SBI Growth

JANUARY 1, 2013

Brian Frank , the head of global sales ops at LinkedIn, will show you how the world’s hottest company got hot because of social selling. Drapeau has studied the impact technology has had on quota attainment more than anyone else I am aware of. If you are wondering how, attend this webinar to see what Social Selling can do for you.

B2B 308

B2B Hiring Quota Social Selling 308

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. The bottom line, process is critical for inside sales teams.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

Understanding the Sales Force

DECEMBER 12, 2013

Understanding the Sales Force by Dave Kurlan The million dollar question. So many studies are conducted - but only on large companies. The Science of Sales Longevity. The Challenger Style and Its Impact on Sales Selection. Why Did the Move from Outside Sales to Inside Sales Take so Long?

Study 149

Study Outside Sales Inside Sales Video 149

Zoominfo

AUGUST 12, 2020

Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Considerations for Inside vs Field Sales Reps.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Sales and Marketing Management

AUGUST 9, 2020

We know that nearly half of any group of leads will buy. The facts (research) show that just because some sales leads are six months to a year old, half of any given group of leads with the same age is still in the market to buy. Regardless of the reason, the reality is that any group of leads from a given month has a life span.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Sales and Marketing Management

NOVEMBER 22, 2017

Why not just ask the reps to tell sales management what reward would motivate them the most? Imagine you’re living in Seattle in 1971 and you’re asked to join a focus group. The first group would occupy a charming, clean and new building with lots of amenities. It’s not a good idea because they can’t.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Understanding the Sales Force

NOVEMBER 11, 2013

Among the things being debated are: The migration from outside to inside sales - yes it''s happening and it''s good; but it won''t happen in every company, to every salesperson or necessarily soon. Some of them partner with Objective Management Group. Remember, that was the top 50 Blogs - not the top 50 sales experts.

Inbound 218

Inbound Survey Lead Rank Lead Scoring 218

Close.io

MARCH 3, 2020

If so, I’ve got some good news for you—in this post I’m going to share my three favorite drip sequences that I truly believe EVERY inside sales team should be using. There’s still plenty of work ahead before you (hopefully) can move that contact into your closed-won group. Customer case study #1. Customer case study #2.

Inside Sales 76

Inside Sales Sales Qualified Lead Case Study Churn 76

DiscoverOrg Sales

JULY 27, 2017

Read our free study: “Why Didn’t They Buy? I was delivering a two-day Sales EQ seminar for a client. The rest of the group of roughly 20 people were participating and energetic. At lunch, I asked the sales leader if there was something going on. The first group will tell machines what to do. Work in inside sales?

Inside Sales 145

Inside Sales Groups Face-to-face Call-back 145

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

Score More Sales

FEBRUARY 4, 2015

For example take Salesforce.com which is the predominant CRM tool sales teams use. Studies for years have shown lack of adoption in companies or failed use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. They overwhelm and often don’t get deployed correctly.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

SalesLoft

JANUARY 29, 2020

We gathered a list of some of the sales industry’s favorites, and where to find them. AA-ISP: The American Association of Inside Sales Professionals (AA-ISP) is an international association dedicated exclusively to advancing the profession of Inside Sales. London Enterprise Sales Forum ).

Groups 52

Groups Scale Networking Webinar Metrics 52

Hubspot Sales

OCTOBER 28, 2020

The worst days to call are Mondays from 6 am to noon and Fridays in the afternoon, according to a study from RingLead. Here’s how to use these statistics to your advantage in the context of a sales outreach campaign. Personalized emails improve clickthrough rates by 14%, and conversion rates by as much as 10%, the Aberdeen Group found.

Data 104

Data Prospecting Top of Funnel Lead Rank 104

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Salary 128

Salary Ideal Customer Profile Hiring Lead Rank 128

Hubspot Sales

AUGUST 24, 2020

You can identify users that are particularly interested in your industry or products and services similar to yours through forums like LinkedIn groups and similar message boards. By joining and contributing to those groups, you can find interested prospects and establish yourself as an industry authority through your insight.

Social Media 142

Social Media Webinar Metrics Case Study How To 142

The ROI Guy

MARCH 12, 2015

Despite a growing economy, research indicates that there will be over 1 million less B2B sales reps employed in 2020 compared to today. At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years.

Inside Sales 90

Inside Sales B2B Field Sales B2C 90

SalesforLife

JULY 28, 2019

As a result, we’ve developed a case study format where SDRs, AE’s, CSM’s, inside sales, field sales, customer success, and channel partners can all work together to come up with solutions that best target a particular account or a group of accounts.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

Markempa - Inside Sales

FEBRUARY 20, 2017

Studies by leading marketing research firms like MarketingSherpa show that 92% of B2B buyers are open to cold calls if the salesperson is relevant. However, to ensure success, cold-calling needs to be part of a holistic lead generation strategy. Prospecting must be smart , articulate, engaging and organized.

Cold Calling 100

Cold Calling Lead Generation Sales Qualified Lead Lead Rank 100

Hubspot Sales

DECEMBER 12, 2017

Here are three benchmark studies to illustrate the average salary for SaaS sales reps: In a 2017 study of more than 700,000 salaries, job aggregator Indeed calculated the national average base salary to be $62,881 for a SaaS account executive and $44,705 for an account representative. 4) SaaS Sales Commission.

