Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 112

ROI Sales Tools Tools How To 112

DiscoverOrg Sales

OCTOBER 23, 2016

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. Understanding that often the budget for the very tools needed resides in marketing can help you race ahead of the competition when selling to sales.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

B2B 392

B2B Cold Calling PointClear Outbound 392

The ROI Guy

JANUARY 26, 2015

Sales tools can be used to guide sales conversations interactively when they are in meetings with clients, assuring that the right value messaging, insights, justification and case studies are provided. A combination of demonstration, practice, sales tools, coaching and community can increase retention from a paltry 13% to almost 90% (SBI).

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Sales 2.0

NOVEMBER 12, 2014

At Sales Hacker last week, we listened and spoke with successful entrepreneurs that are finding ways to improve all parts of their sales pipeline by: providing salespeople with tools to become their own personal marketers. Prospecting Social selling' testing inbound marketing strategies that can be implemented by non-techies.

GoldMine 150

GoldMine Strategy Conference Inbound 150

No More Cold Calling

DECEMBER 28, 2018

But when you get referrals, the trust your prospects have with their colleagues is transferred to you. We know that salespeople who use AI and other predictive analytics tools are far more productive than those who don’t. For those of us who sell solutions, our jobs will increase by 10 percent, according to a 2015 report by Forrester.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

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. Prospective clients have done their homework as to their issues and potential solutions via the internet or other relationship.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. Systems/Processes/Tools. Sales Automation/Tools. Marketing Automation/Tools. We’re officially into the fourth calendar quarter of the year.

Fashion 91

Fashion Face-to-face Social Media Analytics 91

The ROI Guy

JULY 15, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain significantly challenged, with little reason for optimistic spending growth predictions from Gartner or anyone else. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”. Why Change Now? –

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

DiscoverOrg Sales

DECEMBER 4, 2017

A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. This is where sales enablement technology comes in.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

DECEMBER 8, 2014

Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1. This is a simple and critical first step in identifying the team that will be involved in your prospect''s (or current customer''s) final decision. Again, LinkedIn is a great tool for this.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Top 7 Articles of 2015 . 17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness. Set your sales team up for success in the New Year with the tools and resources they need to accomplish the goals you’ve laid out for them.

Journal 40

Journal Territories Groups Coaching 40

Cincom Smart Selling

MARCH 31, 2015

Cincom recently attended Microsoft Convergence 2015, which took place in Atlanta, Georgia. If a sales manager or sales rep can’t access CRM or the sales tools they need while they’re on the road, it’s likely that you won’t be doing business with them. The post Top Trends of Microsoft® Convergence 2015 appeared first on Cincom Blog.

Microsoft 48

Microsoft Trends Conference CRM 48

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

DiscoverOrg Sales

SEPTEMBER 6, 2017

And what could Chipotle, its partners, and prospective partners have done to get in front of the attack in the first place? 2/9/2015: Just four months later, a hacker gained access to the company’s Twitter page and wreaked havoc. 4/22/2015). (10/26/2015) Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? In 2015, 43.6 Out of more than 400 respondents, 78.84

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Jeb Blount has been doing virtual sales since 2015. Ask prospects if they would be interested in a video call.

Tools 52

Tools Face-to-face Video Channels 52

Allego

FEBRUARY 7, 2023

During that time, however, sales teams have amassed a large number of tools, and that’s created some problems. Having a lot of sales tools creates confusion , makes tool management complicated, reduces sellers’ productivity, and can be expensive. Back in 2015, it made a lot of sense to experiment with a range of point solutions.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

Zoominfo

FEBRUARY 4, 2018

On December 2 nd , 2009 ZoomInfo published a blog post discussing the value of Twitter as a sales tool. The Trouble with Twitter as a Sales Tool. Most sales tools offer immediate, tangible results- someone signs up for a demo, buys a product, or responds positively to your latest sales pitch. Are your past tweets professional?

Twitter 183

Twitter B2B Social Media Ideal Customer Profile 183

Sales and Marketing Management

MARCH 30, 2015

Issue Date: 2015-03-30. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. Here are some tips for effectively using this critical sales tool. Here are some tips for effectively using this critical sales tool.

