Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Why Don’t Sales Reps Follow Up on Leads?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Pointclear

JULY 17, 2013

Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct. Here’s why: Inside sales teams continue to grow at 15% each year. Good question.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Score More Sales

APRIL 23, 2013

Last week, the American Association of Inside Sales Professionals (AA-ISP) met for their annual Leadership Conference, which was held this year in Chicago. Most of the smartest folk on sales leadership were there, even though there were a number of other sales-related conferences going on that week.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It has come up in every interview we have performed. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Score More Sales

OCTOBER 21, 2013

It could be an annual event that comes to my city, or I may go once a year to a big event where all of my buyers’ industry counterparts meet up. Here are a few ideas on how: Create a group within LinkedIn where you can create content that helps your market niche. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Pointclear

AUGUST 6, 2013

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

SBI Growth

FEBRUARY 2, 2013

Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. You’ll also give your field sales organization the time to acquire more new accounts. Done right, deploying or expanding inside sales will improve revenue and reduce costs. Push them higher up market and expand the team.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

SBI Growth

FEBRUARY 26, 2013

Many Sales VPs are innately aware of the competition. They follow the new products. They even track their peers’ marketing and competitive messaging. Consider the following two scenarios. Both are cases where the VP of Sales was blindsided by an evolving customer landscape. They had the best Teleprospecting team.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Hubspot Sales

JANUARY 11, 2023

Follow-up emails can help establish a connection with your prospects. They’re also essential to your sales operation. Fifty percent of all sales happen after the fifth follow-up attempt, according to Inside Sales. The solution: Automate your follow-up emails. Here’s how.

Follow-up 115

Follow-up Hubspot How To Promotion 115

SBI Growth

MAY 15, 2013

Description: The "look and feel" of the current sales team. Knowing the current Sales Rep make up will reveal the needs of an SM. Other things to look for: Ratio of A Sales Reps to B or C Reps - h igher amount of B or C players will require more of a development/hand-holding approach. Go-to-Market Approach.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

SBI Growth

AUGUST 14, 2013

In an increasingly competitive environment, best-in-class sales organizations are looking for an edge. When you sign up for the session, you’ll learn 4 new ways to modernize your sales force: Understanding the New Buyer. Modernizing Your Sales Process. The New ‘A’ Player Sales Rep. Follow @RyanTognazzini.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

SBI Growth

AUGUST 16, 2013

Agile Sales Talent – reps possess the competencies of the new A player. These competencies show that a sales rep has acquired new capabilities. They have kept up with the market. This is true whether your organization is comprised mainly of outside or inside sales. Agile Sales – embrace the agile movement.

Customer 328

Customer B2C Decision Maker Inside Sales 328

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 Gravy

MARCH 25, 2025

Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. Offer timely webinars on pain points you see trending in your market.

Ideal Customer Profile 86

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 86

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking the question “What have I done before?”. Market conditions 12 months ago were very different. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. This is flawed. Steve’s new plan.

Compensation 325

Compensation Social Media Incentive Incentives 325

Mr. Inside Sales

APRIL 9, 2018

Mike Brooks, Mr. Inside Sales receives multiple awards from AA-ISP’s 2018 Leadership Summit last week: Service Provider of the Year Award – Sales Script Development AND The TOP 25 Most Influential Inside Sales Professionals in 2018 Award. . He also offers customized sales training programs, works as a virtual V.P.

Inside Sales 24

Inside Sales Hiring Scale Conference 24

Mr. Inside Sales

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then Google REALLY started marketing! Then they showed up because my neighbor switched to them. Or Google Fibers?

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

Sales Hacker

FEBRUARY 16, 2021

Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. Follow in Kristin’s footsteps [33:36]. Sam Jacobs: This week, we’ve got another great episode for you with Kristin Twining , VP of business development and inside sales for FireMon. And on Stitcher.

Inside Sales 131

Inside Sales Field Sales Policies Travel 131

Understanding the Sales Force

APRIL 14, 2014

Some of them are marketers who, in order to push their applications, must convince you that marketing can handle both finding and closing sales - all via the internet. Others are from the big new inside sales industry. And if your company and/or your technology is new, you will require great salespeople.

