Pointclear

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. The most successful organizations are realizing the vision of sales 2.0, The role of inside sales continues to expand and rise in prominence.

PointClear 222

PointClear B2B Prospecting Referrals 222

SBI Growth

AUGUST 15, 2012

To be a game changing Sales Operations leader, you should be asking yourself the following: What is the market for our products/services? What data can we mine to generate insights about our customers? What qualitative field data should I capture to authenticate the story? How well do we know the buyer of our product/service?

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Score More Sales

DECEMBER 29, 2014

The issue – dirty data. Dirty data is old data. It is wrong data – double entered and triple entered. It is bad data. How do you cleanse the data? Sample Data Policy: A new record must have the prospect’s first and last name, company, and e-mail address at a minimum.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Hubspot Sales

APRIL 9, 2020

Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Not to mention, just because the tools and tech you have in place for your outside sales team work well for their needs, doesn't necessarily mean they'll be an ideal fit for your inside sales reps, too.

Inside Sales 132

Inside Sales Sales Technology Wireless Hubspot 132

DiscoverOrg Sales

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others. Sales uses a CRM … but the marketing automation system might not integrate.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Mr. Inside Sales

AUGUST 18, 2018

Inside Sales Management Made Easy. Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices. Being an inside sales manager is tough these days. By Mike Brooks, [link]. By recording their calls and reviewing them with each rep.

Inside Sales 137

Inside Sales Top of Funnel Training Film 137

Gong.io

MARCH 19, 2020

Here’s what you – aka sales professionals – need to know to make the switch. . It’s the ultimate test to becoming a world-class inside sales rep. . Prospects use the first few minutes of a sales presentation to decide whether to pay attention or not. Next , get personal with your prospect. Same words.

Inside Sales 153

Inside Sales Field Sales Quota Call-back 153

Salesmate

JANUARY 24, 2021

Companies have started to build a workforce that finds prospects inside four walls. With inside sales, businesses are putting more effort than just selling their products. The same time when inside sales kicked its way up, the importance of customer support also grew humongous. What is inside sales?

Inside Sales 111

Inside Sales Tools Strategy Outside Sales 111

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. Prospecting Sales 2.0 I literally wrote on a napkin.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Table of Contents What is inside sales training? Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

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. What was surprising is how many aren’t taking advantage of the scores of freely available data at their fingertips. Do you feel that your sales strategy could benefit from an injection of data?

Data 104

Data Prospecting Top of Funnel Lead Rank 104

SBI

DECEMBER 4, 2018

NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and the specific people involved in them within accounts.

Intent Data 139

Intent Data Intent Data Enterprise 139

SBI

OCTOBER 2, 2018

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments.

Inside Sales 102

Inside Sales Data Lead Rank Hiring 102

Hubspot Sales

MAY 5, 2020

Unfortunately, there still isn’t a gold standard or set of rules for sales leadership to use when building an enablement plan to support a remote workforce focused on inside sales. Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy.

Inside Sales 134

Inside Sales Sales Enablement Face-to-face Call-back 134

Hubspot Sales

JANUARY 5, 2024

I’ve been in contact with sales experts about how AI has helped them. They’ve shared tips and AI hacks for inside sales reps, as well as tips for coping with — and bouncing back from — bad sales months. Salespeople don’t need to be tech gurus to scour the internet for info on a prospect before they make a call.

Inside Sales 115

Inside Sales Lead Rank Lead Scoring Churn 115

Hubspot Sales

MAY 31, 2020

These kinds of metrics often wind up under-appreciated or even unknown, but they can be crucial assets for keeping a pulse on your sales efforts. Here are 14 important inside sales metrics you should be tracking in 2020. Sales Activity Metrics. Sales Results Metrics. Call to Connect Ratio. Quota Attainment.

Inside Sales 119

Inside Sales Forecasting Quota Pipeline 119

SBI Growth

JUNE 2, 2013

The HR partner to sales will probably need help getting indicator data. Most of this will come from Sales Operations. However, HR will have some of the data, too. Increasing number of vacant Sales Rep positions. You may have to ask Sales Ops or the Sales Managers for data. This one is obvious.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

The Pipeline

AUGUST 27, 2020

Darryl will guide us through a tour of the “fundamental pillars” of running Inside Sales and Engagement practices! To what extent do CRMs and Marketing Automation tools help in achieving the results?

