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

OCTOBER 12, 2013

Here are a few summary points for you to consider as you finalize your plan for next year: Spearhead Social Selling Initiatives : What can you do to support sales in getting to the buyer earlier? Align Your Sales Process to the Buyer : Does your sales process have stages titled “Qualify”, “Propose” and “Close”?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

MAY 15, 2013

Social vs. traditional sales approaches - if most Reps are using emerging social selling, the SM must be strong at this. Also consider: Sales aid usage - Sales aids include call plans, proposal templates, evaluation criteria, give-get frameworks, etc. If technology and data are very strongly used, choose internal.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. In the old days, we did this by helping our buyers craft proposals.

Social Media 233

Social Media B2B Strategy Media 233

The Pipeline

APRIL 3, 2018

The two most common cliffs are right at the start, when you are first trying to engage; then when you present your proposal. The allure of social selling or other forms that ignore cold calling is: avoiding rejection. Sellers are surprised when prospects who fit the “persona” reject them when they call.

Objections 259

Objections Cold Calling Face-to-face Call-back 259

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

The Pipeline

FEBRUARY 20, 2012

In advance of going to a meeting with a buyer, send in an agenda in advance , and include your proposed next step as part of that agenda. After all, would you rather not know in advance that the buyer will not agree to your proposed step, while you can still make adjustments based on their feedback. Sell Better. Social Buying.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

No More Cold Calling

JANUARY 20, 2015

You’ve got your head down, drafting a proposal or implementing a complex solution with a client. It’s a good thing that once your proposal writing is finished and your client engagement has successfully concluded, you can step back and relax a little. Take the daily decisions out of your social sales process. You’re not alone.

Referrals 120

Referrals Energy Social Selling Proposal 120

Adaptive Business Services

DECEMBER 20, 2017

Propose and Close – Having achieved customer agreement that your proposed solution meets both their needs and their budget, it’s ink time. Be careful to tailor your presentation to identified needs and to those needs only. Use your eyes and ears to gauge customer reaction. Hint … the bird is the universal sign of rejection.

Social Selling 54

Social Selling Referrals Proposal Margin 54

Tenbound

OCTOBER 31, 2024

Social Selling, LinkedIn Attribution LinkedIn Sales Navigator: A premium tool that helps sales professionals identify leads and manage client relationships on LinkedIn. Website Hootsuite: Offers social media management tools with features supporting social selling and analytics across platforms, including LinkedIn.

Sales Technology 52

Sales Technology Sales Qualified Lead Research Lead Rank 52

Pipeliner

JANUARY 9, 2023

Joe Ardeeser is a Founder and CEO of Smart Pricing Table, which is an interactive business-to-business proposal software. In today’s expert insight interview, John and Joe Ardeeser discuss “Proposal Writing.” ” This Expert Insight Interview Discusses: What are the best practices to write a compelling proposal?

Proposal 52

Proposal Video System Social Selling 52

Score More Sales

SEPTEMBER 22, 2011

I am waiting for my manager to call me back with the pricing for the proposal. You were too busy discussing how the agents that are selling are doing everything wrong! Social Selling. In other words, if you need shade, when is the best time to plant a tree? link] Lisa Johnson. Categories. 100 for 100K. Sales Productivity.

Lead Scoring 177

Lead Scoring Lead Rank Top of Funnel Call-back 177

Pipeliner

NOVEMBER 19, 2019

Adam Hempenstall is the founder and CEO at Better Proposals – proposal management software that helps you close more sales, faster. He started his first web design business at 14 and has since written four books and built an international movement around sending better proposals. Tips and Tricks For A Solid Proposal!

Proposal 45

Proposal Case Study Trends Study 45

Hubspot Sales

JULY 15, 2024

Propose next steps. This shows that you’re genuinely interested in their work and opens the door for a deeper conversation. Ultimately, LinkedIn prospecting is about converting conversations into meetings. Here’s how to transition smoothly: 10. Once you see that a problem can be solved, quickly move this into a meeting.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

Adaptive Business Services

OCTOBER 31, 2018

What we want to explore today is how we can leverage social selling in order to assist us in achieving our goal of breaking into major accounts. Nothing happens until somebody sells something. Finally, it is much more preferable to create your own opportunity than it is to answer a cattle call for new proposals.

Social Selling 48

Social Selling Account How To Ideal Customer Profile 48

The Pipeline

JULY 4, 2016

Much of the discussion around social selling vs. traditional selling, or even old school selling like cold calling, has distracted many from the central issue, successful selling. By Tibor Shanto – tibor.shanto@sellbetter.ca . One common example is when you have worked a sale in accordance to your process.

Outsourcing Services 174

Outsourcing Services Cold Calling Objections Sales Qualified Lead 174

Hubspot Sales

AUGUST 21, 2020

To master the art of selling, you must understand its various forms. You may have stumbled across our other posts on relationship selling , social selling , and organizational selling , but today I present to you: outcome selling. That’ll surely encourage you to give outcome selling a second thought.

