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DECEMBER 22, 2011

Refine B2B Sales Process in 2012 With Tools and Attitude. 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.

Lead Scoring 155

Lead Scoring Lead Rank Sales Process B2B 155

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DECEMBER 30, 2011

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year.

Top of Funnel 159

Top of Funnel Lead Scoring Lead Rank Marketing 159

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AUGUST 11, 2011

Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. We are not marketers, but we know that you need at least one well-done webpage. Explore social tools, and – create a plan.

Lead Scoring 258

Lead Scoring Lead Rank Top of Funnel Referrals 258

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AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. For this experiment I looked up webinar tools and webinar platforms. In my search I looked for “webinar platform” and “webinar tool” to get dozens of choices. No more 2001 stuff, please.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

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FEBRUARY 8, 2012

CRM Is the Tool and Sales Follow Up Is Key. The same is true with any cloud-based (SaaS) tools to help you in your business – they must be used, and used properly for you and your company to benefit. We need to bring the value of the tools – whatever they are – to the sales reps and show them what is in it for them. Sales Tools.

Lead Scoring 148

Lead Scoring Lead Rank Follow-up CRM 148

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JUNE 17, 2011

Create robust profiles in LinkedIn.com and other virtual sites where your market is – then update what you are working on, answer LinkedIn questions, connect to others, and join appropriate LinkedIn groups. (If Send an email to lori at scoremoresales (dot) com to receive our Sales Pipeline Tool at no cost to you. Sales Tools.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

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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? Sales Tools. © Score More Sales 2001 - 2012. Talking or Writing Too Much in B2B Sales. Categories. 100 for 100K. Innovation & Inspiration. Sales Productivity.

Benefit 229

Benefit Lead Scoring Lead Rank Strategy 229

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AUGUST 2, 2010

The Facebook Event for Marketers You Need to Know About. I’m happy to share information about an upcoming Facebook Marketing event that will be online with many fantastic speakers. 50% Savings on Web’s Biggest Facebook Marketing Event. Sales Tools. © Score More Sales 2001 - 2012. Consulting.

Facebook 120

Facebook Lead Scoring Lead Rank Nonprofit 120

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JUNE 21, 2011

Anyone interested in inbound marketing, especially for the B2B market, might want to take a look at: Content Rules by Ann Handley and CC Chapman. Get Content Get Customers by Joe Pulizzi and Newt Barrett. eMarketing Strategies for the Complex Sale by Ardath Albee. Sales Tools. Categories. 100 for 100K.

Lead Scoring 186

Lead Scoring Lead Rank Top of Funnel Lead Nurturing 186

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SEPTEMBER 22, 2011

You were working on marketing materials. Next post: Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! Sales Tools. © Score More Sales 2001 - 2012. You were putting out fires. You were doing customer service all week. You were not productive. Categories.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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NOVEMBER 22, 2011

Once you find the right people to help expand your thinking on selling, what tools and assessments are you using in the business? Top Sales Awards has nominations for ten top sales assessment tools, and also for top sales tools and top sales websites. Sales Tools. © Score More Sales 2001 - 2012. Categories.

Lead Scoring 185

Lead Scoring Lead Rank Resources Webinar Metrics 185

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JANUARY 3, 2012

To use a CRM, or Contact Relationship Management system well – you need more than tools – you must have a way – a process and a methodology – to do the following things we will be talking about to grow revenues. The phrase “nurture marketing” came from this idea. So, do you have tools that can do this for you?

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

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NOVEMBER 1, 2011

I don’t agree with everything he says, but truly, he is a valuable presenter on topics around business building, marketing, and differentiation. We’d certainly enjoy your thoughts, stories, tips, and tools to help others stand out in the crowd, above the noise, and in amazing ways. Sales Tools. Next, try to be it.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Inside Sales 182

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FEBRUARY 29, 2012

We will let you choose whether you invest in a full-blown system which has features to incorporate your full marketing strategy, including web lead capture – or you start by enhancing your email system with social information and notifications. Sales Tools. This creates new possibilities of staying in touch with your network.

