No More Cold Calling

JANUARY 24, 2019

percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. That means sales reps spend a lot of time on the phone, getting absolutely nowhere. No wonder quota attainment and qualified lead generation continue to be problems for most sales organizations.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Close.io

MARCH 11, 2020

As an inside sales rep, we want ourselves to close all deals and build connections with prospects. Workflow automation as a sales opportunity has been talked about since 1989. Back then, most sales were done over the phone, and while that's still a prominent avenue—email has soared to the top as a channel for sales as well.

Inside Sales 80

Inside Sales Sales Automation Sales Qualified Lead Follow-up 80

A Sales Guy

APRIL 16, 2012

The cost of sales is an extremely important metric. Unfortunately, it’s not one I see on sales leader’s dashboards too often. Do you know what your least expensive sale is? Is it the channel, the farmers, inside sales, the hunters, who? What’s your most expensive sale?

Inside Sales 117

Inside Sales Compensation Channels Outside Sales 117

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. After all, you have calls to make, quotas to hit, and demos to run. But, what if we told you a quick reading break might actually increase your sales productivity? Top 25 Sales Blogs for all Sales Professionals.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Closer's Coffee

APRIL 23, 2020

Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. Inside Sales Reps.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Salary 64

Mindtickle

APRIL 9, 2024

Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels. How is it different from outside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

SalesLoft

OCTOBER 6, 2022

What Is Inside Sales? Inside sales refers to the practice of remote selling, wherein inside sales representatives solely use technology to conduct sales activities. The rise of remote selling has blurred the line between inside sales and outside sales. What Is Outside Sales?

Outside Sales 52

Outside Sales Inside Sales Face-to-face Sales Cycle 52

Close.io

JANUARY 14, 2019

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role.

Inside Sales 108

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 108

Sales and Marketing Management

DECEMBER 14, 2020

Sales training and enablement must become buyer enablement regardless of the channel and preferred buyer experience. All selling is inside selling. Before the pandemic 70% of B2B selling was already “inside selling.” Takeaway: ?Sales In some cases, companies that previously only had field.

B2B 199

B2B Revenue Top of Funnel Margin 199

Partners in Excellence

NOVEMBER 10, 2014

I’ve reflected on the thousands of sales people I’ve worked with over my career. I’ve reflected on stunning performances, outrageous wins, stellar quota attainment. I continue asking: Best quota performance, best sustained quota performance, best profitability, highest growth, biggest single deal, biggest year.

B2C 122

B2C Quota Account Retail 122

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. After all, you have calls to make, quotas to hit, and demos to run. But, what if we told you a quick reading break might actually increase your sales productivity? Top 25 Sales Blogs for all Sales Professionals.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Hubspot Sales

MAY 3, 2018

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly, thanks to technology. But, at the end of the day, you still need to nurture prospects, close deals, and hit your quota. Technology will help salespeople close more deals and hit higher quotas. Sales has split. “As

Top of Funnel 145

Top of Funnel Hiring Lead Rank Sales Qualified Lead 145

Hubspot Sales

AUGUST 8, 2019

Percentage of sales reps attaining 100% quota. Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Imagine one of your reps isn’t hitting her quota. Channel Sales Metrics.

Cost per Acquisition 144

Cost per Acquisition Lead Rank Churn Webinar Metrics 144

Zoominfo

AUGUST 12, 2020

Poor clarity for expectations and goals Sales leaders are — and should be — slaves to the (quota) scoreboard. Sales is no longer an individual sport. As we’ll dive into later, sales teams are built differently in the digital age. Inside Sales or Field Sales? (or

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

Crunchbase

JUNE 21, 2022

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is inside sales?

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Close.io

JUNE 20, 2018

with a distributed team: And in this blog post, we want to break down some of the steps to maintaining a quality culture for a remote sales team. If your remote sales team doesn’t have concrete sales goals and objectives to work toward, their natural instinct will be to go through the motions.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Hubspot Sales

APRIL 1, 2020

The figure is one of the most straightforward, definitive metrics for understanding whether your sales processes, methodologies, and overall strategy are actually worthwhile. It can expose deeper-rooted, more systemic problems in your sales efforts — revealing if your sales operations are sustainable.,

Sales Qualified Lead 111

Sales Qualified Lead Construction Inside Sales Travel 111

Zoominfo

DECEMBER 5, 2017

Whether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Everything from the channel you select to the language you use impacts how your prospect will respond. B2B Sales Follow Up Statistics Sales Follow Up Productivity 1. Multi-Channel Approach 23.

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

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. The Impact of Direct Dials on Sales Productivity.

B2B 176

B2B Face-to-face Sales Education 176

HeavyHitter Sales

MARCH 5, 2014

It is during this stage that the sales model is first established, whether the sales organization will sell directly via outside field salespeople, over the phone with inside salespeople, or through channel partners. “We If these attributes are not instilled into the new sales­people, “organization-thrashing” occurs.

Hiring 108

Hiring Scale Territories Penetration 108

Close.io

JANUARY 14, 2019

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role.

