Score More Sales

OCTOBER 15, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Crawl before you walk.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Score More Sales

JULY 27, 2013

No doubt you are busy in your sales career working to identify prospective customers, connect with them, nurture that relationship and ultimately help them to a buying decision potentially with your products and services. Have you made time to learn how to leverage LinkedIn and other social selling strategies to help you grow your visibility?

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Pointclear

AUGUST 6, 2013

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Connections.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Hubspot Sales

MAY 4, 2020

Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception. With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever.

Social Selling 144

Social Selling LinkedIn Lead Rank Lead Scoring 144

Hubspot Sales

APRIL 9, 2020

In fact, the only tool you have at your disposal is a toothpick. Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. The good news is there are a plethora of inside sales technologies in existence today. Customer Relationship Management (CRM) Tools.

Inside Sales 132

Inside Sales Sales Technology Wireless Hubspot 132

SBI Growth

MAY 15, 2013

Other things to look for: Ratio of A Sales Reps to B or C Reps - h igher amount of B or C players will require more of a development/hand-holding approach. Social vs. traditional sales approaches - if most Reps are using emerging social selling, the SM must be strong at this. For example, is it all direct sales?

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

Score More Sales

SEPTEMBER 26, 2011

Sales Tips and Strategies to Grow Revenues. Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! Sales e-book on Creating Scripts. Inside Sales” – and he knows his stuff. Previous post: Why You Didn’t Sell Anything This Week.

Cold Calling 174

Cold Calling eBook Sales Tools Tools 174

The Pipeline

JANUARY 15, 2015

There are two trends unfolding of in sales which to date have accidentally intersected, which should be proactively encouraged and facilitated by B2B sales organizations. The second is newer, although given the incessant hype it just seems like it’s been hanging around for ever, is social media and social applications.

Social Selling 120

Social Selling Face-to-face Social Media Lead Gen 120

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

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I listen to a lot of calls each week that my clients send me.

Decision Maker 291

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

SBI Growth

JULY 10, 2014

” It includes a downloadable tool to assess your readiness for successful implementation. Sales leaders regularly face the daunting task of delivering revenue and margin growth. Social Selling: Leverage the power of social media to reach new logo customers. Making the Number Means Making Change.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

Score More Sales

NOVEMBER 20, 2013

There has been a lot of talk about the value of social business lately from a lot of sources. One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. IBM has done research on social selling for several years.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

SEPTEMBER 23, 2013

Your reps utilizing social and mobile tools consistently was not in your ’13 plan. You sell to a more informed buyer. Phase 2 - Develop Go To Market Plan - Many sales VPs don’t know the best route to market. You may need to increase the size of inside sales. What Sales Leaders Should Do Now.

Compensation 325

Compensation Social Media Incentives Incentive 325

Understanding the Sales Force

JUNE 20, 2014

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. I''m all for the new way of selling: Migration to Inside Sales It''s more efficient, less costly and more practical.

Consultative Selling 275

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

Score More Sales

NOVEMBER 14, 2014

Learn about their buying cycle, not your selling cycle. 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. Become a student of social selling. If that is how you work, stop doing that.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

Score More Sales

DECEMBER 22, 2011

Sales Tips and Strategies to Grow Revenues. Refine B2B Sales Process in 2012 With Tools and Attitude. A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. Doesn’t that impact sales? Sales Ideas & Skills. Sales Tips.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

SalesHandy

JULY 5, 2021

Which is where social selling comes in. Social selling isn’t a completely new concept in B2B sales – it’s been around since social platforms like LinkedIn and Twitter exist. Throughout this blog, we’ll learn all about it – how to make social selling part of your process, along with bonus tips.

Social Media 98

Social Media Social Selling Media Sales Qualified Lead 98

Score More Sales

APRIL 28, 2014

The presenter was Sean Burke and his talk was called, The World’s Youngest Billionaires Guide to Social Selling. 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. Then share your thoughts.

Buyer 221

Buyer eBook Google Influencer 221

Score More Sales

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.

How To 230

How To Twitter Ideal Customer Profile LinkedIn 230

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

Vengreso

JANUARY 18, 2022

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep.

Tools 125

Tools Prospecting Top of Funnel Ideal Customer Profile 125

Score More Sales

MAY 15, 2014

Jay was an early adopter of social media - an early explainer, and now is a highly respected marketing and social expert in addition to being a pretty darned good emcee. My questions to him focused around social selling. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

Zoominfo

JUNE 12, 2019

For nearly 20 years, Trish and The Bridge Group have helped over 320+ companies build, expand and optimize their Inside Sales practices including building pipeline, generating revenue and redefining the image of the profession. In fact, her latest book, The Sales Development Playbook , was an Amazon #1 bestseller!

