to news services that serve each market your prospects are in.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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JANUARY 24, 2014

Secondly, it can cost you relationships – prospective clients, existing clients, and business partners form an opinion of you when you do what you said and when you don’t. Over time, I’ve found that something as simple as being a bit disorganized can cost big money – missed opportunities – even contracts.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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NOVEMBER 25, 2013

If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Have 12 conversations at any level to learn the answers to questions to determine if we may have opportunities at the prospect company.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Score More Sales

MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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NOVEMBER 1, 2012

We are all starting to look forward to the next “best year ever” and in fact some sellers will ramp down their prospecting in favor of deal closure and future year planning. It doesn’t have to only be a revenue goal, it could be something like developing an exhaustive list of prospects for a new service, for example.

Outbound 216

Outbound Influencer Revenue Lead Management 216

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MARCH 14, 2013

Prospect research is the most frequent LinkedIn activity. More than 80% of the Top Sellers surveyed in the book have created and use highly targeted prospect lists. If you have not experimented with the prospect list capabilities this is an area we would really recommend. Top sellers use more of LinkedIn’s capabilities.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

Score More Sales

NOVEMBER 1, 2013

Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. Don’t discount the importance of this in building rapport and a relationship. Remember this most significant factor for long term customers and then target wisely.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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DECEMBER 16, 2013

Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Give prospective customers and those who could refer you many times over the chance to know you. Consider less in-person events and more online engagement with targeted prospects and targeted strategic partners.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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JANUARY 29, 2013

Do any board members run (or are a part of) any of your prospect companies? [work on this if you don't!]. Look at who is on the Board of Directors for some of your existing client companies. THIS is a no-brainer. You should be looking for these all the time.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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SEPTEMBER 27, 2013

Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Do they go beyond the basics to make things easier for prospects and customers? Do customer-facing reps take actions that help ease a sales or up-sell opportunity?

Retention 254

Retention Company Customer Lead Rank 254