Score More Sales

JULY 20, 2011

. __ You don’t know what your value proposition is – how to differentiate yourself/ business. __ You don’t know who your target market is – who is your niche? © Score More Sales 2001 - 2012. Our Recommendations When you purchase any of the books, programs, and/or products we recommend we may receive an "affiliate fee".

Benefit 229

Benefit Lead Scoring Lead Rank Strategy 229

Pointclear

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

Lead Management 165

Lead Management Sales Qualified Lead Lead Scoring Lead Rank 165

Nutshell

JULY 22, 2020

Sales and marketing professionals are constantly slinging around new buzzwords, complex terms, and confusing abbreviations. Well, here’s another important term for you to memorize: the marketing flywheel. Well, here’s another important term for you to memorize: the marketing flywheel. What Is a Marketing Flywheel?

Top of Funnel 119

Top of Funnel Lead Rank Marketing Churn 119

Score More Sales

JANUARY 3, 2012

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. The phrase “nurture marketing” came from this idea.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Zoominfo

AUGUST 1, 2022

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession. Companies evaluate prospective new technologies with greater scrutiny or postpone such investments entirely. Budgets are reduced or eliminated.

Hiring 130

Hiring Face-to-face Lead Scoring Lead Rank 130

Score More Sales

FEBRUARY 16, 2012

Years ago when I started in B2B sales, there was one way to keep track of customers and prospective customers – writing on lined, yellow note pads and putting these precious notes into manila file folders. For many years they were cost-prohibitive for small and mid-market companies. by Lori Richardson on February 16, 2012.

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

Score More Sales

JANUARY 5, 2012

Today I interview Nancy Nardin , CEO of Smart Selling Tools, a company that focuses on buyer resources for discovering and assessing the best marketing and sales software available. Be sure to get on the Smart Selling Tools weekly marketing and sales tools digest that goes out to more than 30,000. Smart Selling Tools.

Top of Funnel 164

Top of Funnel B2B Tools Lead Scoring 164

Score More Sales

SEPTEMBER 22, 2011

You were working on marketing materials. My only suggestion is that maybe – just maybe, there are one or two obvious prospects you could be talking to NOW – before your database is completed – to get the sales process going? . © Score More Sales 2001 - 2012. You were putting out fires.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. Client List. Testimonials. Negotiation.

Motivation 155

Motivation Real Estate Hiring Construction 155

Score More Sales

JULY 18, 2011

Put a simple plan in place to build customers, prospective customers, and referral partners’ revenues at the same time – and you’ll create a victorious cycle that grows sales. Previous post: Marketers: Should Salespeople ONLY Focus on Closing Sales? © Score More Sales 2001 - 2012. Consulting.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

Score More Sales

MAY 28, 2011

We love sales – it is the culmination of combining great branding and marketing – clearly getting YOUR message of differentiation and value out to the world – and then asking companies and individuals who really would benefit – to work with you. © Score More Sales 2001 - 2012.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

Score More Sales

FEBRUARY 29, 2012

Without recommending one platform or another specifically, we urge you to have one place where all of your contacts are – prospects, clients, former clients, vendors, and strategic referrers. This second tip – building strategic referrer relationships – works with all mid-market businesses and in every market segment.

CRM 174

CRM Top of Funnel Lead Scoring Lead Rank 174

Score More Sales

OCTOBER 20, 2011

The second I clicked through to one of the newly-launched Social Media Mags it hit me like a brick: publishing will never be the same again, and selling /marketing /brand building will be changing even more. Look at sites that will create content for you and with you – no longer do you need your marketing department to do it all.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

Score More Sales

MAY 2, 2011

Welcome to the 2011 Sales and Marketing Success Conference – in the comfort of your own office or home. This is a monumental project going on at Top Sales World – I’m thrilled to be speaking on Day 4 about having fun prospecting. Next post: Gain Ways to Enjoy Prospecting and Donate to Japan. It’s true.

