Sales and Marketing Management

MARCH 26, 2018

Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right! Recipe for High-Performance Selling. In these three channels is where sales performance can be enhanced. The opportunities are endless.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Vengreso

JANUARY 28, 2022

These days, a lot of sales engagement happens through social media, as more and more of your target audience is using social platforms in their everyday lives. Sales leaders can improve sales engagement by giving their teams the tools that provide the right analytics and platforms to engage with the customers to grow their sales pipeline.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

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

Igniting Sales Transformation

FEBRUARY 14, 2018

Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. How did you get started in sales, Debbie? I always find it fascinating to learn how my guests end up in a career in sales. Tune in to hear the entire interview! What about geography?

Microsoft 62

Microsoft Lead Rank Meeting Inside Sales 62

Close.io

MARCH 10, 2020

A great sales enablement strategy can be the difference between a deal won and a deal lost. Having a sales enablement manager on your team can make it 10x easier for your sales team to be successful. For an inside sales team , the potential impact of sales enablement is huge. But first things first.

Sales Enablement 87

Sales Enablement Hiring Salary Comparison 87

Sales Hacker

AUGUST 7, 2020

VP Europe Sales, Presales and Marketing. Anvil Analytics + Insights. Senior Director Commercial Sales. Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Sales Manager. Social Centered Selling.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SalesHandy

JUNE 5, 2020

Lead nurturing can be carried out using various existing communication channels like phone calls, social media, web ads, emails, direct mail, In-person meetings, etc. It works by delivering a targeted sequence of messages to your leads over one or multiple channels over some time. Clearly, sales teams cannot skip on lead nurturing.

Lead Nurturing 80

Lead Nurturing Sales Qualified Lead Lead Rank Lead Scoring 80

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Channels (799). Selling Skills (528). Outside Sales (81). Analytics (402). Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. Marketing (6398).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. For example, let’s say you sell analytics software. Social Selling.

System 97

System Up-Sell Call-back Face-to-face 97

Sales Hacker

JULY 3, 2018

As far as I know, these solutions initially focused on tedious or redundant tasks — from sales prospecting to contract signing. With the increasing use of artificial intelligence, data analytics, and machine learning to drive many solutions, sales automation capabilities have also become more targeted. Inside Sales.

Sales Automation 65

Sales Automation Outsourcing Services Sales Process Tools 65

Xactly

JULY 16, 2018

Did you embrace the new selling platforms? If you did, then you would have seen an increase in sales and profits. For instance, one perceived sales trend is the idea that inside sales will replace field sales. To capitalize on this trend, you can train inside sales reps how to handle larger accounts.

Trends 55

Trends Hiring How To Social Media 55

Partners in Excellence

NOVEMBER 1, 2016

Reflect back on your career in sales. Regardless how long you have been involved in selling, things have changed in enormous ways. More selling is done at a distance, over the phone, through video/conferencing. Social tools enable us to engage customers in very different ways, through multiple channels.

Face-to-face 48

Face-to-face Decision Maker Tools Education 48

Sales Hacker

NOVEMBER 24, 2020

Subscribe to the Sales Hacker Podcast. Team selling and why it’s making a comeback [7:43]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. We’re on iTunes. And on Stitcher.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

LeadFuze

JANUARY 1, 2022

What sales outsourcing should NOT be: In order to reach more customers, I began hiring resellers and solution partners. In an effort to make a little extra money, I signed up some commission-only outsource sales team agents. Building a repeatable sales model. What are the best ways to sell?

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Distribution Pricing Journal

SEPTEMBER 20, 2023

Even distribution companies – long held up as examples of companies who require large amounts of on-premise work – have turned to remote and hybrid work for certain types of employees. These seemingly small savings add up over time.” Even inside sales for certain industries benefit from proximity to specialized stock.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Sales Hacker

SEPTEMBER 23, 2019

How experience as a sales engineer can play into your role as a sales leader. The sales team’s role in a bottom-up approach. Subscribe to the Sales Hacker Podcast. Kevin’s Experience As a Sales Leader (4:32). Today, we’ve got Kevin Egan, the Vice President of North American Sales at Slack.

Lead Rank 52

Lead Rank Hiring Oracle SalesForce 52

Vengreso

JUNE 27, 2022

Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Mindtickle

JANUARY 27, 2016

Proving the worth of your sales enablement efforts – Metrics to track. Metric 1 – New hire ramp up time. Did you know that the latest inside sales report by The Bridge Group revealed that five months (and growing) was the average ramp-up time for new hires in SaaS companies?

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Sales Cycle 52

Mindtickle

JANUARY 27, 2016

Proving the worth of your sales enablement efforts – Metrics to track. Metric 1 – New hire ramp up time. Did you know that the latest inside sales report by The Bridge Group revealed that five months (and growing) was the average ramp-up time for new hires in SaaS companies?

