New Trends in Technology Enabling the Inside Sales Function
SBI Growth
OCTOBER 1, 2018
The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.
Article Channels Inside Sales 
Your Current Sales Force Structure Costs You Sales Every Day
SBI Growth
SEPTEMBER 7, 2012
This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Because if you don’t have an Inside Sales force, you are losing revenue every day. It was the backwater of sales.
Inside Sales 
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AI and Inside Sales: 3 Things You Need to Know Now
Mr. Inside Sales
JUNE 2, 2018
If your head is still in the clouds (sorry, I just couldn’t help the pun) when you hear the mention of AI then this article is for you. Now that you’re armed with all this information, you can approach the deal differently and with greater likelihood or success.” ( See full article here.). Probably not…. Same thing will happen here.
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How and Why You Should Transition from Field to Inside Sales
Hubspot Sales
APRIL 8, 2020
Let this article be a stake in the ground! 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. Sales used to be something that happened "out there" — in the field. The Inside-Out Sales Function.
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6 steps to adapt effectively
Sales and Marketing Management
JUNE 29, 2020
A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. from all of your sales channels. Offer the human touch whenever customers need it with your sales team?–?whether
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Good Reads for B2B Sales - Cold Calling Revisited
Pointclear
APRIL 4, 2013
Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.
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Responding to the Digital Sales Shift
Sales and Marketing Management
DECEMBER 14, 2020
We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps. Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. Read Brennan's article here.). “If
The Advanced Guide to Inside Sales: Strategy, KPIs, and Tools for Success
Sales Hacker
FEBRUARY 12, 2020
Inside sales jobs are growing at a staggering rate, and it’s not hard to see why. Most companies offer uncapped commissions for their inside sales positions. Almost any lifestyle you can imagine for yourself is possible with an inside sales role. First, let’s look at what inside sales is.
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How to Adapt & Succeed When Pivoting to an Inside Sales Strategy
Sales Hacker
JULY 1, 2020
Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. Reshaping Your Sales Process. Ready to reshape your sales process, implement a few proven remote sales techniques, and become a remote sales expert? Let’s dive in.
Pivotal 88
88 5 Must-Follow B2B Sales Influencers
Zoominfo
JUNE 12, 2019
Jeb is also a renowned author, having written eight hard-hitting books on sales development, including the best-selling, Sales EQ: How Ultra-High Performers Leverage Sales Specific Emotional Intelligence to Close the Complex Deal. In fact, her latest book, The Sales Development Playbook , was an Amazon #1 bestseller!
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Artificial Intelligence AI & Sales Automation Software Tools Platforms
Mr. Inside Sales
JUNE 2, 2018
AI and Inside Sales: 3 Things You Need to Know Now. How Artificial Intelligence (AI) and Sales Automation Software Tools Platforms are Affecting Inside and Outbound Sales. Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company?
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COVID-19 accelerates expected B2B sales trends
Sales and Marketing Management
JUNE 22, 2020
Further, digital self-service tools are increasingly attractive to B2B customers, with live chat the highest-rated channel for researching suppliers and mobile app ordering up by 250% pre-COVID. In the wake of COVID-19, 96% of B2B companies have shifted their sales model either partially or fully to remote selling.
Trends 156
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The 3 Levers that Create Value Immediately
SBI Growth
MAY 16, 2018
If yes, this article does not address your strategy. This article is not about cost takeout, cutting your way to growth, or headcount reductions. Is cost reduction your company’s approach to value creation? If you have worked with a company seeking.
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12 Sales Metrics that Matter Most-Harvard Business Review
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. Average New Deal Size The average new deal size reported for field sales was $166,000 and new deal size for inside sales was $19,000.
4 Forever Changes Transforming B2B Revenue Activities
Sales and Marketing Management
DECEMBER 14, 2020
Whatever choice you make, this article presents a glimpse into your future. Marketing is the sales development team. Sales training and enablement must become buyer enablement regardless of the channel and preferred buyer experience. All selling is inside selling. Takeaway: ?Sales
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The Proven Process for Developing a Go-to-Market Strategy
Hubspot Sales
NOVEMBER 21, 2018
You’ll have three variables to test: the channel you advertise on, the audience you target, and the message you share. Possible paid digital ad channels might be LinkedIn, Google Ads, Facebook, and Twitter. Test the various channels and continue advertising on those showing high conversions. The Inside Sales Business Model.