Lead Rank 144

Lead Rank Sales Qualified Lead Lead Scoring Salary 144

Factor 8

AUGUST 3, 2017

If helping reps improve is your favorite part of the job, you love to train and call coach, and you agree that inside sales is harder than field sales…read on! Our current team of Advisors are Inside Sales experts with backgrounds of 15 or more years at the Director or VP level. Seriously, this is big.

Hiring 39

Hiring Inside Sales Ideal Customer Profile Energy 39

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. A common theme with delegates in these research groups was that they never ask for funding for CRM because ‘CRM as a dirty word’.

CRM 82

CRM Strategy Customer Epiphany 82

Pointclear

JUNE 7, 2016

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. Sales executive re-reviews PDF and/or CRM and audio file (where/when available). The day of the call.

Follow-up 154

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

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

Zoominfo

FEBRUARY 14, 2018

Want to ramp up sales but feel like it’s always an uphill battle to reach your targets? Sales productivity is the #1 challenge for almost 65% of B2B organizations, according to research from The Bridge Group. Only 33% of inside sales rep’s time is actively spent selling, according to CSO Insights. You’re not alone.

B2B 176

B2B Face-to-face Sales Education 176

Sales Hacker

MARCH 19, 2021

So what is the trend among the few who grow their careers from individual sales contributor to leader ? Curiosity is best demonstrated by teammates who invest in learning throughout their careers in the same fashion one would study for a university degree. So ask yourself, what are you looking to learn today?

Hiring 136

Hiring Top of Funnel Lead Rank Promotion 136

Zoominfo

AUGUST 12, 2020

Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Inside sales reps can handle smaller, more local accounts and offer support to field sales.

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

Nutshell

NOVEMBER 9, 2018

We’ve compiled six of the best strategies for improving sales rep performance based on real-world research and case studies so you can get back to hitting your benchmarks in no time: 1. Inside Sales” Mike Brooks put it , “you can’t close an unqualified lead.” Get to the root of the problem. As “Mr.

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

PandaDoc

SEPTEMBER 2, 2020

Peak Sales Recruiting Blog provides executives, sales leaders, and HR leaders with leading sales insights and actionable advice on recruiting and building high-performance sales teams. What to check out: Four Ways to Utilize Data to Inform Your Sales Process. Rain Group Sales Blog. VanillaSoft Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Salesmate

FEBRUARY 16, 2021

This is what makes them good at sales. According to a study, women tend to close more deals than men. In fact, female performers of this study outperformed men by 73.9%. This confirms that women are truly the future of B2B sales. Lori is recognized by Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Influencer 105

Influencer Eloqua Social Media Oracle 105

HeavyHitter Sales

MARCH 5, 2014

Here’s one of my recent Harvard Business Review articles titled the  Why Sales Organizations Fail.           What prevents a sales organization from achieving success? Every sales organization can be classified based upon whether it is in a “Build,” “Compete,” “Maintain,” “Extend,” or “Cull” stage.

Hiring 108

Hiring Scale Territories Penetration 108

Hubspot Sales

JUNE 1, 2018

Spending a certain amount of time on one group of activities could set a rep up for record week, while concentrating on something else might launch you down the path to a slump. This tactic also applies to inside sales. From a sales perspective, different tasks engage different mental muscles. Multitasking is a myth.

Call-back 112

Call-back Pivotal Follow-up Maximizer 112

ROI4Sales

APRIL 17, 2017

Seller MUST: invest in technology that will enable sales reps to have all the relevant information at their fingertips so they can engage, educate and guide the buyer to the right buying decision. The statistics are firmly established and organizations with inside sales are well aware of the changing buying environment.

Training 71

Training Hiring Journal Education 71

Hubspot Sales

JUNE 22, 2018

TB : In a study of 35+ technology companies , for every 1,000 accounts prospected, the average SDR sourced 33 opportunities. Group similar activities together. Group all of your first calls together, and do the same with all of your second, third, fourth, and nth calls. Join Groups and actively engage. Send group updates.

Buyer 112

Buyer Prospecting Top of Funnel Ideal Customer Profile 112

InsideSales.com

JUNE 12, 2020

Helping companies get there is a core part of what Vertical Relevance helps large-scale sales organizations achieve.”. Inside Sales Teams are Already Digital. We’ve known digital transformation was coming for a long time; many have already transformed their sales development and inside sales teams.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

The Spiff Blog

SEPTEMBER 1, 2022

Door-to-door Sales Workers, News and Street Vendors, and Related Workers: $26,430. In a recent study of more than 160,000 salaries, job aggregator Indeed calculated the national average base salary to be $64,379 for a SaaS account executive and $49,216 for an account representative ( source ). All other: $33,200.

Compensation 81

Compensation Salary Incentives Incentive 81

Igniting Sales Transformation

FEBRUARY 14, 2018

Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. Debbie then transitioned into technology sales with the help of a friend in the early days of the technology revolution. Digital sales transformation requires a shift in mindset. Google Play.

Microsoft 62

Microsoft Meeting Lead Rank Inside Sales 62