CRM 174

CRM Top of Funnel Lead Scoring Lead Rank 174

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FEBRUARY 14, 2012

From a business standpoint, you can fall in love with the process, methodology, and tools you use to build sales – because your mastery will result in you growing sales. Some companies integrate their marketing and social strategy into the sales plan. 5) Respond to the Market – Was your website last updated in 1999?

Lead Scoring 152

Lead Scoring Lead Rank Outsourcing Services Top of Funnel 152

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MAY 8, 2011

Please read my friend and colleague Jonathan Farrington’s heartfelt blog post on why he organized the most ambitious online sales conference in history- bringing together 35 of the biggest names in sales and marketing. Sales Tools. © Score More Sales 2001 - 2012. Talking or Writing Too Much in B2B Sales.

Lead Scoring 146

Lead Scoring Lead Rank Prospecting Webinar Metrics 146

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JANUARY 24, 2012

Wikipedia talks about identifying influencers: Market research techniques can be used to identify influencers, using pre-defined criteria to determine the extent and type of influence. Trendsetters: influencers tend to be early adopters (or leavers) in markets. Sales Tools. © Score More Sales 2001 - 2012. Categories.

Lead Scoring 150

Lead Scoring Lead Rank Influencer Top of Funnel 150

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APRIL 6, 2011

One will be very open and excited by this new world of tools and will go gangbusters – learning all that she can, and thrilled to be building business. One company – Logos Software, now the largest developer of Bible software, made $300,000 in ONE weekend due to their social media word-of-mouth marketing. Sales Tools.

Social Media 158

Social Media Lead Scoring Lead Rank Media 158

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DECEMBER 16, 2011

Exciting enhancements are on the horizon are new tools to work with CRM and Social CRM to bring knowledge TO the user, rather than the user doing all the thinking and pre-work. The SCRM market is valued at over $1B according to Gartner. A social CRM strategy should benefit marketing, customer service, sales and e-commerce.

Lead Scoring 172

Lead Scoring Lead Rank CRM Top of Funnel 172

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JULY 18, 2011

Previous post: Marketers: Should Salespeople ONLY Focus on Closing Sales? Sales Tools. © Score More Sales 2001 - 2012. You have never had more feet on the street sending qualified potential customers your way. You also have never felt better about the integrity you are using to help others grow their businesses as well.

Lead Scoring 173

Lead Scoring Lead Rank Top of Funnel Lead Nurturing 173

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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 Scoring 148

Lead Scoring Lead Rank Top of Funnel Social Media 148

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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. Sales Tools. © Score More Sales 2001 - 2012. As mentioned before, we have guidelines, and not everyone is accepted to participate: 1. Talking or Writing Too Much in B2B Sales. Categories.

Lead Scoring 178

Lead Scoring Lead Rank Revenue Guidelines 178

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MAY 2, 2011

Welcome to the 2011 Sales and Marketing Success Conference – in the comfort of your own office or home. Sales Tools. © Score More Sales 2001 - 2012. It’s true. This is a monumental project going on at Top Sales World – I’m thrilled to be speaking on Day 4 about having fun prospecting. Categories.

Lead Scoring 132

Lead Scoring Lead Rank Top of Funnel Lead Nurturing 132

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JANUARY 17, 2012

A pipeline tool is needed for leadership to be able to have a snapshot view of what reps are working on at any given time. Look for tools that are simple to put in place for your team, and that offer the reporting capabilities you need to understand success rates. Databases of prospective contacts help with your outbound efforts.

Lead Scoring 171

Lead Scoring Lead Rank Pipeline Top of Funnel 171

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MAY 25, 2010

Check out the Nurture Marketing site for more planting metaphors. Sales Tools. © Score More Sales 2001 - 2012. Start with good earth, and great seeds. Have some effort and consistency. Work a plan. Previous post: What I Learned From Oprah About Customer Service. Talking or Writing Too Much in B2B Sales. Categories.

