Score More Sales

JANUARY 14, 2015

Before I say anything, monitor tweets from #Rainmaker2015 and you’ll learn a lot about sales from my smart colleagues who will be presenting all day. If you don’t know what an SDR is, it is a sales development rep – the person who finds the leads all day every day – they are the hardest working position in sales.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). The businesses who participated all have annual sales revenues between $10M and $1B. Others are predicting a strong 2015 for business as well. Operations (87%). New products (76%).

Hiring 198

Hiring Wireless Policies Travel 198

Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. Februrary 19 2015. Don't get me wrong. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Score More Sales

JANUARY 5, 2015

It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. This is a sales lesson for everyone. Increase Opportunities.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

Hubspot Sales

APRIL 8, 2020

Field sales has been dying for years. These two facts of life have converted most field salespeople into reluctant inside salespeople who venture out only occasionally. It’s time to face this new reality and reengineer our sales environments to exploit the spoils of it! Why Inside Sales is Outpacing Field Sales.

Inside Sales 126

Inside Sales Hiring Scale Face-to-face 126

HeavyHitter Sales

DECEMBER 19, 2014

    The team at RingDNA just released their list of the top seven B2B sales books you should read in 2015. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople was at the top of their list.  Sales Strategy.

B2B 96

B2B Decision Maker Social Media eBook 96

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. This gives you MORE sales opportunities than if you did not optimize.

Trade Show 215

Trade Show Company Engineering Compensation 215

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. From a sales tools perspective, I have seen productivity gains as well as losses. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

Score More Sales

AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. It is an evolution, and now is clearly the time to be thinking about this and planning for Q4 into 2015. The time is NOW to build for the future with your website. Close More Deals.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

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 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Score More Sales

DECEMBER 29, 2014

Use the steps and your own terminology within your sales process to help your SDRs and BDRs enter clean, verified data.]. This is not so much a clean data issue but is so critical in moving your sales opportunities forward that it needs to be mentioned. Bad leads slow down your sales force. Increase Opportunities.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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. A well-meaning sales rep can ruin an opportunity by blurting out – trumpeting – all that you do and why you’d be great for them.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

HeavyHitter Sales

JANUARY 18, 2014

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Score More Sales

OCTOBER 24, 2014

This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere. Think of the questions sales and marketing needs to get answers to in order to better serve buyers in 2015 and beyond. There is a premium version for bigger capabilities.

Analytics 221

Analytics Analysis Compensation Data 221

Zoominfo

JUNE 3, 2021

The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. By contrast, there were only 32,049 results for job titles containing the term “Outside Sales.”. The growth of VoIP.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Score More Sales

JANUARY 9, 2015

In sales, time is money. With the spirit of working to ADD value in your sales career, or to help sales leaders with their teams, I wanted to share to extremely valuable webinars that are happening on 1/12 and on 1/15. Join hundreds of others who have already signed up for 5 Productive Strategies to Crush Quotas in 2015.

Webinar Metrics 120

Webinar Metrics Twitter Inside Sales Google 120

Zoominfo

JUNE 3, 2021

The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. By contrast, there were only 32,049 results for job titles containing the term “Outside Sales.”

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Ecommerce systems will eliminate 1 million B2B sales jobs by 2020 due to the shift to self-service platforms.

Lead Rank 120

Lead Rank B2B Education Research 120

Score More Sales

JANUARY 8, 2015

This is the time of year that if you haven’t had your sales offsite for your sales team, you are probably working to pull it together quickly and simply. Key takeaway about having a sales offsite is that it MUST be valuable to the participants. A survey was done by our friends at Vorsight about sales kickoff meetings.

Twitter 120

Twitter Inside Sales Groups Survey 120

Pointclear

JANUARY 13, 2015

Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). There is a great example in the book about an inside sales rep pushing content that is not relevant to the buyer—simply because the campaign says so.

Strategy 100

Strategy Marketing Campaigns Inside Sales 100

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

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. We want to see how sales technology is evolving and what the trends are.

Scale 120

Scale B2B Trends Lead Rank 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. This event was unique because it only focused on sales development.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

The ROI Guy

NOVEMBER 5, 2015

Last year, new research from Forrester boldly predicted the Death of the B2B Sales Rep, making some stark forecasts: Much of B2B buying will not need sales reps anymore, and will move to lower cost self-service or inside sales reps. Is this just another step towards the “Death of the B2B Sales Rep” or a temporary blip?

B2B 80

B2B Trends Decision Maker Forecasting 80

Mr. Inside Sales

NOVEMBER 11, 2015

Anyone who has to cold call as part of their sales career knows how hard it can be. Many sales reps cringe as they dial a number and wait for the receptionist to answer: “Who’s calling?”. 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.

Cold Calling 120

Cold Calling How To Webinar Metrics Gatekeeper 120

Vendor Neutral

JULY 30, 2021

Learn How to: How RevOps fits into today’s overall sales strategy. Which sales technology tools and solutions can arm RevOps with everything they need for success. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur.

Top of Funnel 132

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

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively?

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Mr. Inside Sales

NOVEMBER 4, 2016

In addition, I have experience with Sales Force as well as other CRM systems.”. 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. of Sales Safeco INC.”. Are you yawning yet? Michelle Keller, V.P.

Hiring 120

Hiring Outbound How To Sales Qualified Lead 120

Hubspot Sales

OCTOBER 28, 2020

With this in mind, it wasn’t a surprise to me to learn that top sales reps use data to drive their strategies and choices. Do you feel that your sales strategy could benefit from an injection of data? Here’s how to use these statistics to your advantage in the context of a sales outreach campaign. (Thanks, science!).

Data 104

Data Prospecting Top of Funnel Lead Rank 104

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. You can revisit the fundamentals of selling, acquire a new soft skill that will enable you to close more deals, or simply leisurely read some sales and business literature. We’ve already introduced you to amazing sales books. Jump to category: ?

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Pointclear

OCTOBER 20, 2016

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. Simply put, the root cause of the problem in 2015 was that reps were forced to find their own leads—or had poor-quality “leads” dumped on them—most of which they ignored. Their “reward”? No more support in 2017.

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

InsideSales.com

JUNE 12, 2020

Sales will never be the same. This may sound extreme on the surface – but in reality, sales will never return to the way it was before the COVID-19 pandemic, and this is a good thing. Many of the needed sales process changes were forced upon us as we adjusted to selling from home. Inside Sales Teams are Already Digital.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

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. 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. Message matters.

Conference 101

Conference InsideView Cold Calling Scale 101

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 conversation about sales and entrepreneurship is both educational and inspirational. This conversation about sales and entrepreneurship is both educational and inspirational.

Prospecting 97

Prospecting Cold Calling Pivotal Incentive 97

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? We generate high quality leads, align sales and marketing, and drive revenue.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

HeavyHitter Sales

NOVEMBER 4, 2015

  Here’s a great event you don’t want to miss… I’m excited to be participating in the ELEVATE VIRTUAL SALES KICKOFF MEETING!   Velocify, the leading sales acceleration platform provider announced its inaugural virtual sales kickoff,  ELEVATE , co-sponsored by the American Association of Inside Sales Professionals (AA-ISP).

Influencer 60

Influencer Inside Sales Software Software 60