Lead Scoring 132

Lead Scoring Lead Rank Top of Funnel Lead Nurturing 132

Score More Sales

JUNE 13, 2011

Find ways to support your goals – if you need new business, for example – get in front of the calendar and actually block out planning hours and prospecting hours. I still phone my customers to ensure that they are satisfied with their products and services that they purchase from Parsons Marketing.

Lead Rank 220

Lead Rank Lead Scoring Face-to-face Top of Funnel 220

Score More Sales

FEBRUARY 14, 2012

For those who think that follow up to prospective customers is a chore, I would ask if you think it is a chore to go online to your bank account and watch your money grow? Just by focusing on this one aspect of selling - the actions of following up with prospective customers - when done properly - WILL grow revenues.].

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

Score More Sales

JANUARY 31, 2011

You must know who your target market is – at least by demographic – even better if you have lists of potential prospective customers. © Score More Sales 2001 - 2012. You must have products and/or services that have value … hopefully differentiated value- and you can convey that value.

Lead Scoring 178

Lead Scoring Lead Rank Revenue Guidelines 178

Score More Sales

DECEMBER 22, 2011

Others have them because of a specific challenge they are facing: Our Company Has Lost Market Share – A competitor (or competitors) is/are swallowing up our clients (in this scenario competitors are known and it is a fairly clear situation). Sales people and marketers are human. © Score More Sales 2001 - 2012.

Lead Scoring 155

Lead Scoring Lead Rank Sales Process B2B 155

Score More Sales

JANUARY 17, 2012

If you are working with a lot of prospective companies you’ll forget what you set as a next action and in general, who needs what next to move the sales opportunity forward. Databases of prospective contacts help with your outbound efforts. Even with the best of intentions and promise of a new customer, things slow down.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

Score More Sales

MAY 17, 2011

How well do you know others who sell in your niche, your space, your target market? Previous post: Gain Ways to Enjoy Prospecting and Donate to Japan. © Score More Sales 2001 - 2012. When Competitors Cooperate, Big Revenues Can Happen. by Lori Richardson on May 17, 2011.

Lead Rank 135

Lead Rank Lead Scoring Revenue Conference 135

Score More Sales

DECEMBER 13, 2011

Community is where you are online, where your market niche is, or your geographic area – depending on the business that you are in. By having this team in place it can totally keep you from using another option to growing business — calling on “cold” contacts, with an aggressive prospecting strategy.

Lead Scoring 152

Lead Scoring Lead Rank Referrals Call-back 152

Score More Sales

JANUARY 14, 2012

When she heard the house was going on the market, she tipped me off – and we grabbed it.” Previous post: B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. © Score More Sales 2001 - 2012. ” Priceless. This is a reminder to mention those who give you great service to endorse them.

Lead Scoring 146

Lead Scoring Lead Rank Referrals Top of Funnel 146

Score More Sales

DECEMBER 16, 2011

This allows customer facing employees in such areas as sales, customer support, and marketing to make quick yet informed decisions on everything from cross-selling and up-selling opportunities to target marketing strategies to competitive positioning tactics” – source: Destination CRM . So what is next for CRM?

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

Score More Sales

JANUARY 9, 2011

You must know who your target market is – at least by demographic – even better if you have lists of potential prospective customers. As for me, I took notes on the excellent prerequisites to make sure my sales/marketing is aligned with the basics. © Score More Sales 2001 - 2012. Lori, you are amazing.

Revenue 172

Revenue Lead Scoring Lead Rank Ideal Customer Profile 172

Score More Sales

FEBRUARY 8, 2012

What is in it for a busy sales rep or sales leader who would prefer to spend any administrative time instead being in front of an extra prospect or two? By setting next actions with clients and prospects, you will always have a future with that company. © Score More Sales 2001 - 2012. Good data will do that for you.

Lead Rank 148

Lead Rank Lead Scoring Follow-up CRM 148

Score More Sales

JANUARY 23, 2011

Assuming the prospective customer is a good potential fit for your products and services – keep some connection to them over time. If you say you will do something for an existing customer, a strategic partner, or a prospective customer, by all means DO what it is that you said. Persistence is a key trait for marketing success.

