Understanding the Sales Force

APRIL 17, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. It''s a must read.

Inside Sales 272

Inside Sales Oracle Examples Top of Funnel 272

KLA Group

JULY 21, 2021

More specifically, coaching sales reps how to better convert inbound leads into sales-qualified opportunities. The post Convert More Inbound Leads by Coaching Sales Reps in 4 Steps first appeared on KLA Group - Denver. However, there is one connection to sports that often gets overlooked – COACHING. Sales […].

Sales Qualified Lead 111

Sales Qualified Lead Inbound Coaching Marketing Qualified Lead 111

InsightSquared

APRIL 23, 2019

A few years ago it was “Inbound Marketing.” The inbound philosophy advocates publishing content through digital channels to entice qualified individuals to consume the content and enter the sales cycle. Now, we have “Buying Groups.” What the Heck Are Buying Groups? Yet Another Marketing Buzzword? So, Where Do You Start?

Groups 106

Groups Account Based Marketing Sales Process Top of Funnel 106

No More Cold Calling

JUNE 10, 2021

I was a member of a leads group at the San Francisco Chamber of Commerce. I knew the people in my group well. The biggest gap today is between inbound and outbound referrals. We all get occasional inbound referrals—a client moves to another company and calls us. I asked the producer which she liked better. That was it.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Understanding the Sales Force

SEPTEMBER 9, 2013

The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. During the past 12-18 months, good performers have been a rarity among both groups with mediocore and poor candidates being the norm rather than the exception.

Sales Management 288

Sales Management Hiring Compensation Trends 288

DiscoverOrg Sales

MAY 30, 2018

With inbound? My answer is the same: It’s not about inbound. But first, let’s build a great group of customers in your sweet spot. Great data is the number one sales and marketing productivity tool on the face of the planet.” – Trish Bertuzzi , CEO, The Bridge Group. With outbound? With ABM?”.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

SBI Growth

AUGUST 20, 2012

When you receive an inbound lead, Inside Sales allows you to engage the lead instantly. The data shows that if you do not contact an inbound lead before it is 30 minutes old, the likelihood of converting it to a Sales Qualified Lead (SQL) plunges to near zero. How much does your outside sales force add to your costs?

Inside Sales 276

Inside Sales Face-to-face Sales Qualified Lead Customer 276

Understanding the Sales Force

JANUARY 8, 2014

Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. As you might expect from groups who spend all of their time at the top of the sales funnel, there has been a positive impact on their ability to add opportunities to the pipeline. They are very good salespeople.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Score More Sales

AUGUST 7, 2018

Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I love good data. I also love innovation and updating what used to work with what works better.

Follow-up 171

Follow-up Inbound Marketing Qualified Lead Leads 171

Understanding the Sales Force

APRIL 7, 2014

The top of the funnel group is responsible for generating leads and/or scheduling calls and meetings for more traditional salespeople. Inbound, the newest group, where salespeople work the contacts generated by websites, social sites and from getting found.

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

SBI Growth

OCTOBER 13, 2013

Does my potential peer group understand the modern buyer and how to reach them? Understand how they manage their inbound leads. The next time you interview for a sales job, ask yourself a few questions. Is the company I’m interviewing for worth my time? Is the hiring manager keeping pace with my personal evolution? Mystery Shop.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

Sales and Marketing Management

FEBRUARY 11, 2019

Kelly Bosetti is the CEO and founder of CEA Marketing Group and a keynote speaker. CEA Marketing Group is a full-service advertising agency that focuses on digital marketing and building inbound marketing strategies for clients in numerous industries.

Education 330

Education Buyer Buyer Persona Social Media 330

Pointclear

MARCH 13, 2014

Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? Dave Stein, CEO and Founder of ES Research Group Inc. Ruth Stevens, Inbound Marketing is Tough to Scale. Social media and inbound sales are like the icing on the cake, she said. If so, you should probably be doing a lot of social selling.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

SBI Growth

JANUARY 24, 2013

The importance of Marketing has drastically increased with the rise of inbound marketing and Lead Generation. Sales Operations can connect each group implementing an effective Sales Performance Management program. Strategy groups are always keen on ensuring the products and services are generating results.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Sales 2.0

NOVEMBER 12, 2012

We are going to continue to use Linkedin and Twitter for outreach and experiment with some inbound marketing tactics. There are also a ton of great content, user groups, and company information that you can find within Linkedin. What are your main goals in this role and how are you applying Sales 2.0 tools and techniques in this role?

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Zoominfo

MARCH 12, 2025

The sales team required a scalable data solution to efficiently reach corporate groups and event attendees. Event-driven targeting to engage visiting corporate groups in Houston. The firm prioritizes an inbound-led outbound strategy, ensuring that sales reps focus their efforts on high-intent prospects rather than cold outreach.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Sales Hacker

SEPTEMBER 8, 2021

At Outreach, we have designed an efficient inbound lead workflow. What is an inbound lead workflow? An inbound lead workflow is a process put in place across your GTM team using your marketing automation software, your CRM, and your sales engagement solution. If you want to know how… Read on. Let’s start at the beginning.

Lead Rank 112

Lead Rank Marketing Qualified Lead Sales Qualified Lead Inbound 112

Pointclear

JUNE 28, 2012

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations.