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145 Sales productivity – it’s the time, stupid
Sales Training Connection
MAY 12, 2014
We suggest there is one additional often under used yet effective and affordable strategy – get serious about freeing up the sales team so they have more time for selling. This idea was recently reinforced in an article from McKinsey. However, the striking difference is they have “30% more sales staff in support roles.”.
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10 Sales Influencers You Should Be Following On Social Media
Zoominfo
FEBRUARY 22, 2021
Social media has become a bullhorn for top sales influencers, and these easy-to-use (not to mention, free) platforms are something you should absolutely be active on in order to stay current in your sales strategy and become a sales influencer yourself. She quite literally wrote the book on it. Jill Konrath.
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Growth Opportunities Exist in 2021: Here’s How to Find Them, According to HubSpot's Chief Customer Officer
Hubspot Sales
NOVEMBER 17, 2020
Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Before this year, there was already a clear split in sales models. Offices have gone virtual. Your customer.
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How to Understand and Thrive in Digital Sales
Hubspot Sales
AUGUST 24, 2020
While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. But what, exactly, does "digital sales" entail? Leverage social media.
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Choosing the Right Sales Motion for Your Business (28 Real-World Examples)
Sales Hacker
SEPTEMBER 2, 2020
They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Inside sales. Low-touch sales. No-touch sales.
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Complete B2B Sales Guide for Modern Sellers
Vengreso
JUNE 27, 2022
Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.
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Sales Brief: Next-level 1:1s, triple your sales, drip sequences, & more
Close.io
MARCH 6, 2020
This week we dive into some of the best sales articles from around the web, featuring an awesome article from Predictable Revenue on question-based selling. In sales, there's a common misconception that by saying the right thing you’ll win the deal. This article makes the case for Question-Based Selling (QBS).
19 best sales influencers you must follow in 2020
Salesmate
JANUARY 28, 2020
He shares valuable insights and tips on sales, marketing, business, startup and much more. Noah also runs a blog called OkDork where he shares amazing articles and podcasts. His Twitter account is constantly ignited with sales, marketing, and growth hacking tips. Be sure to check him out. Max Altschuler. Koka Sexton.
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Why Doesn’t Anyone Care About ROI in the Channel?
Allbound
JULY 25, 2018
I was speaking with a Chief Revenue Officer of a mid-market, mar-tech, SaaS company who was earning about $15 million in Annual Recurring Revenue (ARR) and surprisingly enough, despite having the word “Revenue” in his title, he was shockingly disinterested in measuring the ROI from his channel team. What’s worse? How Can You Measure Success?
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48 Why Sales Organizations Fail-Harvard Business Review
HeavyHitter Sales
MARCH 5, 2014
Here’s one of my recent Harvard Business Review articles titled the Why Sales Organizations Fail. What prevents a sales organization from achieving success? We are trying to create a repeatable sales process but our product focus is changing as much as our sales model.”
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5 Ways to Improve Sales Efficiency
Hubspot Sales
APRIL 1, 2020
Salespeople rely on their marketing departments to feed them qualified leads, and marketers need to know what their sales teams expect in terms of the personas they’re appealing to and the channels through which they’re reaching prospects and customers. How Inside Sales Can Make Your Business More Efficient.
B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right
Sales Hacker
MARCH 22, 2018
I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Inside sales or field sales?
Social Selling: How To Engage & Convert Leads Through Social Media
SalesHandy
JULY 5, 2021
The idea of engaging a lead over traditional channels like email and phone is quickly going stale as most salespeople have crowded towards them. Apart from this – working professionals, who make up for B2B buyers and users, tend to spend less time on these channels. All by focusing on one social channel of your choice.
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Do You Have Enough Selling Heads to Make Your Number in 2018?
SBI Growth
JANUARY 12, 2018
Many of you are looking at the revenue plan and worried that you are already behind. You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.
Are You Maximizing the Yield of All Leads that Enter Your Funnel?
InsightSquared
JANUARY 23, 2019
Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. One theme you will notice throughout this article is that the devil is in the details. But first, let’s get some things straight.
15 Essential Blog Posts About Sales Productivity
Zoominfo
FEBRUARY 14, 2018
Buyers want all this whenever and wherever they please, across channels and devices. 13 Sales Productivity Lessons from the Experts. If you’re a regular reader of the ZoomInfo blog, you’ve seen quite a bit about sales and marketing productivity in the last few weeks. Key Takeaways about Sales Productivity.