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Sales Cycle 52

Hubspot Sales

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? These people make up what is called the "buying center." You’ll have three variables to test: the channel you advertise on, the audience you target, and the message you share. And stop investing in channels where you see low conversions.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Hubspot Sales

FEBRUARY 8, 2023

If you're looking to level up your sales team’s performance, turn to artificial intelligence. Although only 37% of all sales organizations currently use AI in sales processes, more than half of high-performing sales organizations leverage AI. That doesn’t mean fully automating your sales jobs.

Forecasting 111

Forecasting Lead Rank Lead Scoring Hubspot 111

SalesHandy

APRIL 25, 2021

When it comes to nurturing and closing leads, sales calls take up a lot of your team’s time and resources. They are probably the most important and impactful communication channel for your sales team. This is why there needs to be solid processes and steps in place on how to make a sales call.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

SalesHandy

MARCH 23, 2020

It has all the important features needed to support both the small and larger inside sales teams so as to optimize and scale their Sales Engagement/Outreach operations and close more deals faster. You can schedule up to 9 more messages to be sent after the first one, making it a total of 10 stages for one campaign.

Top of Funnel 95

Top of Funnel Maximizer Conversion VanillaSoft 95

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Low-touch sales. Inside Sales.

Top of Funnel 108

Top of Funnel Examples Lead Rank ActiveConversion 108

Partners in Excellence

JUNE 12, 2015

New tools and analytics enable manufacturers to more effectively engage customers regardless of the channel they choose at the moment. The tools enable us to have consistent conversations that build on each other as the customer engages us in different channels. Manufacturers are starting to embrace the concept.

Channels 48

Channels B2C Margin Face-to-face 48

InsightSquared

JANUARY 23, 2019

Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. Our friends over at RingDNA agree and wrote this awesome blog post about the importance of call disposition for inside sales teams.

Marketing Qualified Lead 81

Marketing Qualified Lead Lead Rank Top of Funnel Funnel 81

Hubspot Sales

NOVEMBER 21, 2018

decision makers for every sale who have a say in whether a product is purchased. These people make up what is called the “buying center.”. These roles vary based on the product, industry, and vertical you’re selling to. Possible paid digital ad channels might be LinkedIn, Google Ads, Facebook, and Twitter.

Paid Content 133

Paid Content Top of Funnel Lead Rank Webinar Metrics 133

Partners in Excellence

AUGUST 31, 2014

The debate rages, there are 100′s of articles discussing the future of selling. To many, the future of selling is social; to another large segment it’s inside sales; to some it’s the channel. And some declare Transactional Selling as long past it’s expiration date. Drum roll please).

Lead Rank 96

Lead Rank Channels Face-to-face Buying Cycle 96

SalesHandy

MAY 15, 2020

In B2B sales, your ICP has to have the characteristics of an account or organization. Depending on what you’re selling, this list could be longer. This value is represented by a ‘score’ to help prioritize them in your sales pipeline. The channel from where the lead originated should also be taken into consideration, for eg.,

Lead Qualification 98

Lead Qualification Sales Qualified Lead Lead Rank Lead Scoring 98

Sales Hacker

DECEMBER 23, 2020

We decided to tackle the heavy lifting to create this round-up of our favorite sales resources, tools, and guides. This community is made up of regular sales professionals just like you! LinkedIn Social Selling Guide. A blog post on how to optimize your LinkedIn profile to sell better on social media.

Resources 79

Resources Webinar Metrics Hiring Hubspot 79

SalesHandy

MAY 22, 2020

It’s not just us, 55% of sales professionals agreed on using outbound sales as their primary sales technique. Outbound sales is the evergreen sales technique that is being followed and improvised every now and then. Outbound and Inbound sales are two different roads towards the same destination.

Scale 84

Scale Outbound Ideal Customer Profile Tools 84

Close.io

MAY 20, 2019

Unlike revenue, more isn’t always better when it comes to sales data. And instead of empowering your team to sell more, all those numbers and charts and just slowing them down. You don’t need more sales metrics and data to wade through. Announcement: We've just released a new set of sales reporting tools in Close!

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. Every industry needs sales so the education you receive working in this role can be immense. The expectation is that we can “do it all.”

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

SalesHandy

MAY 15, 2020

In B2B sales, your ICP has to have the characteristics of an account or organization. Depending on what you’re selling, this list could be longer. This value is represented by a ‘score’ to help prioritize them in your sales pipeline. The channel from where the lead originated should also be taken into consideration, for eg.,

Lead Qualification 52

Lead Qualification Lead Rank Sales Qualified Lead Lead Scoring 52

Salesmate

JANUARY 24, 2021

Companies have started to build a workforce that finds prospects inside four walls. With inside sales, businesses are putting more effort than just selling their products. The same time when inside sales kicked its way up, the importance of customer support also grew humongous. What is inside sales?

Inside Sales 111

Inside Sales Tools Strategy Face-to-face 111