Proposal 138

Proposal Loyalty Face-to-face Demographics 138

The Pipeline

JANUARY 13, 2012

While he liked some of the ideas, he felt it would be difficult to follow some of the discipline proposed, because they “we’re a different type of company, and being public, puts additional demands on us, especially at month end and quarter end.” Sell Better. Selling to Executives. Social Buying.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

JANUARY 27, 2012

So there you are cruising down the freeway, armed with the factors above, and hot breakfast in your belly, you are ready to present your proposal. Sell Better. Selling to Executives. Social Buying. Social media. Social Selling. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

DiscoverOrg Sales

JUNE 8, 2017

Focusing on building awareness with this audience is critical, and this awareness activity should happen on an individual rep basis, leveraging sales intelligence tools like DiscoverOrg , as well as social selling tactics. Perhaps more importantly at this stage, marketing’s brand-awareness efforts allow for much more scalable reach.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

Partners in Excellence

OCTOBER 12, 2014

For example, I see LinkedIn data that says, “Sales professionals who use social selling are 51% more likely to exceed their quotas.” For example, based on the LinkedIn data, one might think, “All I have to do is use social selling, and I’m more likely to exceed my quota.”

Hiring 108

Hiring Social Selling Quota Social Media 108

Understanding the Sales Force

APRIL 4, 2024

Image copyright 123RF The post 200 Best Articles on Sales and Sales Leadership by Category appeared first on Kurlan & Associates, Inc.

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

Score More Sales

JANUARY 24, 2012

For example, Keller and Berry propose five attributes of influencers: Activists: influencers get involved, with their communities, political movements, charities and so on. Connected: influencers have large social networks. Social Selling. Categories. 100 for 100K. Innovation & Inspiration. Sales Ideas & Skills.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

No More Cold Calling

JANUARY 29, 2015

4 Steps to Make Your Sales Life Easier You’ve got your head down, drafting a proposal or implementing a complex solution with a client. We’re individuals, and we expect the companies we do business with to treat us that way. Read more.) You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise.

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

SMEI

JANUARY 21, 2024

Once you’ve identified potential collaborators, reach out with a clear proposal. Jill Rowley : A sales expert and LinkedIn Top Voice who shares valuable insights on social selling and personal branding. The key is to find individuals whose expertise and audience align with your own goals.

LinkedIn 156

LinkedIn Webinar Metrics Social Media Ideal Customer Profile 156

Vengreso

MARCH 26, 2025

The ability to craft persuasive emails, engaging proposals, and compelling sales presentations directly impacts deal success rates. These include pinpointing new sales strategies and identifying chances to cross-sell and up-sell their products or services. Here are the essential sales skills that sales training programs provide.

Training 67

Training Strategy Ideal Customer Profile Lead Scoring 67

Pipeliner

JUNE 9, 2020

In times of uncertainty and budget constraints, helping prospects understand the high cost of “Do Nothing” and the value/justification of proposed solutions is critical. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist.

Proposal 78

Proposal Social Selling CRM Pipeline 78

Chorus.ai

MAY 20, 2020

As he should be, considering he launched their social selling functions. And yet sales are still slow to use video in proposals or later stage sales. You know other people will get eyes on that proposal,” Dan said. “Do “We’re craving human connection,” said Dan. This is something we’re teaching. Teach people to slow down.

Proposal 118

Proposal Video Scale Call-back 118

The Pipeline

JULY 4, 2011

You are right, specially when you say “objection does not mean rejection” An objection, from my point of view, shows that the client has clearly been listening to me and my proposal, and I consider his or her objection the natural step towards building trust and, depending on the case, either closing a sale or rescheduling a new call.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

APRIL 18, 2016

As many have pointed out before, if three sales people are proposing on an opportunity, one will win, the other two will have hungry babies, I love my babies, I like to feed them, I guess some don’t. This is not about social selling vs. traditional selling.

Margin 120

Margin Lead Gen B2C B2B 120

LinkedFusion

OCTOBER 10, 2023

What Is Social Selling on LinkedIn? Using a brand’s social media channels to communicate with potential leads and establish connections with prospects is known as social selling. Social selling can be used by any type of business. How Can You Use Social Selling Index to Boost Your Sales?

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

LinkedFusion

SEPTEMBER 30, 2023

What Is Social Selling on LinkedIn? Using a brand’s social media channels to communicate with potential leads and establish connections with prospects is known as social selling. Social selling can be used by any type of business. How Can You Use Social Selling Index to Boost Your Sales?

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

SBI

APRIL 30, 2013

In general, the longer it takes for a party to sign-off on your paperwork or proposal, the more chance there is of the deal ‘going south.’ Time is the enemy however, when it comes to creating opportunities and closing deals in the pipeline. That’s because time is a deal killer. This is the one factor you can’t afford to ignore.

Opportunity 123

Opportunity Closing Influencer Decision Maker 123

Sales Hacker

MAY 21, 2019

For example, the follow-up to yesterday’s proposal that you sent at the end of the day. 8:30 am – Social Selling BEFORE email. RELATED: The Most Comprehensive Guide to Social Selling You’ve Ever Frickin’ Seen. Remember: you are NOT selling. It is also important to agree on what can wait.

Account 102

Account Ideal Customer Profile Call-back Decision Maker 102

Pipeliner

MARCH 20, 2023

Management should also consider employee concerns and compromise proposals. Our Host John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. He is CSMO at Pipeliner CRM.

Video 98

Video Face-to-face Loyalty Proposal 98

Pipeliner

JANUARY 18, 2021

That way salesperson understands the client’s issue more clearly and can propose a solution that has a much higher value to the client. John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling.

Video 98

Video Proposal Intent Report 98

Hubspot Sales

APRIL 9, 2020

For example, reps who use the strategy of social selling can take advantage of HubSpot's social media tool that assists in reaching, marketing, and selling to target audience members on various platforms. Sales Automation Tools. Sales automation removes various tasks from the sales cycle to free up valuable time for reps.

Inside Sales 132

Inside Sales Sales Technology Wireless Hubspot 132