Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

Score More Sales

DECEMBER 29, 2014

The issue – dirty data. Dirty data is old data. It is wrong data – double entered and triple entered. It is bad data. How do you cleanse the data? Sample Data Policy: A new record must have the prospect’s first and last name, company, and e-mail address at a minimum. Contact person got promoted.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Crunchbase

FEBRUARY 9, 2021

Let the data reveal the reality of your surroundings. In order to keep up with changes in sales, allow for time in your schedule every day to read a few industry publications or business blogs (like the one you’re reading now). Forecasting starts with one line of data at a time. Don’t assume anything.

Data 98

Data Forecasting Ideal Customer Profile ACT 98

Score More Sales

MARCH 4, 2013

A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory. He started just one year ago.

Inside Sales 182

Inside Sales Guidelines Territories Outbound 182

Lead411

SEPTEMBER 28, 2020

Better, Faster, Cheaper In The Data Intelligence Space. Quality data in sales has always been important. Scott Leese and Richard Harris have been beating this drum for years now and they have co-authored this post specifically as it relates to data quality. Especially when it comes to data sources for Sales Teams.

Data 52

Data Ideal Customer Profile Hiring Intent Data 52

OutboundView

AUGUST 14, 2019

Sales organizations today are commonly organized in two groups, outside sales and inside sales. Inside salespeople reach out to possible prospects and find new sales opportunities. Inside salespeople are also called business development representatives, or sales development reps. Short History.

Inside Sales 31

Inside Sales Outsourcing Services Telemarketing Salary 31

Factor 8

AUGUST 8, 2019

Let’s dig in – starting with the top of the sales funnel or beginning of the buying process. Also called the business development rep, lead generation, sales development rep, appointment setter, marketing development rep, entry-level selling, cold caller, data cleanser, and sadly, the empty seat. Let’s move on. . Best of luck.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

Zoominfo

JANUARY 8, 2020

If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you verify the accuracy of the data? But setting up a sales and marketing database from scratch is not as difficult as you may think.

Top of Funnel 200

Top of Funnel Marketing How To Inbound 200

Zoominfo

OCTOBER 14, 2018

The Problem with your Data. Low-quality data can impact every aspect of a business—particularly sales and marketing. If your team’s performance is lagging and your sales database is a mess, it’s time to conduct an audit of your data. Quality data is the fuel of any successful sales team. See Results.

Cold Calling 198

Cold Calling B2B Decision Maker Data 198

Markempa - Inside Sales

JULY 14, 2014

In inside sales, it’s not just about what you “ask” prospects; it’s about when you ask them. This is where a lot of sales development reps get it wrong. Intuitively, fast, upfront and to-the-point seem like a sound approach and I’m a big fan of brevity.

Inside Sales 40

Inside Sales Lead Nurturing Lead Rank Lead Scoring 40

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Ideal Customer Profile 119

Ideal Customer Profile Salary Hiring Lead Rank 119

Pointclear

AUGUST 29, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via DemandGen Report.

PointClear 222

PointClear B2B Prospecting Referrals 222

Pointclear

OCTOBER 19, 2017

How do your well-compensated sales reps perform (and stay motivated) while you’re filling a vacant set and getting the new hire up to full productivity? We’ll show you using compiled, aggregate data from a variety third-party sources that it costs $66.34 per hour to pay for an inside sales teleprospector vs. $61.50

Outsourcing Services 124

Outsourcing Services Lead Generation PointClear Leads 124

Sales Hacker

SEPTEMBER 22, 2023

Hubspot recently released a blog on how to effectively optimize the freemium conversion rate; see link/visual below: 5 key steps in the process: 1. Take a more hands-on approach to inside sales. You can read the full HubSpot blog here , encapsulating the entire scope on how to effectively take value from the freemium model.

Enterprise 89

Enterprise Enterprise Scale Lead Rank 89

Understanding the Sales Force

APRIL 25, 2014

Understanding the Sales Force by Dave Kurlan You get more bang for your buck on Fridays! The Selling Power Blog has my new article on why consultative selling is so difficult. And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week.

Harvest 218

Harvest Inbound Inside Sales Outbound 218

Score More Sales

OCTOBER 8, 2014

Working with inside sales trailblazer Ken Krogue is going to be a treat. This week in San Francisco will offer lots of good data and “tweetable moments” for sales reps and sales leaders coming through the Twitter stream – just look for #DF14. Sign up for the session information.

Face-to-face 190

Face-to-face Twitter Inside Sales Ideal Customer Profile 190

Score More Sales

SEPTEMBER 30, 2014

As an early adopter of cloud-based CRM, we were storing data in the cloud ten years ago – 12 years ago. I’m curious because every article like this one: 43 Mobile Sales Apps: Tools to Streamline Your Sales Ops opens up a can of worms for the sales reps and even some leaders intent on finding that latest tool to help the team.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Score More Sales

NOVEMBER 26, 2014

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. Finance has more data, and it is extremely difficult to bring disparate data together into insight. Watson is changing that.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Score More Sales

OCTOBER 24, 2014

This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere. I see three ways Watson will help get company big data issues improved, and possibly help conquer some world issues –. Broad Appeal. Increase Opportunities. Expand Your Pipeline.

