Score More Sales

SEPTEMBER 22, 2013

There are usually a few events each year where this happens and in this case, it was Boston this week for the American Association of Inside Sales Professionals ( AA-ISP ). Linda Connly, Sr VP, Global Inside Sales / Midmarket at EMC gave a keynote talk. ”- R. .”- ”- R.

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217

SBI Growth

AUGUST 15, 2012

Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013. Now for the moment of truth, when Brutus presents his ideas to the VP of Sales. The VP of Sales is intrigued and digs into the analysis. 2 – Build a Lead Generation Team.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Score More Sales

AUGUST 26, 2013

Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. Feedback on tools (as a comment on the blog) is extremely helpful to others. As a sales professional, we are huge fans of LinkedIn. The post Inside Sales Power Tip 129 – Get More Leads appeared first on Score More Sales.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Score More Sales

APRIL 23, 2013

Last week, the American Association of Inside Sales Professionals (AA-ISP) met for their annual Leadership Conference, which was held this year in Chicago. The teams we are working with are all remote sales teams. Remote Professional Selling – Can We Start Using that Phrase?

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

Score More Sales

JULY 8, 2013

Those who follow the blog may have seen mention that I have worked with and for 21 sales managers during my corporate selling career – at a number of technology, distribution, and financial services companies as an inside sales rep or outside rep. I have also managed sales teams. Share and they help others.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Score More Sales

DECEMBER 2, 2013

Even the craftiest sellers must re-word and re-tool their messaging as time goes on. Top Ten Tips for Voicemail Success in Sales. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Eight Best Ideas for Voicemail Success.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Score More Sales

AUGUST 12, 2013

The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. We are human and we like stories. Just try it and see how it goes.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

Score More Sales

NOVEMBER 25, 2013

If you do this, then at the end of the day, and the end of the week, you can evaluate how focused you are at working on growing sales at your company. You may have metrics being generated within your CRM tool, such as in Salesforce.com. The post Inside Sales Power Tip 142 – Distraction Plan appeared first on Score More Sales.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

SBI Growth

OCTOBER 25, 2012

Below is a sample of the actual worksheet we gave to sales reps. The worksheet categories need to be targeted to the industry and sales role. Register for our research tour here to get this tool). inside sales or strategic sales). This is critical to the success of the study. Customer Issue Resolution.

Hiring 310

Hiring Travel Territories Face-to-face 310

Score More Sales

AUGUST 5, 2013

It is a bit easier today with more and better tools to help determine when to reach out, and with newer strategies like using InMail – LinkedIn’s version of email which receives a better response than traditional email. .” The post Inside Sales Power Tip 126 – Stop Calling High appeared first on Score More Sales.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

Score More Sales

OCTOBER 21, 2013

Let’s say you sell cloud-based compensation tools. You might want some corporate employees who could give you feedback about what works for their comp plans, you’d want other sales reps who call on the corporate marketplace but don’t sell what you do, and a network of C-level contacts who are your potential buyers.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Score More Sales

OCTOBER 28, 2013

Quit wasting your time and damaging your company’s brand – re-tool your sales messaging. We have talked about confidence quite a bit on this blog – you can also see these posts: Tom Brady and Sales Success . The post Inside Sales Power Tip 138 – Confidence appeared first on Score More Sales.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Sometimes, though, an old school tool can get the job done as a companion strategy to all the cutting edge technology you are employing. Image credit: dogfella / 123RF Stock Photo.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Score More Sales

APRIL 29, 2013

If you have a process that is not whole to move sales opportunities forward, you are leaving money on the table. Once you have a solid system and suite of tools, you need the methodology in place on how you handle leads and inquiries. You can’t remember everything, and Outlook (or gMail) just doesn’t cut it for this.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Score More Sales

JULY 11, 2013

A special thanks to my friend Mark Hunter for reminding me of this by way of his great post about the best sales questions. If you would like more on this, visit our recent Inside Sales Power Tip on Listening. Image credit: peshkova / 123RF Stock Photo.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

FEBRUARY 17, 2014

Here are three mistakes I see every week that I hope you can work to avoid if you are a serious inside sales person working to build your pipeline of prospective buyers: YOU DON’T ARRIVE AT YOUR DESK WITH A PLAN: . As a rep, I invested in tools and professional development and you should too. That means call activity.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. LinkedIn has become a “cool” tool.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

Score More Sales

FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. Nancy made some great points about sales metrics and hitting sales numbers. What’s the biggest myth in selling that YOU see?