Marketing 247

Marketing Outbound Inbound Vendor 247

Understanding the Sales Force

JULY 2, 2014

They use Objective Management Group''s (OMG) Sales Candidate Assessments to identify the new kind of salespeople who will succeed there. It works if you have a dedicated team of top-of-the-funnel inbound marketers. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 202

Airlines Inbound Hubspot Top of Funnel 202

SBI Growth

NOVEMBER 29, 2012

Most complex decisions are made in a group decision. This includes analysts such as Forrester, peer groups, member associations, regional/national conferences, and established industry thought leaders. Begin mapping how you are going to orchestrate inbound and outbound marketing, including content marketing.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

The Pipeline

JUNE 30, 2014

CASL will impact small and medium businesses, the very group Harper’s Conservatives claim to champion, legitimate Canadian businesses and their sales organizations. While social selling, inbound marketing, and various forms of automation are great, they are not all that effective in engaging with those people lopped off by CASL.

Cold Calling 302

Cold Calling Government Direct Mail Inbound 302

Understanding the Sales Force

JULY 10, 2013

Today your brochures live on or as Websites, call-ins went the way of the typewriter, and the closest thing to a bingo card are the inbound leads requesting samples, white papers and free trials. Hire a firm like Objective Management Group to help you identify and select true hunters. (c) More leads = smaller percentage of good leads.

Opportunity 225

Opportunity Pipeline Hiring Real Estate 225

Understanding the Sales Force

MARCH 18, 2014

That is pretty much what we do at Objective Management Group (OMG). And today, with most companies generating inbound leads at a record clip, salespeople don''t even have enough time to follow up on all of them. That too masks the numbers because they certainly have a lot of activity taking place, don''t they?

Case Study 267

Case Study Inbound Forecasting Report 267

Sales Gravy

MARCH 25, 2025

A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. Identify high-potential communities (like certain LinkedIn groups or niche events) where your target ICP congregates. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best.

Ideal Customer Profile 88

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 88

Partners in Excellence

DECEMBER 1, 2022

We rely too much on Inbound leads to achieve our goals! Our prospecting strategies are dominated by creating Inbound demand that sellers respond to. Inevitably, inbound is never sufficient. Relying on inbound, we leave all the heavy lifting of managing their buying process to the buyers. And then they reach out.

Inbound 71

Inbound Face-to-face Lead Gen Vendor 71

Score More Sales

AUGUST 5, 2013

They also cobbled together an inbound marketing strategy which already is gaining them visibility on the web. Good outbound calling tied in with a smart inbound marketing program is a great combination to grow sales opportunities. One rep tripled her meetings and the other doubled his. Don’t Make it So Hard on Yourself.

Inside Sales 220

Inside Sales Outbound Inbound Lead Scoring 220

Score More Sales

SEPTEMBER 15, 2014

This week thousands of content creators are getting together in Boston to hear about how inbound marketing has developed over the past year in a big event called INBOUND 2014. Initially for customers of Hubspot, the INBOUND event now attracts thousands of marketers, sales leaders, and business builders from around the world.

Inbound 186

Inbound Hubspot Ideal Customer Profile Buyer 186

Zoominfo

FEBRUARY 26, 2018

Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. They define inbound marketing as the following: Inbound marketing is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.

Top of Funnel 206

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 206

DiscoverOrg Sales

SEPTEMBER 28, 2017

Real stories are a very engaging way to convince a hesitant group of AEs about the benefits of an account-based approach. It’s hard for a sales team to stay 100% focused on their target account list, when Marketing keeps on feeding them inbound MQLs. One way to avoid this distraction is to split Sales into inbound and outbound teams.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

SBI Growth

SEPTEMBER 23, 2012

Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.). Sales Reps should also be participating in social groups by posting and answering questions - with the idea of educating with value, not pushing your brand.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

JANUARY 20, 2013

Social selling, inbound marketing lead generation, and personal brands are the name of the game. Your CEO is evaluated on how well he’s leading the company against a benchmarked relevant peer group. What have you done this year to upsell and cross sell them incrementally? Is your team at this level? Or headed there? ROIC / ROC.

Hiring 306

Hiring Margin Quota Inbound 306

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. I asked the same group, “Are you totally comfortable having an executive conversation with a real person?” What does that say about your team’s prospecting prowess? This time, 85.53

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Understanding the Sales Force

DECEMBER 9, 2013

Inbound Marketing - following up on internet-driven leads. Outside salespeople are simply the latest in that group to succumb to change. By the way, inside sales is a term that no longer works for me because it could refer to any of the following roles: Customer Service - solving problems. Order Fulfillment - taking orders.

Inside Sales 269

Inside Sales Outside Sales Telemarketing Travel 269

Understanding the Sales Force

SEPTEMBER 17, 2014

Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Next I reviewed around 250 of the newest Objective Management Group (OMG) accounts for sales candidate assessments and discovered that 42% of the open positions are for inside sales roles.

Inside Sales 215

Inside Sales Outside Sales Study Distribution 215

Score More Sales

NOVEMBER 6, 2014

Assessment Tool: Objective Management Group Sales Candidate Assessment. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year. You can download Roundpegg’s Culture Book to learn more – they will require your name and email in exchange.

Hiring 229

Hiring How To Lead Scoring Lead Rank 229

Pointclear

MARCH 27, 2014

Over reliance on inbound marketing leads to smaller deal sizes with lower level decision makers – one client’s pipeline disappeared and their average deal size fell to 1/3 of what it was with a more blended, “allbound,” approach. Connect with Paul on Twitter: @pgillin. Connect with Allan on Twitter: @allanschoenberg By Dan McDade.'

Social Media 223

Social Media Media B2B Decision Maker 223

SBI

FEBRUARY 3, 2021

Regardless of where you start, you can feel confident that solutions have carefully been grouped. 5] Inbound Sales Rep that responds to inbound leads. [6] We will be sorting out the SMB-only CRM solutions in a later edition. [3] 3] Marketers may pay for the solution, but Sales will be the primary user. [4]

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180