Score More Sales

OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Listen for Prospective Buyers. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Zoominfo

JUNE 3, 2021

But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies. In early June 2021, the ZoomInfo database listed 117,436 professionals with the term “Inside Sales” in their job title within the United States.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Hubspot Sales

OCTOBER 28, 2020

Here are four prospecting tips, backed by data. With those odds, it’s going to take a lot to make an impact on a prospect. The data says: The best times to email prospects are 8 am and 5 pm, according to Get Response. Whether it’s getting in shape, saving money, or making prospecting calls, we want to see progress right away.

Data 104

Data Prospecting Top of Funnel Lead Rank 104

Zoominfo

JUNE 3, 2021

But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies. In early June 2021, the ZoomInfo database listed 117,436 professionals with the term “Inside Sales” in their job title within the United States.

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year.

Prospecting 97

Prospecting Cold Calling Pivotal Incentive 97

Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Improving remote engagement experiences with prospects and customers. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales 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. Becoming “brilliant in sales execution” during each stage is critical. However as I consider the general area of sales we see several trends.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Mr. Inside Sales

NOVEMBER 11, 2015

Unfortunately, if you’re in sales, you know that cold calling is NOT dead and you have to do it day in and day out to keep your pipeline full. By attending this free webinar: “The 5 Secrets to Effective Cold Calling,” held on Wednesday, November 18th 2015 at 12pm Eastern, 9am Pacific, Register Now.

Cold Calling 120

Cold Calling How To Webinar Metrics Gatekeeper 120

Score More Sales

JANUARY 19, 2015

If you want to learn about the latest ideas in sales you need to be a student of learning. I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. They set to work to solve that – and created a product called Prospector.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

DiscoverOrg Sales

NOVEMBER 17, 2016

Check out the results of the 2015 B2B Lead Generation Trends Report, which was produced by Holger Schulze’s B2B Technology Marketing Community on LinkedIn. How do you see Sales Tech changing as an industry? Sales technology as a category in its own right is still fairly new, despite CRM platforms having been around for many years.

Scale 120

Scale B2B Trends Lead Rank 120

Mr. Inside Sales

NOVEMBER 4, 2016

Something like: “At Safeco International, I excelled by making an aggressive number of outbound prospecting calls. Here is how to turn this around: “At Safeco International – a leader in the cloud computing space – I was an upper tier producer out of an inside sales team of fifteen reps.

Hiring 120

Hiring Outbound How To Sales Qualified Lead 120

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Who should read this : For inside sales professionals that do a lot outbound prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Igniting Sales Transformation

MARCH 20, 2019

As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my experience that year. What I realized in reading that 2015 blog post was that the more things change, the more they actually stay the same. The best sellers understand human behavior.

Conference 101

Conference InsideView Cold Calling Scale 101

Pointclear

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Tactically this can be easier to do within functional groups (inside sales, paid media, etc.).

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Salesmate

SEPTEMBER 18, 2020

I invest some time reading some best sales management books and getting actionable takeaways to amp up your sales team’s performance. Here are some of the best sales management books that you should consider reading: 1. Sales management simplified. Published – October 2015. Author – Mike Weinberg.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

InsideSales.com

JUNE 12, 2020

Helping companies get there is a core part of what Vertical Relevance helps large-scale sales organizations achieve.”. Inside Sales Teams are Already Digital. We’ve known digital transformation was coming for a long time; many have already transformed their sales development and inside sales teams.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

SalesLoft

MAY 12, 2015

Who is someone in the world of startups or sales development that you admire or find inspiring? Trish Bertuzzi is a strong female thought leader and voice for the inside sales community. I really enjoy following her on Twitter and seeing how she’s influencing inside sales.

Face-to-face 52

Face-to-face Inside Sales Motivation Energy 52

SBI

MAY 7, 2015

See which tools we chose for: Mobile Sales Enablement. Sales Enablement. Inside Sales & Biz Dev. Predictive Sales Analytics. Prospecting & Sales Intelligence. Now is the time to take action and it just got a whole lot easier with the Top Sales Tools of 2015 Guide.