Follow-up 168

Follow-up Lead Rank Lead Scoring Call-back 168

Score More Sales

APRIL 12, 2010

How do you determine when to follow up with your best prospective opportunities? Now most of my time is spent marketing as a Pro VIP in Biznik. © Score More Sales 2001 - 2012. I’m not encouraging anyone to work 70 hours a week, although you may. Post your thoughts – your resources – your inspiration.

Lead Scoring 120

Lead Scoring Lead Rank Skype Conference 120

Hubspot Sales

JULY 15, 2020

Not only is it more cost-effective for B2B businesses to focus more on their existing customers, it also provides opportunity for acquiring new high-value customers through referral marketing. With these data points in mind, making your current customers feel valued can be an effective way to impact your bottom line.

Pipeline 138

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 138

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? The sales role of the future is changing and companies that adapt to this reality will create a competitive advantage over their competitors, instead of creating a competitive situation with their prospects. We’ve all heard and read…and heard and read….and

Hiring 118

Hiring Call-back Training Up-Sell 118

Nutshell

JUNE 22, 2020

Cold calling is great—if your prospects actually pick up the phone. SMS sales, which is short for short message service sales, is an increasingly popular sales tactic that enables businesses to contact and sell to prospects and customers via text. Why should you text your prospects and customers? What Is SMS Sales?

B2B 124

B2B Closing Follow-up Campaigns 124

Score More Sales

NOVEMBER 19, 2010

If you have created a website that captures prospective customer information, or lets you know when someone has visited a specific page of your site, this is fantastic – because it is automated. The Answer to Your Prospecting Problem – shares a real success story that was told to me yesterday about prospecting.

Lead Rank 122

Lead Rank Lead Scoring Top of Funnel Cost per Acquisition 122

Score More Sales

OCTOBER 24, 2010

First of all, you should have 20-50 strategic partners who you can refer business to – whether for a fee, a percentage of the referred deal, or just to be more valuable to your clients and prospective clients and their point of contact for everything. © Score More Sales 2001 - 2012. Three ways to grow sales right NOW.

Lead Rank 120

Lead Rank Lead Scoring Small Business Small Business 120

Score More Sales

NOVEMBER 3, 2010

If you are really stuck not getting the important things done each week – uh, like prospecting for new business, perhaps? I think my biggest rock of all is finishing up the prep I need done so that my coach & I can actually implement the marketing campaign we're supposed to be co-creating! link] Barbara Breckenfeld.

Lead Rank 125

Lead Rank Lead Scoring Top of Funnel B2B 125

Score More Sales

NOVEMBER 30, 2010

They did not follow up on the precious qualified prospects that they did find (assuming they knew how to qualify) – OR even worse – they didn’t follow up with actual customers who had a good experience with them but haven’t bought again due to indifference. © Score More Sales 2001 - 2012.

Small Business 123

Small Business Small Business Lead Rank Lead Scoring 123

Score More Sales

FEBRUARY 15, 2011

Touch your clients more – through nurture marketing. Don’t Forget About Marketing to Past Clients « Previous post: The “100 for 100K” Program Starts February 1 to Help Grow Your Revenues. © Score More Sales 2001 - 2012. Stay tuned! link] Lori Richardson. Thanks Tshombe.

Lead Rank 137

Lead Rank Lead Scoring Top of Funnel CRM 137

Pipeliner

FEBRUARY 15, 2019

This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. Professional development in sales and marketing has a similarly checkered ethical history. That turns people off. Customers don’t read them anyway.”.

Lead Scoring 69

Lead Scoring Lead Rank Government ACT 69

Score More Sales

NOVEMBER 15, 2010

It seems to be in my DNA, as this time of year, I always work to prepare whatever I’m doing for the holidays for my business colleagues, clients, and prospective customers. Offer a ten-minute brainstorm by phone to better understand who their target market is and how you can refer those you know.

Lead Scoring 120

Lead Scoring Lead Rank Ideal Customer Profile Referrals 120