SBI Growth

AUGUST 14, 2013

Here are some statistics from trusted sources that are worth your consideration: 4.4% - email open rates (source: Google). 1-3% - cold calling appointment rate (source: American Association for Inside Sales Professionals). Ask yourself what you did the last time you entered the market with a need.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking the question “What have I done before?”. Market conditions 12 months ago were very different. VPs of Sales are asking questions like: Is our Sales Process good enough? Why This Matters— The size of your addressable market has shifted. Generating demand inside these customers is different.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

NOVEMBER 12, 2013

What is a Sales Strategy? If you google “sales strategy,” you can read for hours on the subject. Here is a definition for you: A Sales Strategy is the operating plan for your sales force. They lack focus on your target market. A must-have if you are to properly allocate your sales resources.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

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MARCH 26, 2014

In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. Understanding Your Target Market . If they represent an untapped market niche, you could certainly look for more companies like them in the same industry / niche.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Sales and Marketing Management

NOVEMBER 28, 2017

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. Google the person to discover whether there are any news releases related to them and what they’ve been doing lately.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

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NOVEMBER 28, 2014

Although I write about new trends and social platforms – and really love what I’m seeing with technology reaching mid-market and SMB companies – it’s important to realize that selling socially is not a new concept. Use Google and Bing to see if you rank at all for any of the topics you should. Not sure how you show up online?

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

Score More Sales

AUGUST 14, 2014

Great feedback came to us yesterday as the Score More Sales blog was listed as one of the Top 50 Sales and Marketing Blogs at Top Sales World. That wasn’t all – the same day, we were recognized as one of the Top 52 Blogs on Sales Efficiency over at Docurated. Increase Opportunities. Close More Deals.

B2B 216

B2B Twitter Inside Sales Google 216

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FEBRUARY 27, 2014

A panel of sales hiring and retention experts spoke yesterday at the AA-ISP Boston Chapter event. (If If you are not aware, the AA-ISP stands for American Association of Inside Sales Professionals). Devon McDonald, Director Sales & Marketing Support, OpenView Venture Partners. It is easier said than done.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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FEBRUARY 10, 2014

Recently a panel discussed 9 of the top sales myths in business-to-business selling. 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. Increase Opportunities. Expand Your Pipeline.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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MAY 9, 2014

[example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Koka Sexton, Sr. Increase Opportunities. Expand Your Pipeline.

LinkedIn 222

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 222

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AUGUST 21, 2014

Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. Google research has shown that 67% of mobile users are more likely to buy or engage with a mobile-friendly website, and that 57% won’t recommend a business with a poorly designed mobile site.

B2B 231

B2B Google Compensation Ideal Customer Profile 231

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JANUARY 15, 2013

The piece – 2013 Make or Break Predictions from the Top Sales Influencers Online was just released yesterday. I like it because it is divided up into sections: Content Marketing & Thought Leadership. Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales. Marketing Automation Becomes a Necessity.

Influencer 215

Influencer Social Media Outbound Twitter 215

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AUGUST 11, 2014

It is a brilliant marketing move to encourage someone driving by who is having to make a split-second decision to turn in and park. Inside, they are down to earth folks and really are not overly fancy. On the other hand, Google is offering me ads everywhere online and I really don’t like it. Increase Opportunities.

Buyer 213

Buyer Ideal Customer Profile Google Twitter 213

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OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. Sales is all about seeing patterns and finding creative ways to reach out that begin or continue a two-way conversation.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Real Estate 249

Real Estate Compensation Vendor Intent 249

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JUNE 20, 2014

There is an industry average I just saw on the AA-ISP website for inside sales professionals. Alerts – Google Alerts or GageIn. Sales productivity dashboards like Hoopla. Selling is not about being busy, but accomplishing all of those tasks and steps that lead to new sales revenue. Increase Opportunities.

Lead Rank 237

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 237

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NOVEMBER 25, 2014

The project at LinkedIn was driven by social champion (and LinkedIn Global Senior Social Marketing Manager) Koka Sexton as well as by Alex Hisaka , Content Marketing Manager at LinkedIn. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Expand Your Pipeline.

