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

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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. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. Productivity Increases.

Real Estate 249

Real Estate Compensation Vendor Intent 249

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. 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. InsideSales. Marketing automation. Mobile Selling.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

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NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. Assessment Tool: Roundpegg. Assessment Tool: Objective Management Group Sales Candidate Assessment. You can find it on Amazon or from the author here.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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 Compensation 198

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. 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. InsideSales. Marketing automation. Mobile Selling.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

AUGUST 14, 2013

Modernizing Your Sales Process. The New ‘A’ Player Sales Rep. Sign up for our research tour and get a free tool: 5 Traits of Social Sellers. The tool will help you identify, hire and develop social sellers in your organization. The path for your sales force is unlocking this potential for your business.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. 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. InsideSales. Marketing automation.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Crunchbase

DECEMBER 11, 2020

In fact, implementing a data-driven sales approach can make a business 6 percent more profitable than their competitors. Access to customer information stored in CRMs, and other tools, can help identify the right contacts to sell to in an organization, which leads to intelligent and strategically made calls.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. In 2014, focus on upgrading your sales force, not on integration of tools.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

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 134

Outside Sales Hiring Face-to-face Inside Sales 134

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SEPTEMBER 24, 2014

In 2014, she was named one of Network World’s 50 Most Fascinating People in the World of Technology. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. What would YOUR answer be?

Twitter 210

Twitter Engineering Compensation Inside Sales 210

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. Social sellers get found, find prospects and connect using a myriad of social selling tools.

Airlines 204

Airlines Inbound Hubspot Top of Funnel 204

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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

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). Presentations.

Direct Mail 103

Direct Mail Industry Salary Compensation 103

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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. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Retail 239

Retail Lead Rank Lead Scoring Study 239

Pointclear

OCTOBER 9, 2013

In other words, falling short of sales goals due to a lack of follow-up is caused by the attitude of managers and an increased reliance on automated inside sales platforms, which are great at generating tons of unqualified leads that won’t lead to sales. What, exactly, is a qualified lead? How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

SBI

APRIL 12, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Velocify , a sales acceleration tool that improves performance and conversion rates of both inbound and outbound calling. Sales ToolSkool Video Transcript: Velocify Helps Sales Teams Accelerate Performance.

Outbound 50

Outbound Sales Qualified Lead Inside Sales Guarantee 50

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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. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

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. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Phone, email, SMS and other channels are the lifeblood of inside sales.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SalesLoft

MAY 12, 2015

Lydia’s Bio: Lydia came to Atlanta by way of Auburn, Alabama, and joined the Salesloft family in November 2014. As one of the Sales Development Team Leads, Lydia is a constant motivator to the SDR team both professionally and personally. Shoutout to The Sean Kester for introducing me to this productivity tool.

Face-to-face 52

Face-to-face Inside Sales Motivation Energy 52

The ROI Guy

MARCH 1, 2016

And its not just your direct sales reps that have the issue. Many organizations are relying more and more on channel partners and inside sales to drive growth. Percent in 2014 Gartner Forecasts 3.1% Sources: Gartner Says Worldwide IT Spending is Forecast to Grow 0.6 Gartner Says Worldwide IT Spending Forecast to Reach $3.7

ROI 53

ROI Decision Maker Proposal Forecasting 53

CloserIQ

OCTOBER 10, 2018

Mendix is currently hiring across a range of sales positions. Founded 2014. Drift provides a conversational sales and marketing platform that allows businesses to better connect with prospects and customers. They are searching for professionals in sales and customer success. Founded 2014. Founded 2014.

Hiring 76

Hiring Company Policies Analytics 76

Velocify

SEPTEMBER 10, 2017

Since opening in 2014, they’ve had to be highly innovative and nimble in order to successfully differentiate themselves in such a competitive market. Since opening in 2014, First Direct Lending has grown from five loan officers to well over 100 and counting – a 20x increase in their salesforce. Business Growth Without Hurdles.

Scale 56

Scale Hiring ROI Case Study 56

Igniting Sales Transformation

MARCH 20, 2019

Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. SalesLoft , a hometown tech success here in the ATL, launched Rainmaker in 2014.

Conference 101

Conference InsideView Cold Calling Scale 101

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Power Networking.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Markempa - Inside Sales

FEBRUARY 2, 2015

2014), a book that explains a step-by-step guide on how marketers can set up and use joint ventures to help your business grow. B2B : What are some unique tools you use to connect with build relationships (other than phone, email, and LinkedIn)? ” From then on, my interactions with the people I have served are warm and friendly.

Lead Rank 40

Lead Rank Networking Decision Maker Webinar Metrics 40

The Sales Association

NOVEMBER 17, 2014

Graduates of the Consultative Sales Certification (CSC) program contributed to an expert sales panel discussion during The Sales Association’s Annual Conference in Denver Colorado on November 13, 2014. Other panelists included Yvette Cheesebrew, Regional Sales Manager, Mach 1 Global and Jeff Rohr, Media Consultant.

Conference 30

Conference Consultative Selling Influencer Negotiation 30

Cience

NOVEMBER 6, 2019

in 2018 were online sales and only about 5% of new cars). Online tools are a complement to, not a substitute for, in-person dealer visits, and car buyers are very discriminating in their use of these tools. Philip Krim is a co-founder and CEO of Casper Sleep, the mattress firm started in 2014 as a purely online provider.

Channels 42

Channels Marketing Retail How To 42

Sales Hacker

NOVEMBER 10, 2020

AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. We have a few thousand folks that use the tool every day.

Call-back 79

Call-back Scale Compensation Ideal Customer Profile 79

Sales Hacker

JUNE 9, 2020

Sales leaders must shift their focus to empowering talent, strengthening customer relationships, and acquiring new opportunities in order to survive and thrive in this environment. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. We went public in 2014.

SalesForce 84

SalesForce Video Call-back LinkedIn 84

Cience

MAY 7, 2019

Scalability is one of the key tools for your business growth. Once you’ve built a consistent and predictable sales development process that seamlessly feeds your account executives with qualified leads (appointments), you can expand by hiring more SDRs, searching for more sales leads, and reaching out to them. Tools (e.g.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Cience

MAY 7, 2019

Scalability is one of the key tools for your business growth. Once you’ve built a consistent and predictable sales development process that seamlessly feeds your account executives with qualified leads (appointments), you can expand by hiring more SDRs, searching for more sales leads, and reaching out to them. Tools (e.g.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

Sales Hacker

OCTOBER 7, 2021

I spent 13 years in massage therapy, which included running my own business, before I moved to sales. Ashleigh Early focuses on helping companies and sales professionals achieve sustainable growth by emphasizing empathy and humanity through science. What would you tell a woman just starting a career in sales? Alicia Berruti.

Hiring 135

Hiring Ideal Customer Profile Top of Funnel Lead Rank 135

InsideSales.com

OCTOBER 14, 2019

According to the 2014 State of B2B Procurement Study by Accenture’s Acquity Group , 94% of B2B buyers gather data and research online before buying. They want to have a tool, or solution, for every situation. Are you using the latest in sales enablement technology to help your reps work more efficiently?

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

LeadFuze

AUGUST 5, 2021

Her popular blog has been syndicated on numerous business and sales websites. Blogger Blurb: In 2014, Jill was honored to be selected as a Sales in Residence at HubSpot Sidekick, providing insights, guidance and direction to the new Sidekick offering. Inside Sales Experts Blog (The Bridge Group, Inc). The Gist: .

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98