Sales Training Connection

DECEMBER 13, 2013

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. These rooms may still be around but inside sales has undergone a dramatic shift in the last several years.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

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

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Understanding the Sales Force

APRIL 14, 2014

Understanding the Sales Force by Dave Kurlan Last week I wrote this article questioning the Death of SPIN Selling. Over the years I have questioned the impending death of other important areas like cold-calling, selling, sales process, salespeople and more. Others are from the big new inside sales industry.

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. Let''s quickly compare inside sales to outside sales.

Outside Sales 178

Outside Sales Telemarketing Inside Sales Travel 178

Understanding the Sales Force

JUNE 20, 2014

I read most of the other sales blogs too. Some of them are from companies within the Inside Sales community which, in an attempt to sell their services, are also publishing misinformation. And the misinformation is killing sales forces. Image Copyright: lianna2013 / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

Understanding the Sales Force

DECEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan For some salespeople, selling is as caked in tradition and ritual as any religious ceremony. To get a sense for this, consider the many inside sales roles, demo-centric salespeople, and low-level in-home salespeople. hit the milestones of our sales process.

Inside Sales 193

Inside Sales Groups Objections Benefit 193

Understanding the Sales Force

DECEMBER 12, 2013

Why Did the Move from Outside Sales to Inside Sales Take so Long? What is the Most Difficult Part of the Sales Process? Lost Sales, Deals and Accounts - Fairy Tales or Dragnet? Opinion - Why Sales Win Rates Have Reached an All-Time Low.

Study 203

Study Outside Sales Inside Sales Video 203

Score More Sales

MAY 3, 2013

It was an “aha” moment for me this week at the Boston Chapter meeting of the AA-ISP (American Association of Inside Sales Professionals). Session presenters Mark Rodman, Principal of Xtra Effort Solutions and Jeanne Lambert, Director of Inside Sales at Ping Identity did just that. Which would be the right fit?

Company 226

Company Hiring Quota Inside Sales 226

Delicious Sales

MAY 2, 2012

Inside Sales (849). Outside Sales (81). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? In 2009, there were 800,000 inside sales departments. Channels (799).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Gravy

DECEMBER 18, 2020

Brian: Why I Started My Business I was in corporate life from the time I graduated college in 2000, all the way up until 2020, and the last four jobs that I had in the corporate world were inside sales and customer service. Then between 2013 and 2015, I moved into more of a pure sales role where I was cold calling.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

Understanding the Sales Force

DECEMBER 12, 2013

Why Did the Move from Outside Sales to Inside Sales Take so Long? What is the Most Difficult Part of the Sales Process? Lost Sales, Deals and Accounts - Fairy Tales or Dragnet? Opinion - Why Sales Win Rates Have Reached an All-Time Low.

Study 149

Study Outside Sales Inside Sales Video 149

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. c) Copyright 2013 Dave Kurlan'

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

A Sales Guy

DECEMBER 3, 2013

Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. There is a massive influx of tools available to sales organizations. I think I was half right.

Strategy 115

Strategy InsideView Hiring Social Media 115

Score More Sales

JULY 17, 2013

Among other important points, I took away: Only 19% of companies are effective in following a consistent sales process. Only 8% of companies analyze their sales pipeline for root causes. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Hiring 192

Hiring B2B Video Lead Rank 192

InsideSales.com

JULY 1, 2020

Hitting targets is the goal of any sales team member. RELATED: 5 Must Read Sales Books For Inside Sales Reps. A classic hit that everyone will recognize, the soaring lyrics and loud guitar make this a rock classic to pump-up your team and keep the foot on the throttle for sales. Get eBook Now.

Motivation 90

Motivation Inside Sales eBook Sports 90

Chorus.ai

MARCH 4, 2020

After graduating from college in 2013, Hillary took some time to travel the world and volunteer before returning to the U.S. It wasn’t long before she found a job that met both of her career interests: a sales development rep (SDR) at a tech startup. And being part of a collaborative sales process is very appealing to me, too.”

Travel 118

Travel Retail Lead Rank Face-to-face 118

Sales Hacker

OCTOBER 30, 2018

Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. by The American Association of Inside Sales Professionals 2013-2018.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Close.io

DECEMBER 3, 2019

Whether you’re a sales professional that likes reading or doesn’t, you’ll find fresh frameworks and tons of insights in the book. Author : Art Sobczak Published: April 8, 2013. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. 7 Sales Best Practices. Selling Is a Competitive Sport.