Top of Funnel 253

Top of Funnel Inside Sales Conference Webinar Metrics 253

Hubspot Sales

APRIL 8, 2020

And when they do gear up and venture forth, their efforts on that front are increasingly erring towards customer service activities. 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. Inside Sales.

Inside Sales 126

Inside Sales Hiring Scale Face-to-face 126

SBI Growth

NOVEMBER 12, 2013

As you plan for next year, a defined sales strategy is a must have. By signing up for our Annual Research Tour here , you’ll get the CEO’s Sales Strategy Assessment. A few indications your sales strategy is not working for you: Missing the # - Your reps are trying to be all things to all people. Sign-up here.

Strategy 317

Strategy Hiring Top of Funnel Margin 317

Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." That search turned up these articles on the first page of results: So who wrote all of these articles? The Death of All Selling Forever April 25 2014. Februrary 19 2015.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

SBI Growth

DECEMBER 19, 2012

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. Download this tool here and you can follow along with in the next section.

Sales Operations 303

Sales Operations Compensation Territories Segment 303

The Pipeline

NOVEMBER 6, 2013

As a result they tend to use words that are just not all that effective when selling by phone, without the benefit of body language and limited by straight up intonation. When you picked up the phone you weren’t wondering, or hoping, you wanted to meet. The above is a result of our social conditioning. What’s in Your Pipeline?

Intent 278

Intent Cold Calling Compensation Inside Sales 278

SBI Growth

JUNE 2, 2013

She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Even though she’s sensing a problem, Sales seems to be content with the situation. Increase in Sales rep LinkedIn activity not related to prospects or customers.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

Mr. Inside Sales

JANUARY 2, 2023

Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this is also felt in the accounting department, the marketing department, and everywhere else. Now I’m sure you can come up with your own questions here, but you get the idea. Staying motivated.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Mr. Inside Sales

APRIL 30, 2023

They talk over their prospects and generally learn very little about what it takes to close a sale. with your voice lifting up at the end of the word. Compare that with your own close rate or your team’s closing percentages. Like you’re really curious. Then hit MUTE again and listen as your prospect reveals more.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Mr. Inside Sales

JANUARY 31, 2020

In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch. Conversely, if a prospect has a burning need to purchase as soon as possible, this also helps you adjust your pitch and your follow up actions.

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

Mr. Inside Sales

JULY 17, 2020

Meantime, so I know how to best follow up with you, could you let me know which of the three options below best describe your interest level with us? You’re still in the market, and if we changed our offer just a bit, you’d be open to discussing it. We should set something up to speak again this week. Get Access Today.

Face-to-face 187

Face-to-face Gatekeeper Call-back Decision Maker 187

SBI Growth

JANUARY 1, 2013

In his December sales benchmarking report, Drapeau delivers the most optimistic commentary we have ever seen. It is going up permanently. Yet most sales leaders (and CEOs) assume that sales quota attainment will stay at its old rate. He takes the historical 60% quota attainment rate and ups it to 75%. In 7 years.

B2B 308

B2B Hiring Quota Social Selling 308

Score More Sales

APRIL 29, 2014

You went up to the counter and there was no one in sight to help you. You have a potential buyer and you don’t follow up? Simply by following up with inquiries to your website you will beat the competition. The final step to succeed against your huge industry counterparts is to follow-up more than they do.

Retail 239

Retail Lead Rank Lead Scoring Study 239

Mr. Inside Sales

JANUARY 23, 2020

For example: many real estate agents have put together an up to date, free market analysis of comps of other homes in the area and call local homeowners to give this away. Are you by chance going to be in the market to sell your home within the next 6 to 12 months?”. Are you looking to downsize anytime within the next 5 years?”.

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

Score More Sales

APRIL 21, 2014

It is underutilized among many sellers who think no one will pick up or will listen to their message. Sales professionals in companies doing business with people in other companies should not minimize the power of the telephone and in many cases, use it MORE often. Save hours every week by using the phone.

Skype 243

Skype InsideSales Call-back Google 243