LinkedIn 198

LinkedIn Intent Twitter Inside Sales 198

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APRIL 2, 2014

To give you a bigger picture idea of what we do, we now think of “publishing” as a part of the marketing of our B2B services company. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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JUNE 13, 2014

Thanks to inbound marketing, you could live in a remote igloo and build an overwhelmingly successful business simply by creating content that answers the questions your buyers are looking to get answered when they go online. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Apparel 242

Apparel Lead Rank Lead Scoring Referrals 242

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AUGUST 26, 2014

94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. But where to start? Finally, start measuring this information (see tools above).

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Nimble – as a mid-market company, are you getting so big that you can’t be flexible? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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OCTOBER 24, 2014

As soon as Monday, you (yes, you and your mid-market or SMB company) can sign up for the Beta offering of IBM ® Watson™ Analytics. This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere. There is a premium version for bigger capabilities.

Analytics 221

Analytics Analysis Compensation Data 221

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MARCH 25, 2014

Just four years ago, I had a different target market and was giving workshops around the U.S. to help entrepreneurs grow sales to ultimately grow their businesses. In the latter part of 2010, I shifted working less with business owners and more toward helping mid-sized companies’ front line sales reps and their managers grow sales.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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NOVEMBER 26, 2014

There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales. The companies I work with have massive spreadsheets that are all independent, they have CRM with little adoption, and data silos throughout their sales and marketing organizations. Mobilepaks.

Workbooks 232

Workbooks Analytics Territories Compensation 232

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SEPTEMBER 2, 2014

Today’s post is for sales professionals and sales leaders, because at one time or another everyone leads. You could not have been in New England this summer without hearing about the big Market Basket grocery chain and all of the turmoil when the board of directors fired their current president, Arthur T Demoulas.

Lead Scoring 200

Lead Scoring Lead Rank Leads Marketing Qualified Lead 200

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DECEMBER 18, 2014

Expand market niche (70%). When it comes to innovation (one of my interests within growing companies), it was interesting to see these statistics among the participant mid-market companies: 53% use cloud computing. What are your business predictions for mid-market in 2015? Operations (87%). New products (76%). participated.

Hiring 198

Hiring Wireless Policies Travel 198

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NOVEMBER 5, 2014

If I’m an oil and gas company and you have cornered that market with your expertise and specific solutions for my industry – you can approach me as an expert in that market niche. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Close More Deals.

LinkedIn 229

LinkedIn Ideal Customer Profile Twitter Inside Sales 229

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

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APRIL 29, 2014

What that means is that marketing dollars are being wasted, and the big guys are missing out on opportunities literally being handed to them. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | View My LinkedIn Profile | twitter |Visit us on google+.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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MAY 9, 2014

[example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Koka Sexton, Sr. Increase Opportunities. Expand Your Pipeline.

LinkedIn 178

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 178

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OCTOBER 30, 2014

So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

Trade Show 215

Trade Show Company Engineering Compensation 215

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AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The time is NOW to build for the future with your website. No more 2001 stuff, please.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

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JULY 30, 2014

For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea. I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. Close More Deals.

How To 230

How To Ideal Customer Profile Twitter LinkedIn 230

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SEPTEMBER 15, 2014

This week thousands of content creators are getting together in Boston to hear about how inbound marketing has developed over the past year in a big event called INBOUND 2014. Initially for customers of Hubspot, the INBOUND event now attracts thousands of marketers, sales leaders, and business builders from around the world.

Inbound 186

Inbound Hubspot Ideal Customer Profile Buyer 186

Hubspot Sales

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

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MAY 26, 2014

Using Evernote, Google Docs, or even a pen and paper, keep a running list of people, places, and groups you want to learn more about because you have a geographic territory or a vertical market to call on. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

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JULY 17, 2013

Gerhard had been in the UK recently for a Sales 2.0 Session there, and he was most impressed by something Google is doing causing tremendous success. “We We are eliminating phone calls since we are much more focused and more productive using video calls” – David Keene, Head of Enterprise Marketing, Google, UK.

Hiring 192

Hiring B2B Video Lead Rank 192