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When Are We Going To Understand, It Really Isn’t About The Product!
Partners in Excellence
MARCH 25, 2014
But does that mean sales people are becoming less important? Does that mean more and more is being shifted to more efficient, less costly channels—e-commerce/shopping carts, subscriptions, inside sales where people don’t have to be encumbered with time spent traveling too/from customers? Absolutely!
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CRM Hijacks Customer Experience Strategy
Tony Hughes
NOVEMBER 4, 2018
Design quality end-to-end customer experiences focused on processes incorporating the entire customer life-cycle as they engage with marketing, website, social, call center, inside sales and field sales, solution architects, services, implementation, on-boarding and training, support, renewals and upsell or upgrades.
CRM 82
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The Sales Cadence Tool You Need To Generate More Leads
InsideSales.com
MAY 12, 2020
Create an efficient and productive sales team with the right sales cadence tool. In this article: Give Your Sales Team the Right Tools What Is a Sales Cadence and Why Do You Need it? Using sales cadence tool to optimize sales. This is according to Gabe Larsen, director of Inside Sales Labs.
Lead Rank 97
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Sales Hacker’s 35 Most Influential Women in Sales
Sales Hacker
OCTOBER 30, 2018
Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. by The American Association of Inside Sales Professionals 2013-2018.
Top of Funnel 111
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How To Make A Sales Call To Qualify and Convert Leads into Customers
SalesHandy
APRIL 25, 2021
They are probably the most important and impactful communication channel for your sales team. This is why there needs to be solid processes and steps in place on how to make a sales call. When done correctly, a sales call process will enable you in making successful sales calls, repeatedly and predictively.
The Most Comprehensive Guide to Sales Engagement (Including Strategies, Examples and Platforms)
Vengreso
JANUARY 28, 2022
Sales leaders can improve sales engagement by giving their teams the tools that provide the right analytics and platforms to engage with the customers to grow their sales pipeline. This article serves as a primer on sales engagement and a guide to the best sales engagement platforms to use. Inside Sales.
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20+ LinkedIn Influencers a Sales Person Must Follow in 2018 [Updated]
SalesHandy
JULY 15, 2018
which is a platform that helps you track all your sales activity & the communication between your salesperson & the prospect. He actively writes blogs about cold calling, sales, inside sales & everything related to sales. He has over 15 years of experience in Marketing, Business Development, and Sales.
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[Webinar] How B2B Purchasing Decisions Have Changed
MarketJoy
AUGUST 3, 2018
MarketJoy hosted a live webinar with AA-ISP (American Association of Inside Sales Professionals) on 26th July 2018. Curtis explained how to approach different types of buyer personas and what they’re looking for so that while preparing your marketing strategy you can focus more on relevant lead generation channels and tools.
Lead Management: An Emerging Key Factor in Applying the Tech Stack to Sales
SBI Growth
SEPTEMBER 20, 2018
CRM’s have introduced a lot of fantastic features that over time have become staples of almost every sales and marketing organization. Are you still stuck using legacy CRM’s to drive your Lead Management process? While they provide a lot of.
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How to Build an Online Presence as a Sales Industry Influencer, According to Notable Sales Experts
Hubspot Sales
JULY 14, 2020
We encourage everyone on the team, from sales to engineering, to contribute to our online brand and work together as a team to create momentum. Internally, we have a Slack channel to support the social posts that team members create. Leslie would explain the goal of the article. Over time we collaborated on dozens of articles.
Influencer 118
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How To Get a Sales Job in 2020: Do’s & Don’ts of LinkedIn That Could Make or Break The Decision (Part 3 of 3)
Sales Hacker
JANUARY 7, 2020
Hiring managers want to hire people sharing relevant content that shows their passion for the industry and their practice, especially if that overlaps with their sales process. They want to see people who are engaged on a social channel where their customers are. Do show your passion and eagerness.
Hiring 108
108 A Day In the Life of a Lead Development Manager in IT
Sales Hacker
NOVEMBER 15, 2019
I’ll verify if the accounts are in our wheelhouse, and if so, I’ll distribute them to Inside Sales or an AE to follow up. 4:00 – 4:30pm: I’ll wrap up my day by viewing articles on Saleshacker.com, and figuring out how we can implement those ideas in our business. If I am caught up on those, I will view a TED talk.
Lead Rank 95
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