A Sales Guy

FEBRUARY 1, 2014

The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Managing inside sales can be a full time job.

Inside Sales 118

Inside Sales Sales Qualified Lead Marketing Lead Qualification 118

SBI Growth

JANUARY 25, 2013

Ray Kurzweil, author, inventor, futurist and Director of Engineering at Google. Life as a sales rep is no exception. Many industries are trending towards inside sales. Will you be able to keep the freedom and autonomy of outside sales? This is not a blog on technology. How are you evolving?

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

SBI Growth

JULY 10, 2014

Here are 3 examples that we frequently see sales and marketing leaders implementing to make a quantum leap forward: Inside Sales: Create a new Inside Sales function to serve an ever-increasing segment of customers who prefer to purchase on-line. They know that to Make the Number, they must make some major changes.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Building a successful virtual sales engine also may require shifting the mindset of the sales staff.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Pointclear

APRIL 17, 2014

There is something about hunting down new contacts and business that fuels the engine of top sales reps. Relying solely on inbound activity is akin to eating junk food 3 meals a day for a month … it isn’t adequate fuel for high-performing sales reps.". From Chris Snell , Inside Sales Manager, SMB at Care.com.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

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JULY 22, 2014

I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool – not a world game-changer as it has become. The search engine changed everything, and so has the company. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Pointclear

MAY 5, 2017

Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. The host is Jim Obermayer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

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JULY 11, 2013

If you would like more on this, visit our recent Inside Sales Power Tip on Listening. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Image credit: peshkova / 123RF Stock Photo.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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FEBRUARY 25, 2014

Kill Crutch Words – Inside Sales Power Tip 133. Sales Message Makeover – Inside Sales Power Tip 143. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

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SEPTEMBER 30, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

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SEPTEMBER 24, 2014

She is IBM’s most prolific female inventor and a mobile software engineer. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Also go to IBM.com/TED to see all of the speakers.

Twitter 210

Twitter Engineering Compensation Inside Sales 210

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OCTOBER 30, 2014

They are having search engines find insight about you. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. What companies have removed you from their short list because of what they found online?

Trade Show 215

Trade Show Company Engineering Compensation 215

Mr. Inside Sales

JANUARY 29, 2021

In 1998, this Texas software engineer woke up with numbness in his legs. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 187

Face-to-face Gatekeeper Licensing Decision Maker 187

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

Sales Hacker

MARCH 6, 2018

With effective sales pipeline management , you’ll be able to predict how much revenue your team brings in each week, month, quarter or any given period of time. Here are 5 tips to create a profitable sales pipeline: Reverse engineer the number of opportunities your reps need to hit quota.

Pipeline 107

Pipeline Inside Sales Top of Funnel Sales Management 107

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JUNE 30, 2014

How does your recipe for success work for your sales team? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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MARCH 25, 2014

Ken Krogue is the co-founder of InsideSales.com, a company that offers tools and consulting to companies with inside sales teams. Ken truly is a leader in inside selling strategies. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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AUGUST 26, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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AUGUST 21, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. What are you waiting for?

B2B 231

B2B Google Compensation Ideal Customer Profile 231

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. Offer the human touch whenever customers need it with your sales team?–?whether whether through inside sales or field sales.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Zoominfo

AUGUST 12, 2020

Career paths are laid out with responsibilities that leverage product management, engineering, and operations. Your typical sales onboarding process includes learning team guidelines, utilizing tech stacks, and familiarizing accounts. Inside Sales or Field Sales? (or Considerations for Inside vs Field Sales Reps.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

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JUNE 27, 2014

If it encourages one woman to go for a sales leadership position – all the better! This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Increase Opportunities.

Study 231

Study LinkedIn Hiring Conference 231

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NOVEMBER 28, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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APRIL 29, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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JULY 31, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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

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AUGUST 28, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

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OCTOBER 15, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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NOVEMBER 26, 2014

So there really are ways now to predict performance, grow smarter sales opportunities and build better sales teams – what is your company waiting for? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Workbooks 232

Workbooks Analytics Territories Compensation 232

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JULY 30, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

How To 230

How To Twitter Ideal Customer Profile LinkedIn 230

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DECEMBER 18, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Hiring 198

Hiring Wireless Policies Compensation 198

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JUNE 25, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. When will you start?

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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MAY 23, 2014

If you need help getting started, and are in B2B sales or sales leadership – contact us for a brief strategy session – you won’t regret it. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Follow-up 215

Follow-up Strategy Hiring Decision Maker 215

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DECEMBER 23, 2014

Here is another post written this year about how mobile helps sales reps sell. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Increase Opportunities.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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OCTOBER 24, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Analysis 221

Analysis Analytics Compensation Data 221

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NOVEMBER 20, 2013

I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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MAY 15, 2014

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200