SBI Growth

NOVEMBER 27, 2012

60% of the buyer’s journey now happens before your Account Executive interacts with a prospect. Your AEs then have the potential to turn members of that personal online network into prospects. Here are a few suggestions: Twitter – Is your company blog linked to each AE’s Twitter page? Just ask Eloqua.

Social Selling 308

Social Selling Social Media Eloqua Twitter 308

MTD Sales Training

OCTOBER 17, 2011

What you should be doing is “smart calling” – you need to make a connection with your prospective client first, by starting a discussion on Facebook or LinkedIn, or tweeting them an interesting link on Twitter which might help them solve a problem they are having. MTD Sales Training. Happy Selling. Sean McPheat.

Cold Calling 303

Cold Calling Social Media Decision Maker Face-to-face 303

Zoominfo

JANUARY 23, 2019

If you’ve worked in sales for any length of time, you know your success is dependent on the quality of your prospect lists. Instead, modern sales professionals find success by creating and reaching out to hyper-targeted lists made up of only the most qualified prospects. Let’s get into it! Step One: Understand Your Offering.

Prospecting 182

Prospecting Ideal Customer Profile Hiring How To 182

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. Angry customers and prospects identify themselves as in the market. Reps can use event to get an appointment with prospects. Discover the problems that still remain.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The Pipeline

JUNE 26, 2014

How would you like to be able to easily (almost effortlessly) track your ten hottest prospect and keep them moving toward a sale? In my world it is simply the ten hottest prospects you are currently working, ranked in order of their ability to be closed. How do you get the prospect in position 4 into position 3?

Pipeline 325

Pipeline Positioning Twitter Closing 325

Understanding the Sales Force

SEPTEMBER 11, 2013

Mark said, " Instead, they start a blog, create a website, open a Twitter account and begin email marketing campaigns. By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. A steady flow of inbound leads.

Lead Rank 287

Lead Rank Lead Scoring Hiring Hubspot 287

SBI Growth

APRIL 27, 2013

It didn’t matter how much training or communication they received – they were simply “old dogs that couldn’t learn new tricks.”. Doesn''t even check messages on Linkedin or research prospects. Does not have a twitter account. Lately, however, has started to work her LinkedIn network better to focus on prospects.

Buyer Persona 335

Buyer Persona Networking LinkedIn Trends 335

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. LinkedIn, Instagram, and Twitter). Social Media Training for Sales Reps. Why is social selling training important?

Social Selling 137

Social Selling Training Social Media How To 137

No More Cold Calling

OCTOBER 2, 2014

During the training simulations, our heroes instruct the new guys how to land a space shuttle manually, which the young astronauts think is ridiculous, insisting that with such a great, modern machine, all they need to know is how to make an instrument landing. and lots of derision and skepticism aimed at the abilities of the old “cowboys.”.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

Score More Sales

OCTOBER 15, 2014

Listen for Prospective Buyers. Listen for prospective buyers who are asking about which products / brands are best in your industry niche. Verizon regularly looks for unhappy customers of competitors and tries to connect with them on Twitter (according to Kashmir Hill of Forbes.com.) Are they on Google + or Twitter?

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Alice Heiman

APRIL 11, 2023

Better prospecting is the most direct path to increase sales conversations. Her four steps are: The right list Great skills Strong process The right software What can your team add to improve their prospecting? As a pioneer and leader in the crowded new business development space, Salesology sets the standard for sales training.

Lead Rank 126

Lead Rank Sales Qualified Lead Conversion Prospecting 126

No More Cold Calling

JANUARY 3, 2013

Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. Are marketers out there prospecting for new, individual business opportunities? It requires learning new skills.

Social Media 271

Social Media Social Selling Media InsideView 271

Alice Heiman

JULY 10, 2019

Where Are Your Prospects? . We need to meet our prospects and customers where they are. It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business. We want our sales reps to be in the path of our prospects, so they can see us when they need us.