Tools 50

Tools Territories Compensation Inside Sales 50

SBI

MAY 11, 2015

Sales ToolSkool Video Transcript: This week’s topic is how to optimize the entire sales process from lead to revenue. The sales process begins when prospects visit your website. This helps your salespeople provide relevant information their prospects will value. I’ll be talking about CallidusCloud.

Hiring 50

Hiring Territories Compensation Distribution 50

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

Decision Maker 53

Decision Maker ROI Proposal Forecasting 53

Velocify

OCTOBER 17, 2017

If you aren’t seeing emoji use increase in your daily communication, allow me to introduce some metrics into the mix: Since 2015, there has been a 777% increase in the use of emojis by marketers. If there are ways you can save customers or prospects time, consider taking those extra steps. The added value will certainly be appreciated.

Customer 75

Customer Real Estate Licensing Buying Cycle 75

The ROI Guy

JANUARY 11, 2017

Consistently deliver – Implementing value communication and quantification, from marketing and inside sales, to channel, partner and account execs, to business consultants and value engineers. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Tony Hughes

MARCH 4, 2018

Search engines like Wolfram Alpha become so smart they can fully educate the prospect so they go 100% of the way through the sales process before ever needing to talk to a human. It's unclear if ERP firms even understand ERP and it's 2015. Inside sales doesn't have to be a career path to outside sales.

Hiring 68

Hiring Top of Funnel Face-to-face Lead Rank 68

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Turning the camera on to the customers to garner their insight is a great way to align sales and marketing. I would say, open source the group.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Crunchbase

MAY 14, 2020

Why Jordan should be on your radar: It’s probably a good idea to get used to seeing Jordan Arogeti on these sales leaders lists. From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. VP of Inside Sales at PatientPop Inc. Founder of Sistas in Sales. Kevin “KD” Dorsey.

Top of Funnel 101

Top of Funnel Twitter Hiring Lead Rank 101

CloserIQ

OCTOBER 10, 2018

Drift provides a conversational sales and marketing platform that allows businesses to better connect with prospects and customers. Drift is a good fit for ambitious sales professionals and is searching for people to fill sales roles. Founded 2015. They are hiring inside sales representatives.

Hiring 76

Hiring Company Policies Analytics 76

Sales Hacker

NOVEMBER 10, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable. I think that that’s kind of crazy to look at, but it was still relatively new, at least for an inside sales team.

Call-back 83

Call-back Scale Compensation Ideal Customer Profile 83

Tony Hughes

MARCH 7, 2018

What truly constitutes an ideal prospect? In 2015 everything including Ferraris can be purchased on a mobile phone with one click and how on Earth do I know it's not a scam? Is it possible to close deals without an inside sales team, field sales team and solely as a CEO founder leveraging marketing automation and LinkedIn alone?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Close.io

SEPTEMBER 4, 2019

Is it used to see real-time information, track trends, or forecast future sales ? Will it be used by outside sales teams who might need a mobile version, or an inside sales team that wants something more personalized and in-depth? Is the dashboard going to be checked daily, weekly, or monthly? Pros: Cheap and flexible.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales? Alicia Berruti.

Hiring 136

Hiring Ideal Customer Profile Top of Funnel Lead Rank 136

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. In fact, a demo without discovery can often leave a prospect feeling left out in the cold.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

SalesLoft

DECEMBER 15, 2015

Here are our top three picks for how to use Star Wars to streamline your sales process and become a B2B Jedi Master: 1. green inside sales reps and SDRs) and encourages them to go back to basics with old school selling techniques. ” The sales process takes heart, patience, and persistance. Our top pick?

Sales Process 52

Sales Process Film Decision Maker Call-back 52

InsideSales.com

OCTOBER 14, 2019

Aside from helping them with their sales process, a prospect also looks for SaaS providers they can rely on. Because of this, reps need to continually check in with their customers after a sale. Creating a relationship with a prospect not only needs great products — it also relies on excellent customer service.

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

Sales Hacker

MAY 30, 2019

While Salesforce Ventures continues to invest heavily in the space, Salesforce’s last major acquisition was Steelbrick in December 2015. Last September, it introduced High Velocity Sales for inside sales. The market has chosen the name Sales Engagement for what I used to call Sales Orchestration.

Scale 102

Scale Intent Data Lead Rank Forecasting 102