Analytics 221

Analytics Analysis Compensation Data 221

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. In addition to my Blog , this article appeared on at least 5 other Web Sites leading to many interesting comments and very strong opinions. How could you conclude anything else from this particular set of data?

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

Score More Sales

NOVEMBER 6, 2014

The data scientists at Roundpegg can prove how better culture fits make better revenues for your organization. OMG’s products are backed by years of research and in working with hundreds of thousands of sales reps. The blog is exceptional – I encourage you to regularly read it. First, a couple of tools, then a book.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Vendor Neutral

JULY 30, 2021

Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He's well known from his videos, blog, and newsletter as “the ROI Guy.” Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Zoominfo

FEBRUARY 22, 2021

Sean’s major focus is all about growth and boosting sales education, so he’s a great influencer for you to follow if you’re just getting started in sales and want to build a pipeline fast. Data is the most important commodity in the innovation economy #data #innovation — Sean Sheppard (@seanasheppard) February 9, 2021.

Social Media 205

Social Media Influencer Media Hiring 205

Score More Sales

SEPTEMBER 24, 2014

I think it would be awesome – no big debates on what you did see or haven’t – because you already listed these movies and the device is simply using big data (or small data?) Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. How would that alter your world?

Twitter 210

Twitter Engineering Compensation Inside Sales 210

Score More Sales

NOVEMBER 21, 2014

230 people at IBM participated in “The Design Thinking” process, looking at data points to see how people really do interact in a people-focused manner to accomplish more. IBM is taking action by making a Freemium version of Watson Analytics so that anyone can bring in data and gain understanding of how they could put these insights to use.

Analytics 210

Analytics Compensation Data Engineering 210

The Spiff Blog

SEPTEMBER 1, 2022

And The Bridge Group, an inside sales consulting firm, calculated the average base salary for a SaaS inside sales rep to be $60,000 — with on-target earnings of $118,000 ( source ). Only 37% of sales reps’ time is being spent on revenue-generating activities ( source ). Sales reps need more time to sell.

Compensation 81

Compensation Salary Incentives Incentive 81

Score More Sales

JUNE 27, 2014

It’s pretty simple for them to do accurate research – they have all the data of 275 million (or more) business professionals in their system. They searched for female vs. male names and parsed the data to see how many LinkedIn members were female and in sales vs. male and in sales by industry. Increase Opportunities.

Study 231

Study LinkedIn Hiring Conference 231

Zoominfo

JANUARY 8, 2020

If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you verify the accuracy of the data? But setting up a sales and marketing database from scratch is not as difficult as you may think.

Top of Funnel 100

Top of Funnel Marketing How To Inbound 100

Score More Sales

APRIL 30, 2014

Here are three ways to follow up better and gain more opportunities: Look at Data. If you have been in your sales role for some time, look historically at how long it took from first dial to closed deal with past clients. This will give you a sense of your sales cycle and an idea on when to stop calling on this company.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

SalesHandy

JULY 7, 2021

That means they are losing out on valuable opportunities to generate sales. Throughout this blog, we’ll list out all the ways you can generate leads, with or without marketing help. What is SaaS Sales? So SaaS sales leans heavily towards product education and engagement activities, along with traditional inside sales tactics.

Top of Funnel 98

Top of Funnel Sales Qualified Lead Lead Rank Inbound 98

Score More Sales

DECEMBER 18, 2014

24% use some type of big-data technologies. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. 53% use Internet (VoIP) phone services. 35% are considering 3-D printing.

Hiring 198

Hiring Wireless Policies Travel 198

Score More Sales

JUNE 23, 2014

Information is everywhere and is all of the data, bells and whistles, features, and benefits about your solution. Problem: I want a more streamlined system in my data network with better redundancies and less downtime. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

Pointclear

OCTOBER 23, 2012

You can also catch his popular, award-winning blog here — The JF Blogit. As 2011 meandered to an uneventful close, with no sign of a significant upturn in global economic conditions, we reflected on a year of flat-line results, during which 54% of frontline sales professionals missed quota. Not anymore.

Retail 215

Retail Inside Sales Outside Sales Analysis 215

Score More Sales

JULY 31, 2014

Now there are bigger and better ways – from tools like GageIn to data tools like Avention we can track new contacts at our prospective customer companies – a key way to grow opportunities. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

Score More Sales

DECEMBER 23, 2014

Software Advice surveyed nearly 2000 sales professionals who use a mobile version of a CRM tool and found the following: Nearly all salespeople using mobile CRM (82 percent) say that accessing their system on smartphones and tablets greatly or moderately improves the quality of their CRM data. Increase Opportunities. Close More Deals.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Score More Sales

NOVEMBER 28, 2014

It was community based selling at its finest – based on “small data” and based on crowdsourcing, because we polled our customers and shoppers in person in real-time as they were in the shop. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240