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Fill the Funnel

JULY 2, 2013

Small business owners have learned the power of web tools. Sales and marketing leaders should open a line of communication with these small businesses to learn what is working to help them grow their revenue and customer base. 1 Biggest change in how you do business today – use, or use more, online marketing tools.

Small Business 124

Small Business Small Business Tools Social Media 124

Score More Sales

FEBRUARY 25, 2014

Kill Crutch Words – Inside Sales Power Tip 133. Sales Message Makeover – Inside Sales Power Tip 143. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Understanding the Sales Force

APRIL 25, 2014

Don''t get me wrong - they ALL have great tools, applications, insights, data and uses. But you need to buy those services on their own merit because you need them or they would add to your sales force''s effectiveness. Image credit: stefanolunardi / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Good questions.

Harvest 225

Harvest Inbound Inside Sales Outbound 225

Understanding the Sales Force

AUGUST 18, 2015

The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Understanding the Sales Force

JUNE 20, 2014

I read most of the other sales blogs too. Some of them are from companies within the Inside Sales community which, in an attempt to sell their services, are also publishing misinformation. And the misinformation is killing sales forces. These tools include gamification, call technology, email marketing and analytics.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing Face-to-face 275

Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. In 2014, focus on upgrading your sales force, not on integration of tools.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

SBI Growth

SEPTEMBER 5, 2012

Using the same sources outlined in point 1 above, look at the following: Determine the Sales Management Effort Score from this tool – which looks at items like those listed in the bullets under point 1 and other factors. Give the territory to the Sales Manager. Let Inside Sales temporarily handle the territory.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Score More Sales

FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” It is true that never before have we had access to technology, metrics, and science to assist us in doing our sales roles better than ever. But sometimes these tools hinder our success. Increase Opportunities.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Understanding the Sales Force

MAY 22, 2014

In the same period of time, there have been major shifts in the quality of sales candidates , in the roles those candidates will fill, and the capabilities we need those salespeople to possess. Image Copyright: harishmarnad / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Let us know when you''re ready to take that plunge.

Sales Management 246

Sales Management Top of Funnel Decision Maker Webinar Metrics 246

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. For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

FEBRUARY 17, 2014

The turnover rate for sales reps naturally increases in February/March. Reps have gotten their last 2013 commission checks. Sales leaders reach out to their HR partners to understand turnover. Get the Turnover Trouble Tool for answers on how to solve turnover troubles. This is for direct field sales reps.

Salary 198

Salary Inside Sales Field Sales Commission 198

Score More Sales

APRIL 26, 2013

What is new in CRM in 2013? Now add in social tools – does it all work together? Not enough employees with CRM seats – companies will selectively give certain individuals seats, such as all sales but no marketing, or inside sales but not outside sales (or vice versa). This really helps sales reps.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Understanding the Sales Force

DECEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan For some salespeople, selling is as caked in tradition and ritual as any religious ceremony. To get a sense for this, consider the many inside sales roles, demo-centric salespeople, and low-level in-home salespeople. Top Sales & Marketing Thought Leader - Dave Kurlan.

Inside Sales 204

Inside Sales Groups Objections Sales 204

Score More Sales

JULY 27, 2013

I included Score More Sales at the end of the list – we are thrilled to show you tips and ideas to immediately gain better traction in social selling. In no particular order – take them up on their classes, offers, e-books, and ideas: Miles Austin - the Web Tools Guy. Jamie Shanks – Partner, Sales for Life.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Understanding the Sales Force

NOVEMBER 11, 2013

Among the things being debated are: The migration from outside to inside sales - yes it''s happening and it''s good; but it won''t happen in every company, to every salesperson or necessarily soon. The results show us that usage of these tools is way up. c) Copyright 2013 Dave Kurlan' Salespeople are not being replaced.

Inbound 218

Inbound Survey Lead Rank Lead Scoring 218

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Marketing automation in the hands of a fool is still a fool’s tool.”.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

APRIL 10, 2012

Click to start video at this point —In response to my question about 2011 marketing and sales trends that did happen or ones he expected to see but did not happen, Jonathan notes that a primary projection played out as expected: markets and sales remained relatively flat last year. Sales Trends Companies Should be Looking At.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184