Score More Sales — Sales Tips and Strategies to Grow Revenues, Lead Generation

3 Things Inside Sales People Must Stop Doing Today – Contest

April 2, 2012 B2B

As a seller, there are things that you should not do and then there are major irritants that turn someone far away from you. In sales we know how to push the envelope a bit – how to be bold and how to find ways to stand out. But within all this creativity happening to [...]

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Experts Weigh in on Sales Influence

March 30, 2012 B2B Sales

Yesterday I moderated a very interesting discussion on what a B2B company needs in order to create an environment that can help develop sales influence among the ranks. Hear the Focus roundtable audio with sales experts Jill Konrath, Jonathan Farrington, and Greg Alexander discussing their views. Weigh in on the topic through a comment on [...]

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Building the B2B Customer Reference Community – Event

March 28, 2012 B2B

In my years in selling in the corporate world, I tended to run into a consistent issue – big clients would rarely, if ever, allow me (or the company I worked for) to be quoted publicly that they were our client. One time, I nearly lost a multi-million dollar contract with a very big airplane [...]

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Can Your Company Create a Sales Influencer?

March 22, 2012 B2B

It is exciting to announce the first of a series of roundtable conversations on what a sales influencer is. This is important because: 1) What company or brand doesn’t want to have a sales influencer on board? 2) Think of the possibilities within your company and beyond once this becomes part of your title 3) [...]

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Looking for Women B2B Sales Lead Generation Experts!

March 20, 2012 B2B

Are you a woman in the lead gen business in B2B selling? Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management. Are you [...]

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Introducing a Smart New Sales Site Called SalesProCentral

March 16, 2012 selling

We like things in selling that are smarter than us. The new portal / sales blog aggregator called SalesProCentral is intriguing and interesting. [disclosure: Score More Sales blog is one of a bunch of sales blogs you can find here, and that's our only connection to the site] What you will find there is the ability [...]

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How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers

March 14, 2012 B2B

We recently posted in our newsletter about 3 tips to close more deals. The third tip talked about setting next actions. Specifically, Determine and set a next action. Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so [...]

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