Pointclear

OCTOBER 13, 2011

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. Sales skyrocketed. They came back.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Pointclear

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Inside sales. Lead generation. B2B marketing and sales strategies and tactics. Outsourcing lead generation.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

The Pipeline

JANUARY 15, 2015

There are two trends unfolding of in sales which to date have accidentally intersected, which should be proactively encouraged and facilitated by B2B sales organizations. The social fabric of a company, and the social fabric of the sale is an important component. The art then is to leverage it during the sale.

Social Selling 120

Social Selling Face-to-face Social Media Lead Gen 120

Green Lead's B2B

JANUARY 7, 2010

I would say a majority of insides sales reps may have bailed on this call after the second objection. Don't provide sales drivel in a conversation. Can I line up a conversation between you and Mr. Sales Guy?" " It was impossible to get a conversation going; everybody was talking too much:" How true is this? "If

Lead Gen 37

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 37

Green Lead's B2B

AUGUST 6, 2021

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call.

Outsourcing Services 46

Outsourcing Services Lead Gen Cost per Lead Vendor 46

Green Lead's B2B

DECEMBER 2, 2009

This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen. This is my desired curve.

Lead Gen 34

Lead Gen Leads Marketing Qualified Lead Prospecting 34

SalesLoft

FEBRUARY 24, 2014

Our sales team is experiencing rapid growth, and with over a month of continuous deals, we’ve got sales on the brain. We always have sales on the brain. That’s why we’re sharing a common model for sales compensation and performance expectations. Sales Executive. Senior Sales Executive.

Compensation 52

Compensation Inside Sales Lead Rank Sales Qualified Lead 52

Green Lead's B2B

JANUARY 25, 2011

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call.

Outsourcing Services 36

Outsourcing Services Lead Gen Vendor Lead Rank 36

Green Lead's B2B

MARCH 16, 2010

A similar situation occurred last year with the ice storms and power outages in New Hampshire where one of the other lead gen firms went down completely for three days. For our sales rep clients, lost production from their lead gen partners means lost opportunity. In our business, time is money. Parting shot.

Lead Gen 32

Lead Gen Outsourcing Services Lead Rank Leads 32

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics. Marketing (6398). Training (4995). Prospecting (4539).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

MarketJoy

JULY 13, 2018

It is in seen that often B2B lead gen is often lost or missed because of simple perception gaps that include mismatched priorities, misunderstood needs and failures of communication. Additionally, MarketJoy, hold expertise in combining effective lead generation with modern practices to ensure the product appeals to the buyers.

Webinar Metrics 63

Webinar Metrics Buyer Persona Lead Gen Lead Generation 63

Pointclear

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. So with 10% as the operative number, salespeople must get on the phone and make the calls and use the inbound leads to supplement their efforts.

Outsourcing Services 100

Outsourcing Services Cold Calling B2B Inbound 100

Green Lead's B2B

JULY 16, 2014

The song is over and I remembered all the times I heard inside sales reps complain that "It''s summer, nobody''s working.". Folks, that''s one of the biggest myths in lead gen. In fact, it''s so twisted that some hidden benefits of summer are shrowded. Let''s take a look.

Lead Gen 28

Lead Gen Leads Marketing Qualified Lead Face-to-face 28

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

Paid Content 128

Paid Content Lead Rank Commission Lead Scoring 128

Green Lead's B2B

NOVEMBER 4, 2010

Outbound sales, lead generation and demand gen in general are all about the numbers, too: forecasting good numbers, hitting those numbers and then pushing those numbers to new levels. Lastly, the Wii session inspired a contest at Green Leads this month. I would put up better numbers. It was addicting.

Lead Gen 32

Lead Gen Lead Rank Lead Scoring Leads 32

Green Lead's B2B

JUNE 12, 2013

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner. as the sales process advances". There is no place for BANT in a lead gen scenario, it is for later in the sales cycle. Thank you Ken!

Lead Gen 36

Lead Gen Decision Maker Inside Sales Lead Rank 36

LeadFuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

Sales Hacker

DECEMBER 12, 2017

On top of that, why are sales people some of the few employees subject to variable compensation structures? Do other roles have employees that are all equally internally motivated while sales just attracts the classic “slimy” stereotype that everyone loves to hate? Sales performance is easier to measure than other roles.

Compensation 88

Compensation Hiring Incentive Incentives 88

Green Lead's B2B

MAY 2, 2011

Guest Post from Gareth Morfill, Inside Sales Blackbelt at Green Leads. ps: If you're an Inside Sales Blackbelt , we're hiring. If you were talking to a prospect face to face, do you think that would make you pitch any differently? More confidently? We feel that it absolutely does. Humanizes the typical "cold call".

Lead Gen 26

Lead Gen LinkedIn Face-to-face Leads 26

Tony Hughes

MARCH 4, 2018

It's the end of the sales world as we know it. Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Sales drones are an amusing but eerie concept to me.

