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.

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Inside Sales Buyer Lead Rank Lead Scoring 232

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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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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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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.

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Inside Sales Lead Rank Lead Scoring Distribution 218

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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 Scoring Lead Rank Leads 217

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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 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

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DECEMBER 2, 2013

Even the craftiest sellers must re-word and re-tool their messaging as time goes on. You might also find these helpful: Less Words, More Sales. 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.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. What tools are helping the profession of selling?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. What tools are helping the profession of selling?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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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

Zoominfo

JUNE 12, 2019

In a recent post, we explored the qualities that made someone an influencer. 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. The B2B sales arena has a few social celebs of its own. Wondering who they are?

Influencer 188

Influencer B2B Social Media Twitter 188

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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.

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Follow-up Inside Sales Outbound Lead Rank 261

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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

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AUGUST 20, 2012

Stop calling inside sales inside sales. Inside Sales demeaning? I scoff at the idea that anyone in their right mind could feel it demeaning to be working as a sales rep on an inside team or leading an inside team. Inside Sales doesn’t get any respect, right? Inside Sales.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

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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. 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.

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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. Image credit: dogfella / 123RF Stock Photo.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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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.

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Tools Lead Rank Lead Scoring CRM 214

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APRIL 2, 2012

We are adamant that if you are in inside sales (or outbound sales) you must STOP these practices immediately. If your sales leader thinks they are OK or that they work, please send them our way. Come up with new, fresh ideas – add some inbound strategies, blog more, and develop Sales Influencers within your team.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

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FEBRUARY 4, 2013

There are new tools popping up every week. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

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Inside Sales Outbound Conference Energy 222

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?

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Inside Sales Tools Strategy Outside Sales 111

SBI Growth

AUGUST 16, 2013

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. Download this tool to keep pace with your customers by utilizing the agile sales approach. Agile Sales – embrace the agile movement.

Customer 328

Customer B2C Decision Maker Inside Sales 328

Zoominfo

FEBRUARY 22, 2021

But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Following the right sales influencers on social media channels can give you a lot of insight into best practices, new trends, tips and advice, and help you find ways to connect with prominent thought leaders.

Social Media 205

Social Media Influencer Media Hiring 205

Mr. Inside Sales

DECEMBER 12, 2020

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. The post Our Award-Winning Article appeared first on Mr. Inside Sales. Get Access Today.

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Decision Maker Face-to-face Call-back Gatekeeper 291

Mr. Inside Sales

MARCH 17, 2023

And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?” “If you like what you see, what is your timeline for moving ahead with this?”

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Decision Maker Face-to-face Gatekeeper Licensing 261

Gong.io

MARCH 19, 2020

Here’s what you – aka sales professionals – need to know to make the switch. . It’s the ultimate test to becoming a world-class inside sales rep. . in our Inside Sales Skills Bundle. #4 5 Build Influence Remotely. Grab the Multi-Threading Playbook and watch your influence soar. . #6 Email: MixMax.

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Inside Sales Field Sales Quota Call-back 153

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MARCH 25, 2014

Last week, a list on Forbes contained my name as one of the top 30 social selling influencers in the world. I am very humbled, and quite honored, since it seems that quite a process was put into place and many different tools to measure reach was used to take a list of 500 influencers down to the top 30.

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Social Selling Oracle Eloqua Influencer 232

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JULY 11, 2013

Then we would meet with someone else in the same division who was either an influencer or part of the decision team for the same project. This was critical information because we would run into people claiming to have influence only to find out they did not, or someone claiming to know something that was not true.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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DECEMBER 11, 2014

Nancy Nardin , Expert on Sales Productivity Tools & Strategies , Smart Selling Tools. I predict we’ll see the use of more video tools for messaging and video integrated into websites like never before. If you are a sales leader or company leader, which ones most concern you?

B2B 241

B2B Twitter Inside Sales LinkedIn 241

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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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APRIL 28, 2014

The title caught my attention and since I had recently met him through his company’s list of 100 Social Sales Influencers it seemed like a good idea to sit in on this one. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Then share your thoughts.

Buyer 221

Buyer eBook Google Influencer 221

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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

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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.

Real Estate 249

Real Estate Compensation Vendor Intent 249

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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. Increase Opportunities.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Mr. Inside Sales

AUGUST 7, 2020

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. The post 3 Keys to Dealing with Difficult Prospects appeared first on Mr. Inside Sales.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

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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.

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Cold Calling InsideView Lead Rank Lead Scoring 277