Score More Sales

SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. In some manner it helps salespeople because of something – like mining data, or tracking sales opportunities, or helping sales teams with Gamification, or CRM – all things that I write about and consult with midmarket companies about.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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DECEMBER 2, 2013

Even the craftiest sellers must re-word and re-tool their messaging as time goes on. Your messaging, in order to gain the interest of a busy B2B executive must either pique their interest, or share ideas that can help them do their job better. Stuck in a rut after having some successes but now you don’t? Increase Opportunities.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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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. Start crafting your messages, and contact us if you are a B2B midmarket company and want 30 minutes of time to discuss your story lines to lead with. We are human and we like stories. Increase Opportunities.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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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

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APRIL 18, 2014

If you are in Inside sales – send a follow up email to assure a potential buyer that you have their back, even if they are not going to buy today. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. The quickest way to accomplish success is through giving.

Inside Sales 229

Inside Sales Conversion Retail Lead Rank 229

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AUGUST 26, 2013

Feedback on tools (as a comment on the blog) is extremely helpful to others. As a sales professional, we are huge fans of LinkedIn. We (at SalesLoft) have solved that effort with one of our tools called the Prospecting plug-in – it is a Chrome extension – you can download and get started for free. Close More Deals.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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AUGUST 5, 2013

If you are a B2B seller using the phone and email to connect with prospects and only calling on the C-suite, I’d like to ask you to stop calling high for just a moment and consider broadening your reach. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

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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

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AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? We have run into many B2B websites lately that do not work well on mobile devices. There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer). Increase Opportunities.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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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

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JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. There is a larger need for feedback.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235

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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

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OCTOBER 28, 2013

Quit wasting your time and damaging your company’s brand – re-tool your sales messaging. The post Inside Sales Power Tip 138 – Confidence appeared first on Score More Sales. If people are not ever responding to your voice mail messages – you are not offering anything of interest to them.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

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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. Increase Opportunities. Expand Your Pipeline.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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AUGUST 28, 2014

I have spent some time ranting a bit about how poor many B2B websites are when it comes to utilizing them on a mobile platform, such as a smart phone or tablet. We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

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DECEMBER 23, 2014

Software Advice surveyed nearly 2000 sales professionals who use a mobile version of a CRM tool and found the following: Nearly all salespeople using mobile CRM (82 percent) say that accessing their system on smartphones and tablets greatly or moderately improves the quality of their CRM data. Increase Opportunities. Close More Deals.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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JULY 24, 2014

I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. It is our virtual binders full of women. you can follow at @salesshebang ).

B2B 206

B2B Conference Twitter Influencer 206

Zoominfo

JUNE 12, 2019

We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.

Influencer 188

Influencer B2B Social Media Twitter 188

Salesmate

JANUARY 24, 2021

Companies have started to build a workforce that finds prospects inside four walls. With inside sales, businesses are putting more effort than just selling their products. The same time when inside sales kicked its way up, the importance of customer support also grew humongous. So what exactly is inside sales?

Inside Sales 111

Inside Sales Tools Strategy Outside Sales 111

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Every B2B trade publication, analyst, and even company (Hi!) Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. How Do You Improve Retention Rates for B2B Sales Teams?

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

SBI Growth

AUGUST 16, 2013

This is leading to frustration among many B2B buyers. This leads to friction when B2B sellers don’t match their new buying world. SBI’s 7 th annual research session will expand on the agile sales concept. In an increasingly competitive environment, best-in-class sales organizations are looking for an edge.

Customer 328

Customer B2C Decision Maker Inside Sales 328

SBI Growth

AUGUST 14, 2013

Modernizing Your Sales Process. The New ‘A’ Player Sales Rep. Sign up for our research tour and get a free tool: 5 Traits of Social Sellers. The tool will help you identify, hire and develop social sellers in your organization. The number 1 platform for B2B social selling is LinkedIn. What is Social Selling?

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. In the wake of COVID-19, 96% of B2B companies have shifted their sales model either partially or fully to remote selling. The next normal sales model.

Trends 156

Trends B2B Decision Maker Transportation 156

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DECEMBER 11, 2014

How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. Close More Deals.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Cincom Smart Selling

MARCH 20, 2025

With no automated tool at his disposal, John had to manually configure the product, referring to spreadsheets for pricing, and email engineering for compatibility checks. The CPQ tool instantly validates the configurations, applies the correct pricing based on quantity and region, and ensures all components work together.

B2B 48

B2B Closing Scale Discount 48

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Table of Contents What is inside sales training? Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

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OCTOBER 3, 2014

The first tip in email productivity I’d share is to use a tool like Sidekick , Yesware , Toutapp or Vision. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Survey 279

Survey Ideal Customer Profile Twitter Inside Sales 279

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SEPTEMBER 30, 2014

From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. What I don’t see is cohesiveness, and maximizing time through better management of all of the tools. Increase Opportunities. Close More Deals.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

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JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

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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. Expand Your Pipeline. Close More Deals.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Zoominfo

FEBRUARY 26, 2018

Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor. According to the Factor 8 website, Factor 8 is an award-winning inside sales training and consulting firm catering only to inside sales. 2. Hubspot Sales Blog. 3. SalesLoft Blog.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

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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

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JULY 30, 2014

There are hundreds of strategies for success incorporating some social tools into your business. In the last 10, B2B companies we have worked with, I found that this tool combination has worked with 9 of them. In this case, the social tool helped me find someone, connect to someone, and ALSO gave me confidence.

How To 230

How To Twitter Ideal Customer Profile LinkedIn 230

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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. The post Powerful Questions to Qualify Sales Opportunities appeared first on Score More Sales.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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NOVEMBER 14, 2014

Sellers goof up big time by having a tool and not understanding the big picture about how it works. They just see “tool” – they go online and start doing stuff. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Move forward wisely. Close More Deals.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

Mr. Inside Sales

MAY 1, 2019

Are you ready to double or even triple your sales—in 2019? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Here’s why: This is the best, award winning inside sales training you can get—anywhere! It’s that simple.

Training 172

Training Gatekeeper Workbooks Face-to-face 172