B2B 120

B2B Buyer Sales Tools Tools 120

Sales Hacker

DECEMBER 19, 2018

First came Mobilegeddon in 2015, heralding the end of (desktop) days. Do you collect and use the data of individuals in order to prospect? The customer experience – from prospect to lead to customer to advocate – is set to become the key differentiator in the very near future. Here’s how to best prospect in a post-GDPR world.

Prospecting 85

Prospecting Policies Social Media Vendor 85

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. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing.

Trade Show 215

Trade Show Company Engineering Compensation 215

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. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Our Panelists.

Top of Funnel 132

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

Alice Heiman

JULY 2, 2024

In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. Build a tool so effective that it turned into a successful company, Mailshake. “I needed a simple tool to make sure the sales team follows up. His solution?

Scale 71

Scale Hiring Pivotal Face-to-face 71

The Pipeline

FEBRUARY 4, 2020

The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. More roles, more tools, more input, more enablement, more you name it, yet the CSO Insight, it is not leading to more on a performance basis. Most choose tools to plug holes in execution rather than build and enhance.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Zoominfo

JUNE 3, 2021

The main distinction between the two is that Outside reps travel off-site to build trust face to face with prospects, while Inside reps use technology to sell from an office or home base. By 2015, businesses had begun transitioning to VoIP calls or already had IP telephony in their office. What is Outside Sales? Yes it is,” says Weiss.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Your Sales Management Guru

SEPTEMBER 6, 2016

High–Profit Prospecting. High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Time Management for Prospecting. What is your best method to prospect and fill your pipeline? book review-.

Prospecting 40

Prospecting Face-to-face Lead Scoring Lead Rank 40

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side. Expect analytical, sales forecasting and productivity tools all to become more powerful and sophisticated with artificial intelligence (AI). More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. See which tools we chose for: Mobile Sales Enablement.

Tools 50

Tools Territories Compensation Inside Sales 50

Zoominfo

JUNE 3, 2021

The main distinction between the two is that Outside reps travel off-site to build trust face to face with prospects, while Inside reps use technology to sell from an office or home base. By 2015, businesses had begun transitioning to VoIP calls or already had IP telephony in their office. What is Outside Sales? Yes it is,” says Weiss.

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130

Cincom Smart Selling

MARCH 16, 2017

Being a successful company today means keeping track of countless interactions with prospects and leads — all of whom could be in different stages of the sales cycle. The longer a prospect lingers in the pipeline, the more time and resources your sales staff are investing in them, and the higher the risk of them choosing a competitor.

Sales Cycle 54

Sales Cycle Software Software Tools 54

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. Many times, although tools are designed to help the sales department, the budget for this type of software lives in marketing. Here are the top five: 1. Crazy right?

Data 181

Data Engineering Call-back Forecasting 181

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Adding new tools to the sales tech stack took the team to the next level. With the previous configuration, the SDR would email the Account Executive and the prospect, introducing them.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

SalesLoft

MAY 28, 2015

Email tools, they said, should be avoided at all costs. It’s 2015, why wouldn’t we use email in addition to phone for prospecting and outreach? In today’s ever-occupied society you should be using all channels available to break through the chaos that consumes prospects. But how will you know what is preferred by them?

Prospecting 52

Prospecting Social Media Networking ACT 52

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. TS: You say that inside sales is going to overtake field sales by 2015. But in your book, you introduce the concept of potent prospecting. Potent prospecting works more holistically.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Hubspot Sales

SEPTEMBER 14, 2023

Coaching Benefits Key Differences Between Sales Coaching and Feedback Feedback serves as a tool for communication and development, and it comes with many benefits. Editor's note: This article was originally published in January 2015 and has since been updated for comprehensiveness. What is feedback? Feedback Benefits What is coaching?

Sales Coaching 109

Sales Coaching Coaching Benefit Construction 109

The Pipeline

SEPTEMBER 15, 2014

There are a host of tools you can leverage to cover clients, prospects, and keep an eye on the market and opportunities. This allows me to be up-to-date, relevant, and formulate questions that have specific meaning to the prospect and their objectives, allowing me to focus on them and leave the product in the car.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306