Prospecting 114

Prospecting Social Media Ideal Customer Profile Trade Show 114

Score More Sales

JANUARY 9, 2014

A big one has to do with prospecting. Always be on the lookout – always be prospecting. Here are some of our most popular posts about prospecting: Phone Prospecting Strategy for Success. 4 Twitter Prospecting Strategies. Reach More Prospects with this Simple Plan. Now go sell something.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

Score More Sales

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

Score More Sales

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

Sales and Marketing Management

MARCH 4, 2018

Implement a robust order-tracking system, in addition to a CRM or within your CRM, and train your whole company on it. Thus, additional bits and pieces of information about prospects and clients can be input there, making it a true ABM model. How you do it is less important than that you train everyone to use it.

Customer Service 286

Customer Service Retention Hiring Account 286

Score More Sales

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

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

No More Cold Calling

JUNE 15, 2017

We were thought leaders; we had visibility; and the client loved our solution for advanced sales training. My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.). Once or twice.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

Zoominfo

JUNE 12, 2019

Twitter Followers: 124k. For those unfamiliar, Jeb is the CEO of Sales Gravy, a sales training organization known by many as THE sales acceleration company. Through Twitter and Facebook, followers can access videos, articles, and even podcasts filled with practical advice for becoming better sales professionals. Check them out!

Influencer 188

Influencer B2B Social Media Twitter 188

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. Most of the people in the 74% bracket can improve if they get training. Share on Twitter. Not so fast.

Face-to-face 278

Face-to-face Social Media Oracle eBook 278

Score More Sales

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

MTD Sales Training

JULY 23, 2019

InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. Regardless, LinkedIn is still twice as effective than both Facebook and Twitter. If it’s in the top five, it may be one of the first sites your prospect clicks on when they search you. It’s a simple no-brainer. Happy Selling!

Ideal Customer Profile 161

Ideal Customer Profile LinkedIn Google How To 161

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Score More Sales

MARCH 18, 2014

This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Score More Sales

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

Score More Sales

MARCH 13, 2014

You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle. Joe has a massive work ethic and sends out over 200 individual emails to prospective customers each week.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

Score More Sales

MAY 20, 2013

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. Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Score More Sales

JANUARY 29, 2013

Do any board members run (or are a part of) any of your prospect companies? Even with no marketing budget, you can sign up for free versions of some of these, and get someone to teach you how to maximize your LinkedIn and Twitter activity. [We [work on this if you don't!]. THIS is a no-brainer. We can help you with that, just ask].

Referrals 263

Referrals InsideView Outbound LinkedIn 263

No More Cold Calling

AUGUST 7, 2014

So if you’ve provided all the tools and training they need to succeed long-term, and they’re still more trouble than they’re worth, it’s time to make some tough decisions. Some examples of these time-wasters include: Calming upset customers, prospects, or co-workers. Correcting errors and mistakes. Providing emotional support.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Score More Sales

JUNE 30, 2014

Keep it Tasty – your offers to prospects must be enticing. Train and coach frontline sales leaders. Studies show this is the best place to invest in training with follow-up coaching for reinforcement. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

APRIL 5, 2014

Worse than that, I know of a client that lost a $400K deal because of several hurried email messages and lack of planning to be able to have more verbal conversations with a prospective customer. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Expand Your Pipeline.

Inside Sales 240

Inside Sales Skype Ideal Customer Profile Video 240

Score More Sales

FEBRUARY 21, 2014

By the time they reach a prospective company to buy from, much of the research has been done. That doesn’t mean stop putting content out there – because through LinkedIn, and Twitter, and other social sites you can share ideas and add value to potential buyers, partners, and customers which will lead them to your site and your world.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. Effective cold email outreach means find something your prospect values – and something you have in common. It’s time to get personal.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Score More Sales

NOVEMBER 20, 2013

How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? Use Twitter to listen for those talking about your industry – competitors, partners, existing clients and potential buyers. Type in a competitor’s name in Twitter search and see what you get.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career. Increase Opportunities.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234