Lead Scoring 120

Lead Scoring Lead Rank Revenue Harvest 120

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DECEMBER 6, 2011

Now that many people do not even set foot into your offices, it is time to improve your marketing strategy in line with the “new” postal service this spring. It won’t be the end of the world – so make sure your PR and marketing reflect the good points of what will be happening. Sales Tools. Categories.

Lead Scoring 153

Lead Scoring Lead Rank Social Media Top of Funnel 153

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JUNE 13, 2011

Assuming you can’t put kids to work to help with research and menial tasks – at least block out your own time to do heavier market research, professional development, or a social focus (finally get that LinkedIn account set up, with connections made, Groups joined, and start answering Questions – for example). Sales Tools.

Lead Scoring 220

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

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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. Sales Tools. © Score More Sales 2001 - 2012.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

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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. Here are some quick ideas: Track your prospective customers in a CRM (customer relationship management) program or database or pipeline tool. Sales Tools. Categories. 100 for 100K. Sales Tips.

Lead Scoring 152

Lead Scoring Lead Rank Referrals Call-back 152

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MARCH 10, 2011

He sat down at the table I was sitting at and proceeded to go through some of the vendor marketing materials (of the vendors at this conference exhibiting). link] Marketing Gal. Sales Tools. © Score More Sales 2001 - 2012. I noticed him saying, “What do these guys DO?” Are you open to anything else?”)

Conversion 181

Conversion Lead Scoring Lead Rank Vendor 181

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MAY 17, 2011

How well do you know others who sell in your niche, your space, your target market? Sales Tools. © Score More Sales 2001 - 2012. When Competitors Cooperate, Big Revenues Can Happen. by Lori Richardson on May 17, 2011. Talking or Writing Too Much in B2B Sales. Categories. 100 for 100K. Innovation & Inspiration.

Lead Rank 135

Lead Rank Lead Scoring Revenue Conference 135

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OCTOBER 27, 2011

Visit KLA Group for their e-mail marketing audio seminar or this post from YesWare or Wendy Weiss, Queen of Cold Calling’s article on the topic. Sales Tools. © Score More Sales 2001 - 2012. First of all, your message went directly to my SPAM folder – as it should have. Talking or Writing Too Much in B2B Sales.

Lead Scoring 161

Lead Scoring Lead Rank Guarantee Top of Funnel 161

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JUNE 23, 2010

It can literally cost you a market niche or multi-thousands of dollars if you cut corners. Sales Tools. © Score More Sales 2001 - 2012. I can say from experience – gaining a breakthrough idea over a meal and shaking hands on it with someone is JUST the first step. Then, USE them – every time! Categories.

Lead Scoring 120

Lead Scoring Lead Rank Hiring Lead Nurturing 120

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OCTOBER 3, 2010

I’ve been teaching and training SMB’s (small-med sized) businesses for a couple of years on the very basics of social media marketing – not as an expert but as a peer. Sales Tools. © Score More Sales 2001 - 2012. Talking or Writing Too Much in B2B Sales. Categories. 100 for 100K. Sales Ideas & Skills.

Lead Scoring 120

Lead Scoring Lead Rank Social Media Top of Funnel 120

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APRIL 24, 2010

What your business idea is/was, and what problem did it solve in the market place? Sales Tools. © Score More Sales 2001 - 2012. You can submit your own 2-minute video or if I am coming through your city this year, I can do the video. Either way, here is the outline: Your name, company name, and location. Categories.

Small Business 120

Small Business Small Business Lead Scoring Lead Rank 120

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JANUARY 14, 2012

When she heard the house was going on the market, she tipped me off – and we grabbed it.” Sales Tools. © Score More Sales 2001 - 2012. ” Priceless. This is a reminder to mention those who give you great service to endorse them. Offer them testimonials. Talking or Writing Too Much in B2B Sales. Categories.

Lead Scoring 146

Lead Scoring Lead Rank Referrals Top of Funnel 146

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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. Sales Tools. © Score More Sales 2001 - 2012. Michelleg.

Revenue 172

Revenue Lead Scoring Lead Rank Ideal Customer Profile 172