Score More Sales

JULY 11, 2013

He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. It can take weeks or months for some in sales to truly qualify a sales opportunity. If you would like more on this, visit our recent Inside Sales Power Tip on Listening.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

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NOVEMBER 9, 2012

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. One of the best that I like is called Sales From the Streets – a place where anyone can post their best sales tips and anyone can view for a quick 2 minute lesson.

Video 225

Video B2B Outbound Proposal 225

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DECEMBER 10, 2012

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.

Vendor 265

Vendor Outbound Call-back Lead Rank 265

SBI Growth

DECEMBER 24, 2012

Below are six of the worst decisions we’ve seen senior sales leaders make. Again and again, we encounter sales leaders who are certain they know their customers. Without researching how customers make a purchase decision, your sales force could be misaligned. Too Much Love for the Legacy Sales Organization. Bad decision.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

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JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. LR: What made you write a book about Emotional Intelligence and Sales Results?

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. says the Sales rep).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

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MAY 20, 2013

After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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MARCH 18, 2014

Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World. Sellers and sales organizations, like most everyone, often see change as hard. What’s in it for you, if you are a seller or sales leader is MORE revenues, and some great satisfaction in learning new strategies for building business.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

SBI Growth

JUNE 4, 2013

For example, how long is your sales cycle? For many of our clients, the average sales cycle exceeds 6 months. In this situation, the sales leader better be evaluating net new leads NOW. The number and quality of this week’s net new leads matters…next year. Why does everyone evaluate sales comp at the end of Q4?

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

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APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. The difference I am finding now is that some sales reps are oblivious to the importance of correct spelling, good grammar, and the right words when communicating by email.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

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JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Just like most humans, many sales professionals fear rejection. Asking for referrals as a regular part of a company’s sales activities requires organization, process, and a plan.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Declare a sales goal you want to accomplish and give some detail – it needs to be specific and time bound. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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OCTOBER 4, 2013

Sales enablement is much talked about and often misunderstood or misrepresented. Just what is sales enablement and how does it affect the organization as a whole? This week at DemandCon I saw one of the best presentations about Sales Enablement I’ve seen given by Jerry Rackley of DemandMetric. So what is sales enablement?

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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SEPTEMBER 13, 2013

Nearly every day I get asked about good blogs, books, and resources for the sales reps on the front lines – those with quotas who have to come up with new ideas and think outside of the box for success. Top Sales World recently published their list of the Top 50 Sales & Marketing Blogs. Think outside of the box?

Resources 232

Resources B2B Oracle Lead Rank 232

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DECEMBER 26, 2013

What if you had a sales dashboard? If you are not one of those sellers, and would like a very simple way to get your week off to a great start, consider downloading our free Weekly Sales Dashboard – Generic version free download here. Weekly Sales Dashboard FREE DOWNLOAD click here. Get at it, and good selling!

Hiring 231

Hiring Scale Ideal Customer Profile Sales Methodology 231

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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. It will keep me looking to bust some more sales myths.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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FEBRUARY 5, 2013

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

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FEBRUARY 27, 2014

Looking for great sales talent? 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.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. If you’d like more on this to help yourself as a seller or your sales team to be more effective, send us a message and we’ll talk. The post Sales Prescription Without Diagnosis is Malpractice appeared first on Score More Sales.

Lead Rank 226

Lead Rank Lead Scoring Outbound Ideal Customer Profile 226

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JANUARY 16, 2013

As a sales professional, do you invest in getting known in your marketplace and in growing your career? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. We also know how little time most sales reps spend on this part of their day.

Outbound 241

Outbound Influencer LinkedIn Analysis 241

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JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. With many in sales, follow-up effort is focused less about them and more about you, your products, and services.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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JANUARY 13, 2014

It is challenging and stressful to get a new sales position – even if you already work for the company in another position, or if you already have been in sales elsewhere and consider yourself a pretty good seller. We see this in training sessions quite often – people come in with their arms crossed tight.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

The Pipeline

AUGUST 5, 2011

The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. One profession that stands to benefit most from these apps is sales. A Random Walk Up Sales Street.

Pipeline 275

Pipeline Hiring Travel Twitter 275

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DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Work in an office on your own or away from other sales reps?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

SBI Growth

JUNE 10, 2013

You''ve seen this before: a sales leader makes an urgent call to the HR business partner. Or, the sales talent isn’t ready to handle a sudden competitive threat. This post will help sales leaders Make the Number with the help of their HR partners. The post focuses on the major HR risks to sales objectives.

Top of Funnel 257

Top of Funnel Sales Talent Churn Call-back 257

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FEBRUARY 18, 2013

One of the most talked-about sales books in the last couple years is The Challenger Sale. The complete title is: The Challenger Sale – Taking Control of the Customer Conversation. You may think you drive all of your sales opportunities, and that you take control – until the opportunity goes dark, right?

Buyer 222

Buyer Inside Sales Exercises Outbound 222

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MARCH 14, 2013

Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. LinkedIn Power Tips for Sales.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

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JULY 29, 2013

You know that guy or woman on your sales team who is relentless? How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? The post Inside Sales Power Tip 125 – Grit appeared first on Score More Sales. Increase Opportunities.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

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JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. If your potential buyer is a sales recruiter, for example, you can see where they are active and what they are working on, then tailor your messaging to better fit what their world is like currently.

InsideView 249

InsideView Research Prospecting Eloqua 249

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MAY 8, 2013

Going through the motions in a sales position is bad for you as a sales rep and it is not good for your company, either. One of the best things a company can do to get this message across is to have the company president or CEO stand in front of new sales reps (on-boarding training, perhaps?) and make this clear.

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

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DECEMBER 24, 2013

Sales teams that perform the best tend to have specialists at every part of the sales pipeline. How can you focus on your strengths to grow your pipeline and ultimately your 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 227

Inside Sales Decision Maker Lead Rank Lead Scoring 227

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MARCH 1, 2013

How you feel about your sales position directly affects your success. This includes the belief that sales is an admirable profession and that by helping others get involved with your company’s products and services you are contributing to your community and society in a positive, helpful way. Focus on the positives.

Consumer 255

Consumer Outbound Study Positioning 255