Sales Hacker

FEBRUARY 16, 2021

Subscribe to the Sales Hacker Podcast. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. Sam Jacobs: This week, we’ve got another great episode for you with Kristin Twining , VP of business development and inside sales for FireMon. We’re on iTunes. And on Stitcher.

Inside Sales 131

Inside Sales Field Sales Policies Travel 131

Hubspot Sales

APRIL 8, 2020

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. Sales used to be something that happened "out there" — in the field. Fifty years ago, when the modern sales function evolved, customers were "out there."

Inside Sales 126

Inside Sales Hiring Scale Face-to-face 126

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SEPTEMBER 5, 2012

Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Jill Konrath is THE top name in B2B sales thought leadership today due to a 2nd best-seller, SNAP Selling – and her talented writing and videos regularly produced to a worldwide audience.

How To 284

How To B2B Intent Inside Sales 284

Mr. Inside Sales

JANUARY 6, 2024

He explained that despite our best intentions, most goal setting starts strong, but by March it slows down, and by the summer most—if not all—goals have been abandoned. appeared first on Mr. Inside Sales. When I heard this, my first thought was, “Yeah, but what about the other nine goals?”

Face-to-face 223

Face-to-face Gatekeeper Licensing Decision Maker 223

Marc Wayshak

MARCH 22, 2023

Over the past couple of years, there has been a seismic shift to inside sales. Salespeople who used to sell out in the real world, face-to-face with prospects, began selling inside, never having to leave the office in order to close deals. Inside sales isn’t going anywhere. They probably never will again.

Inside Sales 88

Inside Sales Closing Face-to-face Intent 88

SBI

SEPTEMBER 10, 2020

TechTarget Launches Prospect-Level Intent to Dramatically Accelerate Technology Marketing and Sales Engagements. This new release focuses on Prospect-Level Intent TM data, unique in the industry, that enhances understanding of individual prospects based on their research, engagement and buying team associations.

Ideal Customer Profile 98

Ideal Customer Profile Intent Lead Rank Lead Scoring 98

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

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

SEPTEMBER 16, 2019

What is inside sales? What is outside sales. Should you use inside or outside sales? How can inside and outside sales work together? Skills and qualifications necessary for inside sales. Skills and qualifications necessary for outside sales. What Is Inside Sales?

Outside Sales 100

Outside Sales Inside Sales Hiring Top of Funnel 100

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SEPTEMBER 30, 2014

I’m curious because every article like this one: 43 Mobile Sales Apps: Tools to Streamline Your Sales Ops opens up a can of worms for the sales reps and even some leaders intent on finding that latest tool to help the team. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

The Pipeline

JULY 22, 2013

Having a career path for people not only allows one to service client better with the right assets, but also allow the sales team to develop and succeed in adopting and executing the company’s sales process.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Zoominfo

JULY 29, 2020

Why do Sales Cold Calling Scripts Matter? And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. Having a variety of cold calling scripts on handmakes sales training easier for new hires as well. Think: Intent data. Inside Sales Cold Call Scripts.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Mr. Inside Sales

JUNE 8, 2023

While my pitch remained essentially the same, this change of focus and intent had a dramatic and immediate effect. One day, though, I reframed my attitude from trying to sell things to looking for companies or people I could be of service to and help. Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 208

Face-to-face Gatekeeper Decision Maker Licensing 208

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NOVEMBER 25, 2014

A number of us shared content about our own stories of getting into sales. What I found interesting is that many of my female peers in sales or sales effectiveness got into sales accidentally. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

LinkedIn 198

LinkedIn Twitter Intent Inside Sales 198

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JANUARY 21, 2013

When you are an inside sales rep, you are communicating by voice and perhaps video only. For inside sellers, start dissecting the word choices you use and what you say in e-mails, in voice messages and directly to someone else on the phone in conversation.

Video 227

Video Outbound Intent Inside Sales 227

No More Cold Calling

JUNE 12, 2014

Appreciating his ‘honesty,’ customers would then listen very intently to his wine recommendations, which often cost more than the food—therefore bumping up the total bill and his tip. (I Since 1983, Art Sobczak has helped sales professionals use the phone to be more effective in their prospecting, sales, and servicing of customers.

Objections 240

Objections Face-to-face Small Business Small Business 240

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JULY 31, 2014

Put time blocks in your calendar and work at least 3 times a week, if not five, to intently listen in on what those in the industries you work in are saying and posting. 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

Sales Hacker

MARCH 6, 2018

Most sales managers don’t recognize this and assume that just because their reps have 30 opportunities in their pipeline they can work intently on these and forget about generating new business opportunities. Summary: Stay on top of your sales pipeline metrics. Assign individual KPIs for your reps based on these metrics.

Pipeline 107

Pipeline Inside Sales Top of Funnel Sales Management 107

Pipeliner

MAY 30, 2020

Many people don’t understand the difference between inside sales and outside sales. Things get even more confusing once you throw in terms like direct sales team, and other expansions. This expert sales interview explores: Defining an inside sales team. How to set up an inside sales team.