Data 86

Data Hiring Analytics Top of Funnel 86

Bernadette McClelland

JANUARY 15, 2017

It was expected that you build a relationship and schmooze prospects with lunches, networking events, in-house days and free giveaways, whereas today so many more people are involved in the decision making process. From 4 people in 2013 according to CSO Insights to an average of 7 people in 2016 according to the Gartner Group.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

The ROI Guy

MARCH 1, 2016

And those opportunities you thought were progressing through the waterfall / sales process to “wins”? And its not just your direct sales reps that have the issue. Many organizations are relying more and more on channel partners and inside sales to drive growth. Percent in 2014 Gartner Forecasts 3.1%

ROI 53

ROI Decision Maker Proposal Forecasting 53

Partners in Excellence

MARCH 19, 2016

.” I’ve been asked to contribute to several of them (I’m not sure why anyone wants to know how I work, I think it works for me, but not many others -but here’s the original one I wrote in 2013 ). Beyond The Sales Process, 12 Proven Strategies For A Customer Driven World , Steve Andersen and Dave Stein.

Ideal Customer Profile 48

Ideal Customer Profile Webinar Metrics Inside Sales Hotels 48

InsideSales.com

MARCH 11, 2020

Finding out the best time to cold call can really help your sales process. Well, it’s simply moved one step down the sales process. Sales professionals need to learn that sales prospecting won’t go any better for them if they continue going for cold calls as the first step in their sales process.

Cold Calling 77

Cold Calling Sales Qualified Lead Call-back eBook 77

SalesLoft

JUNE 19, 2014

Sales Development has gone from a buzzword to an area where all smart SaaS businesses are investing. As it cements itself in the sales process, users search for ways to champion best practices. The answer lies in industry leaders that know sales development better than anyone else. Kyle Porter (@kyleporter) June 14, 2014.

Lead Rank 52

Lead Rank Scale Lead Scoring Twitter 52

Cience

FEBRUARY 5, 2019

As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients. Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

SalesLoft

AUGUST 11, 2013

If your proposals are too complex, I recommend using a spreadsheet template to go over the one-by-one details during the sales process. #2 — Kyle Porter (@kyleporter) July 17, 2013. #3 Know exactly the unique steps in your sales process to get paperwork authorized and walk your buyer through each of the steps.

Closing 52

Closing Proposal How To Decision Maker 52

LeadFuze

AUGUST 5, 2021

Blogger Blurb: In 2014, Jill was honored to be selected as a Sales in Residence at HubSpot Sidekick, providing insights, guidance and direction to the new Sidekick offering. The Sales Blog-Anthony Iannarino. Inside Sales Experts Blog (The Bridge Group, Inc). Evangelizing the power of inside sales.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Green Lead's B2B

MARCH 13, 2013

We felt it was time to poll a generation of Sales 2.0 users and let the statistics tell the story of how Sales 2.0 Mike : What are the biggest Sales 2.0 trends for 2013? Another trend with staying power is the growth of inside sales teams. influences success. Lisa : Content marketing is a trend to watch.

Trends 30

Trends Jigsaw Conference Survey 30

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Sobczak is known for his hands-on, practical advice for telephone and inside sales professionals. Videos by Sales Technology Companies.

Channels 111

Channels Video Training Hiring 111

Green Lead's B2B

MARCH 13, 2013

We felt it was time to poll a generation of Sales 2.0 users and let the statistics tell the story of how Sales 2.0 Mike : What are the biggest Sales 2.0 trends for 2013? Another trend with staying power is the growth of inside sales teams. influences success. Lisa : Content marketing is a trend to watch.

Trends 20

Trends Jigsaw Conference Survey 20

Velocify

DECEMBER 3, 2012

Leads360 recently published a new study, the Ultimate Contact Strategy, highlighting the importance of sales lead follow-up including prompt response, appropriate persistence, and optimal timing between attempts for both phone and email communication.

Leads360 82

Leads360 Leads Marketing Qualified Lead Study 82

Sales Hacker

OCTOBER 7, 2021

Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer. Following Sailthru’s sale to CM Group in 2018, Cassie took on the expanded role of Chief Customer Officer for CM Group’s 200MM+ martech portfolio. Are you a people person?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130