A Sales Guy

DECEMBER 3, 2013

Lots of sales people took advantage of 2013 to move and find better fits, but companies also do a lot of moving. I saw a lot of organizations trim their dead weight and build new and improved sales organizations. For 2014, I’m predicting it will be the year of execution and strategy and most companies won’t be ready.

Strategy 115

Strategy InsideView Hiring Social Media 115

Sales 2.0

AUGUST 19, 2014

ZipRecruiter’s VP of Inside Sales, Kevin Gaither , was tasked with hiring 25 inside sales reps in just three months. By January 2014, he’d grown the inside sales organization to a dozen reps, proving out both the concept and model. Thanks for having me in your network! This is his story.

Hiring 207

Hiring Scale Inside Sales Lead Rank 207

Sales Training Connection

JANUARY 10, 2014

Inside sales. Recently we published a blog on the emerging importance of inside sales in the B2B market. We came across an interesting research study by Software Advice that examined the performance of their inside sales team – analyzing data collected from over 6,000,000 visitors to their web site.

Inside Sales 106

Inside Sales Research B2B Sales Qualified Lead 106

Understanding the Sales Force

APRIL 14, 2014

Some of them are marketers who, in order to push their applications, must convince you that marketing can handle both finding and closing sales - all via the internet. Others are from the big new inside sales industry. It''s clear that most of the inside sales/marketing folks lack clarity when it comes to writing about sales.

Top of Funnel 255

Top of Funnel Inside Sales Conference Webinar Metrics 255

SBI Growth

AUGUST 14, 2013

1-3% - cold calling appointment rate (source: American Association for Inside Sales Professionals). The trifecta is your key to big growth in 2014. The fix for your sales team is equipping them with modern social selling tools. Your buyers (and you) are saturated with emails every day. As a buyer, you have changed.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Score More Sales

DECEMBER 11, 2014

Why is it that in 2014, I can still receive dozens of emails and voice mails each month telling me about a company’s products, with no mention of how I, or my company, specifically would benefit from hearing about them? If you are a sales leader or company leader, which ones most concern you?

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Understanding the Sales Force

AUGUST 18, 2015

How Sales Has Changed in the Last 5 Years and More April 10 2012 on the Hubspot Blog. The Death of All Selling Forever April 25 2014. There is some truth to what inbound marketing experts and inside sales experts are saying relative to the context of who they work with. Are Top Salespeople Challengers? April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Sales 2.0

JUNE 29, 2014

I first created this framework from stressing out about the lousy results my inside sales team was getting cold calling. Given that this is now 2014, Sweetspot is an iPad first (and only at the moment) tool. Obviously this makes plenty of sense given many sales people are on the move all the time.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

Score More Sales

SEPTEMBER 22, 2014

When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. If you are an individual contributor in an inside sales role, is there one big event each year you could somehow get to?

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

Pointclear

MAY 5, 2017

Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. The host is Jim Obermayer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Score More Sales

DECEMBER 18, 2014

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. The businesses who participated all have annual sales revenues between $10M and $1B. 85% of these companies hired employees in 2014 with 40% of those who replied saying they hired fewer than desired this past year.

Hiring 198

Hiring Wireless Policies Travel 198

Understanding the Sales Force

JANUARY 8, 2014

Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. As you might expect from groups who spend all of their time at the top of the sales funnel, there has been a positive impact on their ability to add opportunities to the pipeline. They already work there!

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Score More Sales

NOVEMBER 6, 2014

Assessment Tool: Objective Management Group Sales Candidate Assessment. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year. OMG’s products are backed by years of research and in working with hundreds of thousands of sales reps.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Score More Sales

MARCH 10, 2014

If you are a sales leader or sales executive, you do not want to miss the Sales Acceleration Summit 2014 on Thursday, March 13th. My presentation is about the Sales Pipeline Success Puzzle. Did you know that this week may contain the best professional development event of the year for you?

Webinar Metrics 198

Webinar Metrics Lead Rank Lead Scoring Twitter 198

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. Image Copyright: lianna2013 / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan'

Airlines 205

Airlines Inbound Hubspot Top of Funnel 205

Score More Sales

SEPTEMBER 24, 2014

In 2014, she was named one of Network World’s 50 Most Fascinating People in the World of Technology. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Twitter 210

Twitter Engineering Compensation Inside Sales 210

Score More Sales

APRIL 29, 2014

It is unbelievable that in 2014, there are still big brand companies with poor response to people who are looking to buy their products and services. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Click here to download the study. Increase Opportunities.

