Igniting Sales Transformation

FEBRUARY 14, 2018

This was a really exciting conversation for a lot of reasons. Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. In this post, I’ve summarized key highlights from my conversation with Debbie. How did you get started in sales, Debbie?

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Microsoft Lead Rank Meeting Inside Sales 62

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. You can revisit the fundamentals of selling, acquire a new soft skill that will enable you to close more deals, or simply leisurely read some sales and business literature. We’ve already introduced you to amazing sales books. Gap Selling.

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Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Bernadette McClelland

JANUARY 15, 2017

Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Although I’m not sure selling, per se, has changed!

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Telemarketing Lead Rank Margin Retail 150

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. 18 Outdated Sales Tactics to Kick to the Curb in 2018. The first thing you need to do?

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Cold Calling Social Media Inbound Face-to-face 145

ROI4Sales

APRIL 17, 2017

We don’t say that reps are “sales trained” – for all you English majors – we use the present participle form and refer to it as “sales training.” And for a good reason: sales training must be a continuous process if you are going to be successful in today’s B2B sales environment. The real problem : .

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Training Hiring Journal Education 71

Velocify

AUGUST 24, 2017

BambooHR added Velocify Pulse® and Velocify Dial-IQ® to their sales stack in 2016, working alongside Salesforce and ActOn to empower SDRs in ways that were impossible with their previous inside sales solution. Zak Bills, an SDR at BambooHR, said that their previous inside sales solution was unreliable.

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SalesForce GoldMine Inside Sales Sales Qualified Lead 40

Velocify

FEBRUARY 11, 2013

Texting: A new frontier in sales. Sales professionals can learn a lot from the pioneers that have come before them, and there is much to be gained by using text messaging in the sales process. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2]

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Leads360 Unica Lead Rank Lead Scoring 109

Crunchbase

MAY 14, 2020

This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” We realize, after speaking with several sales leaders, that this methodology excluded some of the most impactful sales leaders, especially those from underrepresented backgrounds. VP of Sales at Mixpanel. Jordan Arogeti. Meka Asonye.

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Top of Funnel Hiring Twitter Lead Rank 101

Green Lead's B2B

JUNE 1, 2022

Back in 2007, Linda and I had no idea we would have built a global pipeline generation company that the Fortune 1000 and some of the biggest tech firms in the industry would trust to generate their sale pipeline from high level Ideal Customer Profile leads (ICPs) to booked and confirmed Sales Qualified Leads (SQLs, or appointments).

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Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 49

InsideSales.com

OCTOBER 23, 2019

At Abstrakt , we’ve scheduled more than 100,000 B2B sales meetings in the last eight years, so we have unique insight and hundreds of thousands of hours put into mastering this skill. During an earnings call on February 24th, 2016, Salesforce CEO Marc Benioff credited their success to their ability to target the CEO. Larger deal sizes.

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Decision Maker Cold Calling How To Gatekeeper 63

CloserIQ

OCTOBER 10, 2018

Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. These companies are all backed by venture capital and are currently hiring in sales roles. This is by no means an exhaustive list, but here are some great companies to consider for your next sales job. ProfitWell.

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Hiring Company Policies Analytics 76

Appbuddy

MAY 16, 2018

In 2016, IBM estimated that poor data quality costs the US economy $3.1 Most CRM systems are overly complicated, so out of necessity, sales reps resort to other measures in order to get their work done. Are you asking your sales reps to update irrelevant fields? Human nature, of course. Are processes taking too long?

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Outsourcing Services CRM Data Lead Capture 40

InsideSales.com

JUNE 12, 2020

Sales will never be the same. This may sound extreme on the surface – but in reality, sales will never return to the way it was before the COVID-19 pandemic, and this is a good thing. Many of the needed sales process changes were forced upon us as we adjusted to selling from home. Inside Sales Teams are Already Digital.

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Face-to-face Travel Call-back Infor 94

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

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Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

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Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

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Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

JANUARY 21, 2019

This week on the Sales Hacker podcast , we talk to Bill Binch , Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. . Subscribe to the Sales Hacker Podcast. What You’ll Learn.

Scale 13

Scale Marketo Hiring PeopleSoft 13

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.

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Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Understanding the Sales Force

SEPTEMBER 21, 2015

And if you want to see just how awful Microsoft's latest Office 2016 for Mac is, read this off-topic post here. I was speaking at the AA-ISP event in Boston earlier this month when I learned something very interesting about how sales leaders feel about coaching salespeople. I was leading a session on how to coach Inside Salespeople.

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Coaching Microsoft Sales Coaching Sales Leadership 120

Hubspot Sales

FEBRUARY 7, 2018

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job. Others, like outside sales, are on the decline.

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Hiring Salary Engineering Compensation 132

Close.io

JUNE 24, 2019

Marketing was responsible for building interest and generating leads and then sales would pick up the baton and close revenue. Meanwhile, sales has always been driven by quotas. Enter sales development. Overview of sales development. What is sales development? Sales development team members/roles.

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Outsourcing Services Lead Rank Hiring Sales Qualified Lead 91

SalesLoft

MARCH 10, 2016

The dust had just begun to settle at the end of Rainmaker 2016, the largest sales development conference in the world. The topic: Account Based Sales Development — diving deep into the people, the process, and the technology behind the model. Conversation role-plays should occur daily and involve the whole team.

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Ideal Customer Profile Lead Rank Intent Account 52

InsideSales.com

APRIL 7, 2020

Read this article to find out more about sales influencer Grant Cardone’s seven simple tips to help you improve your sales follow up technique. RELATED: Infographic: Sales Follow-Up Guide – How To Talk To Customers So They Listen. Seven Tips to Help Improve Your Sales Follow Up Technique. Leave a Message.

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Follow-up Top of Funnel Social Media Account Based Marketing 88

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? Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

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? Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

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. Some aspects of sales, however, don’t.

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Data Hiring Analytics Top of Funnel 86

The Digital Sales Institute

SEPTEMBER 2, 2019

This list of sales statistics to boost selling results can also be used to shape your sales strategy implementation. Sales statistics and data are factors now important in defining any selling activity or investment from social selling to inbound sales. GENERAL SALES STATISTICS. billion online buyers in 2016.

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Paid Content Lead Rank Social Media Cold Calling 51

LeadFuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker.

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Top of Funnel Hiring Lead Rank Retail 98

Sales Hacker

MAY 30, 2019

This hardship, combined with the CRM transition to the cloud and the rise of digital selling, has created a mini gold rush for sales software fueled by abundant VC money. Microsoft has remained quiet since its LinkedIn acquisition in June 2016. Last September, it introduced High Velocity Sales for inside sales.

Scale 101

Scale Intent Data Lead Rank Forecasting 101