Inside Sales 59

Inside Sales Campaigns Outside Sales Direct Sales Team 59

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OCTOBER 20, 2014

For now, you can review my six ideas on how to keep new rep on-boarding, sales messaging, and sales management SIMPLER so that we can all accomplish a lot MORE. Planning: Have a 5,000 foot overview of your intentions and your plan. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209

Pipeliner

AUGUST 20, 2021

It’s also different from any other type of marketing for all intents and purposes. From shorter sales cycles to loyal customers and low entry barriers, the SaaS industry boasts all the necessary features for growth. Yet most B2B SaaS businesses fail because they lack effective sales strategies.

Inside Sales 98

Inside Sales B2B Tools Top of Funnel 98

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Mr. Inside Sales

DECEMBER 30, 2018

And that’s when he explained that despite our best intentions, most goal setting starts strong, but by March slows down, and by the summer most—if not all—have been abandoned. The post The Best Goal Setting Technique appeared first on Mr. Inside Sales. What about balance and all that?”.

Intent 156

Intent Inside Sales Follow-up Industry 156

Sales and Marketing Management

AUGUST 9, 2020

Never had an intention to buy in the first place (students, prisoners, competitors, etc.). The inside sales department must jump into action as soon as the lead hits the CRM system and they are notified. Eventually, they: Buy a product from you. Buy from your competitor. Lose funding and don’t buy anything.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

SalesLoft

OCTOBER 6, 2022

What Is Inside Sales? Inside sales refers to the practice of remote selling, wherein inside sales representatives solely use technology to conduct sales activities. The rise of remote selling has blurred the line between inside sales and outside sales. What Is Outside Sales?

Outside Sales 52

Outside Sales Inside Sales Face-to-face Sales Cycle 52

Zoominfo

JANUARY 8, 2020

Will you be building an inside sales team? Will your outside sales team use the data? Pricing can vary significantly depending on whether you’re purchasing a technology-generated list of names and numbers – or a full contact database with human-verified accuracy and contextual information like org charts and intent data.

Top of Funnel 200

Top of Funnel Marketing How To Inbound 200

SalesHandy

JULY 7, 2021

So SaaS sales leans heavily towards product education and engagement activities, along with traditional inside sales tactics. And the SaaS sales process isn’t much different from what you would do in traditional inside sales. Qualify high intent users. Re-engage and nurture low-intent leads.

Top of Funnel 98

Top of Funnel Sales Qualified Lead Lead Rank Inbound 98

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FEBRUARY 9, 2015

Set Monday intentions with Friday reviews (EVERY week). Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Focus on revenue-generating tasks FIRST. How did you do?

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Twitter Intent 120

Hubspot Sales

FEBRUARY 21, 2018

Sales Benchmark Index. Inside Sales Experts Blog. Sales Source. The Sales Leader. The Center for Sales Strategy Blog. As a busy sales professional intent on meeting your objectives, you might wonder if you can afford to consistently read sales blogs. Inside Sales Experts Blog.

Top of Funnel 145

Top of Funnel Hiring Cold Calling Social Selling 145

Sales Hacker

MAY 30, 2019

Last September, it introduced High Velocity Sales for inside sales. These large software vendors offer many capabilities in their sales portfolios, but their activations require projects often too big for many practitioners that turn to point solutions. One area remains nascent: account-based pursuit.

Scale 111

Scale Intent Data Lead Rank Forecasting 111

Hubspot Sales

JUNE 11, 2018

Assume good intent. Good communication is crucial to sales success. That’s because while we can say pretty much anything we want, our body language often reveals our true intentions or meaning. And if you’re in inside sales, the only thing you have to make an impression is your voice. Assume good intent.

Intent 112

Intent Follow-up Call-back Buyer 112

Close.io

JUNE 20, 2018

Sales reps are able to chat throughout the day, go for lunch as a team on a weekly basis, and form authentic relationships with each other. These things aren’t so easy with a remote sales team. You just have to be more intentional about establishing a company culture that helps the entire team succeed. Absolutely not.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

OutboundView

JUNE 12, 2019

There is also a big debate as to whom the inside sales teams should report to. Some people feel that inside sales must report to marketing, while others think they should report to sales. Inside sales should report to whomever cares the most about working with them and making them successful.

Inside Sales 37

Inside Sales Promotion Compensation Marketing 37

Sales Hacker

OCTOBER 30, 2018

In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) but those that take it even a step further by being incredibly intentional about promoting the next generation of female salespeople and making their path a little easier.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

SalesforLife

APRIL 25, 2019

It allows you to track buying intent. There are very few tools in the world that give this power to the sales professional. With LinkedIn Point Drive, sales pros can identify who’s interested, who’s not, and indicate which people in an organization they should get to know. It allows you to back the buying committee.

LinkedIn 86

LinkedIn Company Lead Rank Lead Scoring 86

The Pipeline

DECEMBER 7, 2015

We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or…. As more and more sales organizations turn to an inside sales approach, this becomes a greater factor.

Decision Maker 120

Decision Maker Objections Inside Sales Buyer 120

Markempa - Inside Sales

MARCH 8, 2019

My Sales manager Julie said to me, “ just be people with people.” Here’s what I did: I started talking about how it was my first inside sales job, and how excited I was and how much I knew had to learn. ” I was 22 after all. Just own it and be me. The result? They will feel it.

Face-to-face 77

Face-to-face Call-back Account Based Marketing Inside Sales 77