HeavyHitter Sales

JANUARY 18, 2014

.     Sales is both an art and a science. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Score More Sales

JANUARY 8, 2015

At the beginning of the year, everyone should have hope and optimism for a bigger and better sales year ahead. If you do nothing else, make your meeting focused around what is in it for THEM (your audience – sales reps, front line sales leaders, account teams, marketing, etc).

Twitter 120

Twitter Inside Sales Groups Survey 120

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Retaining top talent, especially in markets that experience a talent deficit.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Mr. Inside Sales

NOVEMBER 4, 2016

Boring copy: “At Safeco, my job responsibilities involved sourcing leads through internet research to discover appropriate companies matching our profile. Here is how to turn this around: “At Safeco International – a leader in the cloud computing space – I was an upper tier producer out of an inside sales team of fifteen reps.

Hiring 120

Hiring Outbound How To Sales Qualified Lead 120

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. Who should read this : Inside sales reps will find a lot of high-value advice for smarter cold calling and actionable techniques for tackling specific sales challenges. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. 2) Central IT is Irrelevant?

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. The good news, the research is crystal clear. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value? What does a great “Value” program look like?

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

The Bridge Group

JUNE 15, 2017

Over the last few months, we published our latest research reports on the Account Executive role (AEs, ISRs, etc.). A number of readers have emailed in and the top three requests have been: Update the 2015 calculator with the latest data (allow tailoring by geography, rep experience, ASP, etc.). Well, we've done all three.

Compensation 37

Compensation Hiring Inside Sales Enterprise 37

Tony Hughes

MARCH 4, 2018

It's unclear if ERP firms even understand ERP and it's 2015. With advanced stealth B2B technologies I'm aware of right now, essentially one person can do the work of an entire traditional inside sales team of 50 and the CEO can just fly in and seal the deal. So there is very little research done in this space.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Crunchbase

MAY 14, 2020

Why Jordan should be on your radar: It’s probably a good idea to get used to seeing Jordan Arogeti on these sales leaders lists. From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. Why Brooke should be on your radar: Brooke Bachesta currently leads the mid-market SDR team at Outreach.io.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. Translation: massively lower your cost of sale.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Zoominfo

JUNE 3, 2021

But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies. In early June 2021, the ZoomInfo database listed 117,436 professionals with the term “Inside Sales” in their job title within the United States.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Zoominfo

JUNE 3, 2021

But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies. In early June 2021, the ZoomInfo database listed 117,436 professionals with the term “Inside Sales” in their job title within the United States.

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130

Igniting Sales Transformation

MARCH 20, 2019

As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my experience that year. What I realized in reading that 2015 blog post was that the more things change, the more they actually stay the same. The best sellers understand human behavior.

Conference 101

Conference InsideView Cold Calling Scale 101

Hubspot Sales

OCTOBER 28, 2020

Vorsight found that sales reps are 70% more likely to get an appointment on an unexpected sale if you join LinkedIn Groups. Establishing a connection starts with doing the research. As a content marketer, I’m a little biased here. But I do believe having ample content is important to the sales process.

Data 93

Data Prospecting Top of Funnel Lead Rank 93

InsideSales.com

OCTOBER 14, 2019

Positive feedback from customers can be considered a success by the sales and marketing team. Customers aren’t always looking for a sales pitch. In most cases, they’ve already done their research and want to hear how your solutions fit their individual needs. Customers are now more informed than ever. Get eBook Now.

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

Sales Hacker

SEPTEMBER 29, 2020

And since founding in 2015, we had one flagship product that focuses the AI product, and it’s essentially a very intelligent repository, store contracts in there, executed contracts. We were surprised at how little love those tools that may be in the market today, the legacy tools, like how little love they had for them.

Scale 108

Scale Company Hiring Campaigns 108

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Hang Black.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Tony Hughes

MARCH 7, 2018

I've opined ad nauseam about the power of content marketing to create an octopus's garden to attract whales and that's an ongoing Challenge endeavor that Marketing and B2B salespeople should undertake together but that does not forego, the proactive whale hunting mentality each day. Is the engine full of sawdust?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Close.io

SEPTEMBER 4, 2019

So how do you separate the signal from the noise, and only deal with the sales data that matters most? The answer: with a sales dashboard. As Ezra Fishman, VP of Business Intelligence at Wistia says: When we let data drive our marketing, we all too often optimize for things that are easy to measure, not necessarily what matters most.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. While the whole world is blasting out white noise, start to leverage 'attraction' marketing and pull your dream customers to you. Flip the script.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63