Retail 239

Retail Lead Rank Lead Scoring Study 239

Pointclear

OCTOBER 9, 2013

Jim points out that if sales managers tell reps to follow up with 100% of all inquiries, it will happen. Click to start video at this point — We both agreed on the fact that, between all the automation and handing off of functions to other departments (and even between sales and marketing themselves), that there is too much leakage.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Score More Sales

OCTOBER 17, 2014

Sales experts show up en masse. Keep Changing Things Up – Dreamforce 2014 had a new configuration for how things were set up this time around – keeps everyone on their toes. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

InsideSales 210

InsideSales Hotels Influencer Conference 210

SBI

MAY 7, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Score More Sales

JULY 24, 2014

I’m proud and honored to preside over this group now, and wanted to share on this blog what an impact the experts in this group have on the B2B sales community. 10 of them are listed as Top Sales Influencers at Top Sales World – a community that greatly embraces women sales experts (thanks, Jonathan Farrington for your vision!).

B2B 206

B2B Conference Twitter Influencer 206

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MAY 15, 2014

I had a chance to catch up with best-selling author and modern marketing expert Jay Baer who has been the host of the IBM Smarter Commerce Global Summit 2014 Tampa this week. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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SEPTEMBER 15, 2014

This week thousands of content creators are getting together in Boston to hear about how inbound marketing has developed over the past year in a big event called INBOUND 2014. Initially for customers of Hubspot, the INBOUND event now attracts thousands of marketers, sales leaders, and business builders from around the world.

Inbound 186

Inbound Hubspot Ideal Customer Profile Buyer 186

SBI

OCTOBER 7, 2014

While you’re at it, look for people wearing these buttons and you’ll spot those we’ve selected as Top Sales and Marketing Tools of 2014: For the expo hall, you’ll want to bring an empty thermos or water bottle. Sales Tools/Product Reviews Webinars and Events Benioff Dreamforce 2014 InsideView Must-See Tools RingDNA'

InsideView 120

InsideView Tools SalesForce Inside Sales 120

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? increase from 2014.

Outside Sales 145

Outside Sales Hiring Face-to-face Inside Sales 145

DiscoverOrg Sales

MAY 7, 2015

B2B companies must respond by implementing digitally-enabled selling models and they must think beyond the front line of sales representatives and create solutions for call center agents, inside sales reps, and the rest of the sales engine network. Source: [link] ).

Lead Rank 120

Lead Rank B2B Education Research 120

Sales Training Connection

MAY 12, 2014

This might include adding technical experts to the sales team or establishing an inside sales group to handle lead identification or augmenting the administrative sales support. In others it might mean considering the aforementioned idea of an inside sales group or investigating the merit of a major account group.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Hubspot Sales

JANUARY 31, 2018

Sales organizations are restructuring themselves to reflect the growing trend of buyers doing their own research before connecting with sellers. Our research showed the ideal sales organization structure includes an equal mix of inside sales representatives and outside sales professionals (50/50).

Direct Mail 111

Direct Mail Industry Salary Compensation 111

Score More Sales

APRIL 28, 2014

It is unbelievable that in 2014, there are still big brand companies with poor response to people who are looking to buy their products and services. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Click here to download the study. Increase Opportunities.

Retail 123

Retail Lead Rank Lead Scoring Study 123

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. InsideView delivers the most accurate company and contact information, including business insights, and professional connections to increase sales and marketing productivity. That’s me with Sassy. InsideSales.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Crunchbase

DECEMBER 11, 2020

Before technology, sales was primarily based on outside field salespeople making face-to-face sales meetings with prospective and current customers. In turn, they were supported by inside sales representatives focusing on helping them complete their daily tasks.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

Bernadette McClelland

JANUARY 15, 2017

But the old ‘telemarketing’ is coming back full force under the banner of ‘Inside Sales’ and bringing with it more responsibility and lead generation focus, and as a result replacing field reps in many cases, due to increased coverage and positive impact on the bottom line. But the drawer is empty today.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

SBI

MAY 6, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. To schedule a free 30 minute consultation click here.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI

MAY 6, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. To schedule a free 30 minute consultation click here.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. Nancy can be reached at 916-596-3035.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Pointclear

NOVEMBER 16, 2017

The PointClear team would like to hear from you about your sales lead generation best practices. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth. He is also well-versed in coaching, sales management, and team-building, as well as marketing and public relations.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100