Inside Sales 71

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 71

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

Top of Funnel Hiring Scale Lead Rank 111

Nutshell

NOVEMBER 9, 2018

It’s a tale as old as time: Your sales team isn’t meeting its goals. You thought you hired the right people and that everyone was a good fit for the company, so why aren’t they exceeding their quotas? It’s a technique that has just as much usefulness in the sales room as on the factory floor. They aren’t closing enough sales.”.

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

OutboundView

AUGUST 16, 2019

You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Let’s take a look at the two: inside sales vs outside sales, and see how they square up. . Inside Sales.

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

Partners in Excellence

AUGUST 9, 2013

We create “functional units” in our businesses, sales, marketing, product management, customer service, and so on. These all roll-up (or roll-down) so they are consistent with the goals of the function, say sales, which then roll up to the organization’s goals and objectives.

Energy 104

Energy Demand Generation Agencies Quota Engineering 104

InsideSales.com

SEPTEMBER 24, 2020

With the tactics below, James has hit a net-new win rate of 29% on Stage-2-to-Closed-Won opportunities, and he has doubled his quota attainment two years in a row. Our inside sales team has achieved 7 straight quarters of quota attainment. What kind of impact has that had? HERE’S HOW IT GOES.

Pipeline 75

Pipeline Quota CRM Inside Sales 75

Sales Hacker

JUNE 20, 2018

Jaimie Buss: When I first joined Inktomi, I was brought in under the IT organization to help bridge a gap between sales and IT on the applications that sales needed. That was a six-month tenure at which point I presented my first application to the head of sales engineering and he suggested I join the sales organization.

Company 92

Company Hiring Inbound Outbound 92

Miller Heiman Group

MAY 14, 2020

In our 2019 World-Class Sales Practices Study , we found that organizations that deliver a consistently high experience across every channel—including inside sales, field sales, e-commerce, channel partners and customer service—have higher win rates, quota attainment and revenue plan attainment.

Strategy 78

Strategy Customer Face-to-face Loyalty 78

Igniting Sales Transformation

MAY 11, 2018

In this Conversations with Women in Sales interview, I talked with Jen Sieger, Director Inside Sales Specialist Team at Microsoft about Digital Sales Best Practices. Jen and I talked about how to train your salespeople to leverage Digital Selling Best practices to better connect with customers and exceed sales quotas.

Microsoft 49

Microsoft Inside Sales Twitter Lead Rank 49

Sales Hacker

MARCH 5, 2019

It’s been heartwarming to see how eagerly people in sales have lifted up their peers, mentors, and employees. The Sales Hacker Top 50 Award Categories for 2019 Are: Sales Development. Sales Operations & Enablement. Account Executive/Inside Sales. Sales Leadership. Sales Development.

Hiring 110

Hiring Ideal Customer Profile Scale Lead Rank 110

PandaDoc

APRIL 3, 2023

What is inside sales? Let’s kick things off with a definition of inside sales. The inside sales model is built around the idea of sales reps working from their desks, without leaving the office. This means the inside sales process relies on digital communication, as well as phone calls.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

Hubspot Sales

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. By organizing all lead and customer information in one place and automating data entry, CRM software makes it easy to run the sales process smoothly. Sales reporting. Mobile CRM.

CRM 111

CRM System Lead Rank Lead Scoring 111

Igniting Sales Transformation

JUNE 27, 2018

Lauren is launching a new program called #girlsclub designed to help women in inside sales individual contributor roles develop the skills needed to move into sales leadership positions. Lauren has worked with in-house and outsourced sales teams selling outbound, inbound, via chat, direct, field-teamed, & channel.

Outsourcing Services 56

Outsourcing Services Microsoft SAP Hiring 56

The ROI Guy

JANUARY 11, 2017

Based on independent research from MHI Global / CSO Insights, taking your value marketing and selling to the next level can: Reduce the number of deals ending in “No Decision” by 30% Improve win rates to 51% (a 40% improvement) Boost the number of sales reps meeting / beating quota to 69% and increasing the average annual revenue attainment to 87%.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Chili Piper

NOVEMBER 21, 2018

But with today’s marketing and sales tech and our current buyer landscape, your sales team receives leads in several different ways, which makes monitoring speed-to-lead challenging and futile. The first challenge is the numerous communication channels your buyers can use to request a demo or contact sales.

Lead Rank 80

Lead Rank Lead Scoring B2B Marketing Qualified Lead 80

Igniting Sales Transformation

MARCH 4, 2019

I asked Kristina what she thought the missteps were given that roughly 50% of sellers didn’t achieve quota in 2018. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Thanks to our Sponsors!

Microsoft 91

Microsoft Lead Rank Oracle Conference 91

Sales Hacker

DECEMBER 7, 2018

And in this day and age of cutthroat competition, the War for Talent, and fast-evolving B2B sales and marketing environments, you need the best B2B sales and marketing professionals serving on your behalf. Hiring for Your B2B Sales Team. Segmenting Your B2B Sales Team. The best place to start looking for new hires?

Inbound 78

Inbound Sales Qualified Lead Lead Rank B2B 78