Influencer 188

Influencer B2B Social Media Twitter 188

Tenfold

SEPTEMBER 19, 2017

When discussing digital transformation, it’s impossible not to discuss social selling and its impact on the sales cycle. Marketing and sales automation tools have made it possible to reach hundreds, if not thousands, of potential buyers instantly. Schaffer is one of the World’s best social media strategists.

Social Selling 89

Social Selling Social Media B2C ROI 89

Score More Sales

NOVEMBER 1, 2011

Sales: It Takes Work to Be Mediocre. OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position. ” We’ll be posting thoughts for the next 30 days about rising above average in sales. Sales Ideas & Skills. Sales Productivity.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Inside Sales 182

Understanding the Sales Force

JULY 2, 2014

It''s a great description of how their salespeople and many inside salespeople operate. It describes mostly young, social salespeople, who sell inside and to marketers who are also mostly social sellers. Selling is still selling and while a lot has changed in the last 10 years, a lot of it hasn''t.

Airlines 202

Airlines Inbound Hubspot Top of Funnel 202

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 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Zoominfo

FEBRUARY 22, 2021

She’s also a champion of social selling , something more and more sales teams are utilizing in addition to cold calling and predictive solutions. Author of “The Sales Development Playbook,” Trish Bertuzzi has been a major player in the sales game for the past two decades. She quite literally wrote the book on it.

Social Media 205

Social Media Influencer Media Hiring 205

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. 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.

Inbound 215

Inbound Survey Lead Rank Lead Scoring 215

The Pipeline

JULY 29, 2011

Sales and marketing lead generation tools follow this suit. It’s usually marketing’s job to create campaigns and messaging, and set social media and web strategy. But the smaller a company is, the more their internal people need to do and the less tools they will have to help them.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

No More Cold Calling

MARCH 17, 2011

But after further investigation, it appears that InMaps could be a great tool for the sales person who wants to maximize their social selling productivity. Using InMaps lets you get a laser focus on who your major connections are so that you can be more productive by using social media for sales.

Networking 159

Networking InsideView Social Media Inbound 159

Score More Sales

JANUARY 31, 2013

If you are a sales rep and your company offers you coaching, take them up on it. Many salespeople would LOVE the opportunity to work with someone who can offer them ideas, tips, tools, skill explanations, and just be a sounding board to confirm that what they are doing is a sound practice. Tools to help with productivity.

Sales Coaching 169

Sales Coaching Coaching Ideal Customer Profile Energy 169

Closer's Coffee

OCTOBER 2, 2019

Look at any job description for an inside salesperson and there is something very important missing. Inside sales representatives work with customers to find what they want, create solutions and ensure a smooth sales process. Inside sales reps are friendly, well-spoken and ready to close the deal.”.

Inside Sales 61

Inside Sales Face-to-face Hiring Skype 61

Hubspot Sales

MARCH 23, 2020

While establishing new contacts at trade shows and conferences is a great way to hone in your networking skills, don’t forget there are accessible tools that allow you to connect with other professionals from where you are. The most powerful tool to foster connection for reps? Sales groups on social media.

Social Media 22

Social Media Groups Networking Media 22

Fill the Funnel

SEPTEMBER 16, 2013

If you are trying to figure out Social Selling , this tool will help you understand. Consider these three scenarios to understand how OFunnel can impact your business relationships: You are in Sales and trying to get into Nike as an account. Think about how significant this tool can be in a company setting.

Networking 115

Networking LinkedIn Demand Generation Targets Google 115

Score More Sales

OCTOBER 31, 2011

Lori Richardson writes, speaks, trains and mentors B2B inside sales professionals and business owners to grow revenues. Score More Sales also does prospecting services for busy B2B companies. Sales Ideas & Skills. Sales Productivity. Sales Resources. Sales Tips. Sales Tools.

Lead Rank 221

Lead Rank Lead Scoring B2B Top of Funnel 221

A Sales Guy

DECEMBER 3, 2013

There is a massive influx of tools available to sales organizations. Selling environments have changed/are changing. Insides sales is growing like mad. Social selling and social media are disrupting traditional engagement channels.

InsideView 115

InsideView Strategy Hiring Social Media 115