VanillaSoft 283

VanillaSoft Inside Sales Analytics Sales Coaching 283

SBI Growth

JANUARY 21, 2013

Your CEO and CFO are data-driven. 5 years ago, the two black boxes of reliable data were Sales and Marketing. If you present metrics like win rate, pre-qualified pipeline, and prospect meetings to the CEO, you’re in trouble. These are "inward out" metrics that only Sales leaders care about.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

DiscoverOrg Sales

NOVEMBER 9, 2016

Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Modern sales teams are now more data-driven than ever before. As sales science continues to evolve, what impacts will that have on the art of sales communications? Be persistent.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

SBI Growth

JANUARY 24, 2013

Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. Stitch the sales and marketing organizations together by making data meaningful via a robust sales performance management system. Over the last several years we have all seen significant shifts in sales and marketing.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Close.io

JANUARY 21, 2020

A study by Harvard Business Review found that 56% of prospects complain about poor follow-ups. And 48% of those prospects will tell at least 10 people about their poor follow-up experience. There will be times when you talk to a prospect on your first attempt. Cold email outreach is a huge part of inside sales.

Follow-up 107

Follow-up Prospecting Data Lead Rank 107

Understanding the Sales Force

JANUARY 8, 2014

In my opinion, the challenge is the data iself. Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. If every other ratio remains the same, then more opportunities will translate to more sales and greater revenue. That leaves the B''s.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Zoominfo

OCTOBER 14, 2018

cold call attempts to reach a prospect. The Problem with your Data. Low-quality data can impact every aspect of a business—particularly sales and marketing. If your team’s performance is lagging and your sales database is a mess, it’s time to conduct an audit of your data. of sales reps’ time.

Cold Calling 198

Cold Calling B2B Decision Maker Data 198

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. The same people urging lots of data and insight often have not sat in a busy office with dozens of sales reps making calls. Warm every call up. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Close.io

OCTOBER 9, 2019

In this post, we’re sharing three inside sales job descriptions that you can steal and personalize for your business in order to attract the right sales talent in 2020! Job description template: junior inside sales professional. ? Job description template: inside sales leader. ? Let’s get going.

Inside Sales 91

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91

Score More Sales

APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. Here are three ways to follow up better and gain more opportunities: Look at Data. Create a Targeted List.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Showpad

MAY 29, 2019

Inside sales definition. Inside sales is a type of sales where representatives perform regular sales activities remotely rather than consistent face-to-face meetings. With this shift in sales processes comes the increased popularity of inside sales across B2B organizations.

Inside Sales 76

Inside Sales Sales Enablement Top of Funnel Salary 76

Zoominfo

AUGUST 12, 2020

Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. Inside Sales or Field Sales? (or

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Crunchbase

OCTOBER 14, 2020

Sales make the business world go ’round, but data is the gravity that holds everything together to be cohesive and coherent. Data teaches us the most important lessons: what went right or wrong, what can be improved, and what path forward we should take. Why is a data-first approach so important? Data As A Sales Tool.

Data 122

Data Churn Hiring Forecasting 122

Close.io

MARCH 11, 2020

As an inside sales rep, we want ourselves to close all deals and build connections with prospects. 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. Although to do this, you need to prospect effectively.

Inside Sales 80

Inside Sales Sales Automation Sales Qualified Lead Follow-up 80

DiscoverOrg Sales

SEPTEMBER 14, 2018

How to Leverage Prospect Insights for Lead Generation”. That means having all your B2B marketing data in one place, alongside some metrics. But a lot of marketers are still not completing the feedback loop by analyzing all the data they’re collecting, and translating those numbers to smart decisions going forward.

Account Based Marketing 202

Account Based Marketing SalesForce Top of Funnel Hotels 202

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. Combining Data with Predictive Analytics.

Data 86

Data Hiring Analytics Top of Funnel 86

Crunchbase

DECEMBER 11, 2020

It’s no secret that data is running the world. For most businesses, data is critical to growth and expansion, and today they have access to a robust amount of data. More companies are relying on data to help them identify challenges, make timely decisions and impact their bottom lines. Align on team goals and strategy.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

Score More Sales

JULY 31, 2014

It often is based on specific companies you are following who fit your profile for best target companies as prospects. Do you want to learn about your prospective customer’s world? Do you use alerts to keep tabs on your prospective buyers and existing customers? Next, put a plan into place. Follow them there. What did you learn?

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Who are your prospective buyers and what roles are they in?

LinkedIn 222

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 222