Score More Sales

MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. 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+.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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DECEMBER 22, 2014

Athletes and broadcasters lit up Twitter with some great tweets. What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Just like he always does.

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

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SEPTEMBER 8, 2014

A multi-faceted prospecting strategy allows you to meet your buyer where they are. I talked to some sellers last week who told me that they only use the phone to prospect with. They have some level of success, but by not using other means of prospecting tools they are certainly leaving money on the table. Increase Opportunities.

Prospecting 217

Prospecting Strategy InsideSales Twitter 217

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OCTOBER 21, 2013

Networks are important for sales professionals. You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. Follow a live event that may be thousands of miles away through a Twitter hashtag. Increase Opportunities. Expand Your Pipeline.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. Think Twitter – and find ways to whittle down what you WERE saying into less words. It’s simple messaging that we remember. Do or Do not.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Twitter Facebook. Debunking the Myth of “Inside Sales” Jan 26, 2012. When somebody tells me they do inside sales, I want to choke.

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Inside Sales Motivation Hiring Ideal Customer Profile 168

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JULY 7, 2014

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. Download the “Strategic Prospecting Plan” here. Increase Opportunities.

Prospecting 222

Prospecting Education Territories B2B 222

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. These Twitter handles are pre-populated in Sweetspot for your use.

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InsideView Cold Calling Decision Maker Twitter 309

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Twitter Facebook. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads.

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Motivation Leads Marketing Qualified Lead Prospecting 195

No More Cold Calling

MARCH 17, 2015

If only you weren’t graded on the number of dials you made or restricted from spending too much time on the phone with a prospect. What salespeople—and sales managers— need to understand is that calls are either hot or cold. Hot : You’ve been introduced by someone your prospect knows and trusts.

Inside Sales 120

Inside Sales Cold Calling Wireless Decision Maker 120

No More Cold Calling

JUNE 26, 2014

I also delete plenty of emails about inside sales campaigns and offers for lists of leads. I only want to communicate with sales leaders and salespeople who value my content and who want to hear from me. The same goes for interactions with prospects. DO Be a Welcome Call. That’s why selling by referral is so effective.

Referrals 266

Referrals Cold Calling Small Business Small Business 266

Mr. Inside Sales

APRIL 9, 2018

Mike Brooks, Mr. Inside Sales receives multiple awards from AA-ISP’s 2018 Leadership Summit last week: Service Provider of the Year Award – Sales Script Development AND The TOP 25 Most Influential Inside Sales Professionals in 2018 Award. . He also offers customized sales training programs, works as a virtual V.P.

Inside Sales 24

Inside Sales Hiring Scale Conference 24

SBI

OCTOBER 1, 2014

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

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JANUARY 9, 2014

Sure, he was old school, from Oklahoma, and maybe didn’t think I was as capable when I started in outside sales because I was a single mom (more on that later) – but he had some “Clarencisms” that still ring true some 25 years later. A big one has to do with prospecting. 4 Twitter Prospecting Strategies.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

A Sales Guy

FEBRUARY 1, 2014

The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Managing inside sales can be a full time job.

Inside Sales 118

Inside Sales Sales Qualified Lead Marketing Lead Qualification 118

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OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Listen for Prospective Buyers. Listen for prospective buyers who are asking about which products / brands are best in your industry niche.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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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. Ready for it?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Zoominfo

JUNE 12, 2019

In today’s post, we’ve compiled a list of the top sales influencers on our radar. Twitter Followers: 124k. Leading off our list is sales consultant and coach, Jeb Blount. For those unfamiliar, Jeb is the CEO of Sales Gravy, a sales training organization known by many as THE sales acceleration company.

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Influencer B2B Social Media Twitter 188

Pointclear

JANUARY 31, 2013

TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. The Inside Sales Superhero to the Rescue. They’re social.

Inside Sales 203

Inside Sales Cold Calling Face-to-face Sports 203

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JULY 22, 2014

Learn about the company your prospective buyer works for. Create a list of prospective customers and track what they are talking about on LinkedIn, Twitter, and on their website. If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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JULY 31, 2014

It often is based on specific companies you are following who fit your profile for best target companies as prospects. Do you want to learn about your prospective customer’s world? I found that they are very active on Twitter, so they are now in a list we have of companies of interest. Next, put a plan into place.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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FEBRUARY 25, 2014

Offering visual descriptions to prospects on how your services will solve their big issues is a great start. Sales author Anne Miller gives us some examples: Hit? Close business because you showed the high value your company is offering and prospects got it. Kill Crutch Words – Inside Sales Power Tip 133.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

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APRIL 2, 2014

Blogging, therefore becomes answering customer and prospect questions – something that you are doing anyway. I really like Twitter and I know that we gain new clients regularly from the combination of the use of LinkedIn, Twitter, and our blog. Content (other content, such as video, audio and webinars). Close More Deals.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

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NOVEMBER 14, 2014

Take time to get to know more probable prospective buyers. Get educated on professional strategies for brand building online before you start throwing messages to valuable prospective buyers so that you don’t prevent or damage relationships. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

Pointclear

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads.

Twitter 189

Twitter Inside Sales Video Motivation 189

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AUGUST 18, 2014

When first talking with a prospective new client, ask more questions and work to see that they talk twice as much as you do. 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+. Expand Your Pipeline.

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

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SEPTEMBER 22, 2014

When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. If you are an individual contributor in an inside sales role, is there one big event each year you could somehow get to? Close More Deals.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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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. It is one of the no-brainer, must do sales tools to look into. How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior?

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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AUGUST 5, 2014

I know this sounds so basic, yet many sellers do NOT have a regular routine or plan on how you go about researching prospects and also most sellers don’t have a no-fail way of on-going follow-up for those not ready to buy. A regular process to go about finding new prospective buyers that fit your target buyer profile.

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Follow-up Buyer Twitter Inside Sales 235

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

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Outside Sales Inside Sales Hiring Face-to-face 91

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MAY 9, 2014

New executives at your prospect companies are some of the best people to know because they are able and willing to make changes. One search we do lists new VPs of Sales in mid-market companies – our target decision maker. Who are your prospective buyers and what roles are they in? Create a search that will help you weekly.

LinkedIn 222

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 222

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MAY 19, 2014

when talking directly to a prospect. But the prospective client did not call back when he SAID he would – has that ever happened to you? Prospect says, “This looks great. 30 Ways to Reach Prospects . Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Call-back 214

Call-back Ideal Customer Profile B2B Conference 214

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DECEMBER 17, 2014

You are a sales professional, a sales leader, or a company executive looking for a creative way to say thank you to a: staff member. In the sales profession this is a GREAT thing. Now I see the light and don’t want to give anyone sugared treats – especially prospects or clients. So what to give?

Ideal Customer Profile 197

Ideal Customer Profile Twitter Inside Sales Google 197

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OCTOBER 30, 2014

Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. 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.

Trade Show 215

Trade Show Company Engineering Compensation 215

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NOVEMBER 19, 2014

It is a new event here in the Boston area for sales reps to network, meet and mingle with others. Hubspot is a great host, and I was thrilled to be invited to have a Q&A at the front of the room to discuss prospecting issues and ideas. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Hubspot 206

Hubspot Twitter Inside Sales Objections 206