Hiring 68

Hiring Top of Funnel Face-to-face Lead Rank 68

Green Lead's B2B

JULY 16, 2014

The song is over and I remembered all the times I heard inside sales reps complain that "It's summer, nobody's working.". Folks, that's one of the biggest myths in lead gen. In fact, it's so twisted that some hidden benefits of summer are shrowded. Let's take a look. Yes, most people take vacation time in the summer.

Lead Gen 20

Lead Gen Leads Marketing Qualified Lead Face-to-face 20

Sales Hacker

JULY 3, 2018

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. What Is Sales Automation?

Sales Automation 73

Sales Automation Outsourcing Services Sales Process Tools 73

Partners in Excellence

JANUARY 2, 2018

They have a fantastic marketing organization, it works very closely with sales in providing inbound leads for sales to follow up. As is usually, the case, the volume of inbound leads is never enough, it usually provides about 50% of what sales people need. I have to admit, I was very skeptical about this.

Prospecting 61

Prospecting Face-to-face Inbound Outbound 61

Green Lead's B2B

MARCH 28, 2011

I can’t be at the Sales & Marketing Leadership Conference in Scottsdale, Arizona, on April 11, but I encourage you to check it out. The event features keynotes from John Grosshans of SAP Americas and Justin Shriber of Oracle (the latter will be reprising his presentation from the recent Sales 2.0

Conference 29

Conference Oracle Marketing Lead Gen 29

Nudge.ai

DECEMBER 8, 2017

Going into the New Year as a B2B sales professional, you’ll likely have some software subscriptions coming up for renewal, so we wanted to prepare you for those decisions. Base: Next-generation CRM software for leading B2B sales teams. Close.io: The inside sales CRM of choice for B2B startups and SMBs.

Lead Rank 51

Lead Rank Lead Scoring Sales Tools B2B 51

Pipeliner

JANUARY 3, 2018

The deal interception, when correctly executed, can shorten an 18-month sales cycle down to mere weeks – especially if it is for an existing account, and the need is NOW. I saw a top sales executive out-dress everyone in flawless suits, ties, pocket squares and shoes you could see your reflection in. 2) Hail Mary Pass (or Kick).

Hiring 45

Hiring Conference Lead Rank Commence 45

Green Lead's B2B

FEBRUARY 11, 2022

How often do demand gen experts ask their sales team, "How are your leads?", "Are your appointments meeting your expectations?" Do you take the dish back if it's not to sales' liking? How often are your leads under-cooked? Set goals for your sales team too. Are leads being followed up on in a timely manner?

Lead Gen 39

Lead Gen Sales Qualified Lead Follow-up CRM 39

Green Lead's B2B

AUGUST 13, 2019

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner. as the sales process advances". There is no place for BANT in a lead gen scenario, it is for later in the sales cycle. Thank you Ken!

Lead Gen 21

Lead Gen Decision Maker Inside Sales Lead Rank 21

Cience

MAY 7, 2019

Let’s talk about the unicorns of sales development: high-quality sales leads. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? There are many sales leads out there. Sales Lead Quantity.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Green Lead's B2B

NOVEMBER 4, 2009

While recently updating our training materials for new hires, I was digesting all the valuable info from our friends at The Bridge Group on inside sales benchmarking and inside sales training. it's different than traditional lead gen. What are some of the measures you look for in your demand gen programs?

Lead Gen 26

Lead Gen Hiring Inside Sales ROI 26

Green Lead's B2B

OCTOBER 29, 2010

A few weeks ago I was digging around one of my favorite sales and marketing tools, LinkedIn (my LinkedIn Lead Gen Tips ), and noticed the Company Stats area. Looking at the charts for Green Leads, the issue of "Years Experience" stood out to me because Linda and I have been discussing the topic during our recent hiring efforts.

Hiring 29

Hiring Lead Gen B2B Lead Rank 29

Green Lead's B2B

JUNE 12, 2013

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner. as the sales process advances". There is no place for BANT in a lead gen scenario, it is for later in the sales cycle. Thank you Ken!

Lead Gen 20

Lead Gen Decision Maker Inside Sales Lead Rank 20

OutboundView

SEPTEMBER 18, 2018

Are you considering outsourced sales development? Your sales team, despite their best efforts, are only human. As a result of this, it might not make sense to have your sales team come up with leads when their time could be better spent on other, more important tasks – such as closing new deals. .

Outsourcing Services 28

Outsourcing Services Sales Outsourcing Hiring Lead Rank 28

Green Lead's B2B

JANUARY 21, 2010

I'll be presenting these 5 Outbound Calling Best Practices later today (4:00-6:30) at Papa Razzi in Burlington at the AA-ISP meeting ( American Association of Inside Sales Professionals ). If they are tip-worthy, I'll add them to the growing list of lead gen tips. when he does successfully set an appointment.

Outbound 29

Outbound Jigsaw InsideView Lead Gen 29

Green Lead's B2B

JUNE 4, 2019

I presented these 5 Outbound Calling Best Practices years ago at a Boston Chapter meeting of AA-ISP ( American Association of Inside Sales Professionals ), and they are still relevant today (with an update on the tech tools). If they are tip-worthy, I'll add them to the growing list of lead gen tips.

Outbound 21

Outbound Lead Gen Inside Sales Google 21