A Sales Guy

FEBRUARY 1, 2014

The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Managing inside sales can be a full time job.

Inside Sales 118

Inside Sales Sales Qualified Lead Marketing Lead Qualification 118

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 3: Only small deals or accounts are appropriate for virtual sales.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales Hacker

JUNE 20, 2018

4) How and when to execute as a VP of Sales [20:35]. Sales Hacker Podcast—Sponsored by Aircall. The company’s called Aircall and we want to thank them. They empower sales and support teams to ace every call with a phone system specifically built for their favorite business tools. Inside Sales at VMware.

Company 80

Company Hiring Outbound Inbound 80

Sales Hacker

JANUARY 14, 2019

This week on the Sales Hacker podcast , we talk to Amy Appleyard , the recently appointed SVP of Global Inside Sales at CarbonBlack. . Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. What You’ll Learn. Sam’s Corner [46:50].

Inside Sales 54

Inside Sales Lead Rank Lead Scoring Company 54

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 116

Ideal Customer Profile Salary Hiring Lead Rank 116

Mindtickle

JANUARY 9, 2017

. “Onboarding SDRs can actually be really tricky especially for an organization that is doing this for the first time,” explains Ryan Reisert who’s seen his fair share of inside sales onboarding programs. They help companies onboard and ramp up their SDRs.

Inside Sales 52

Inside Sales Outbound How To Inbound 52

Mindtickle

JANUARY 8, 2017

. “Onboarding SDRs can actually be really tricky especially for an organization that is doing this for the first time,” explains Ryan Reisert who’s seen his fair share of inside sales onboarding programs. They help companies onboard and ramp up their SDRs.

Inside Sales 52

Inside Sales Outbound How To Inbound 52

SBI

DECEMBER 4, 2018

NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and the specific people involved in them within accounts.

Intent Data 139

Intent Data Intent Data Enterprise 139

SBI Growth

FEBRUARY 26, 2013

Both are cases where the VP of Sales was blindsided by an evolving customer landscape. Names have been altered to protect anonymity: Acme Company. What Happened: ACME company failed to realize that their customers had turned to the internet to research options. This Inside Sales rep typically closed 6 deals a week.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Hubspot Sales

JUNE 8, 2021

Sales spans every business and every industry. Small businesses need salespeople, as do massive enterprise companies. There are a variety of roles and responsibilities that fall within sales, but the core of all sales careers are the same. Choosing a career path in sales depends on your experience, company, and industry.

Hiring 108

Hiring Salary Top of Funnel Commission 108

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Most of the good sales people do not dream of becoming technical experts. We can do it cheaper inside.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Score More Sales

JULY 22, 2014

Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Sales Hacker

SEPTEMBER 9, 2019

This week on the Sales Hacker podcast, we speak with Ryan Lallier , Director of Inside Sales at InsightSquared. Ryan has a diverse background in Sales, with positions ranging from individual contributor to head of sales roles at companies like Dataminr, Gartner, and YayPay. Ryan’s Sales Career Journey.

Company 55

Company Hiring Inside Sales Call-back 55

Highspot

DECEMBER 21, 2021

Four experienced leaders join company to drive innovation, customer experience and operational excellence. Their deep functional expertise will further extend the company’s category leadership as millions of users leverage the Highspot platform to drive scalable, predictable revenue growth. . SEATTLE, Dec. SEATTLE, Dec.

Hiring 52

Hiring Microsoft Oracle Engineering 52

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? It’s all sales.

Outside Sales 131

Outside Sales Hiring Face-to-face Inside Sales 131

Predictable Revenue

APRIL 26, 2018

On this edition of The Predictable Revenue Podcast, we welcome Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines. The post Social Selling 101 With SMARTASSISTANT’s Karly Neveu appeared first on Predictable Revenue.

Social Selling 83

Social Selling Engineering Inside Sales Sales Operations 83

Vengreso

JULY 17, 2020

As an experienced leader in high-tech companies, her expertise spans sales enablement, business development, marketing and engineering in large companies like AMD and Cisco as well as smaller companies such as Gigamon and 8×8. And with an average of three vendors per buyer, a company would only have 5.6%

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

Zoominfo

SEPTEMBER 24, 2021

“Early adopters of sales automation consistently report increases in customer-facing time, higher customer satisfaction, efficiency improvements of 10 to 15 percent, and sales uplift potential of up to 10 percent, ” management consulting firm McKinsey & Company reported in 2020.

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Pointclear

APRIL 17, 2014

In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick. From Chris Snell , Inside Sales Manager, SMB at Care.com.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Score More Sales

SEPTEMBER 24, 2014

She is IBM’s most prolific female inventor and a mobile software engineer. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Also go to IBM.com/TED to see all of the speakers.

Twitter 210

Twitter Engineering Compensation Inside Sales 210

Score More Sales

SEPTEMBER 30, 2014

In the case of a rapidly growing company, having some workers working remotely can either cut costs for the long-term or simply for the short-term until the company grows enough for a bigger location. From a sales tools perspective, I have seen productivity gains as well as losses. Increase Opportunities.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Vendor Neutral

JULY 30, 2021

Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. After leaving Gartner, Tom launched and developed several innovative companies including Full Armor, Connotate Technologies, DigitalOwl, OurBeginning.com, and Puerta-Bella.com.

Top of Funnel 132

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

Score More Sales

JUNE 30, 2014

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

DECEMBER 18, 2014

The businesses who participated all have annual sales revenues between $10M and $1B. When it comes to innovation (one of my interests within growing companies), it was interesting to see these statistics among the participant mid-market companies: 53% use cloud computing. You can see more about the study here.

Hiring 198

Hiring Wireless Policies Travel 198

Score More Sales

MARCH 25, 2014

Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales. What if you could break out from being unstuck, and catapult your company and maybe even yourself to higher visibility and more revenues? Increase Opportunities.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

Score More Sales

JULY 31, 2014

It often is based on specific companies you are following who fit your profile for best target companies as prospects. Example: I just became interested in a company after they visited our website. Example: I just became interested in a company after they visited our website. Next, put a plan into place.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

Score More Sales

AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? A recent post talked about 3 Must Haves (for your company website) and today we are talking about the importance of personalization for your site. We have run into many B2B websites lately that do not work well on mobile devices.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Score More Sales

DECEMBER 29, 2014

There is definitely an issue in smaller and midsized companies which you don’t always see but is there in nearly every organization. So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Score More Sales

NOVEMBER 28, 2014

Although I write about new trends and social platforms – and really love what I’m seeing with technology reaching mid-market and SMB companies – it’s important to realize that selling socially is not a new concept. Don’t feel bad – many midsized and SMB companies are in the same boat. We have been doing it for hundreds of years.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

Score More Sales

AUGUST 21, 2014

Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. This conversation is directed at B2B companies who are not selling services online. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

SBI

JUNE 17, 2019

SalesTech Video Review: TechTarget’s Priority Engine. TechTarget’s Priority Engine tells you which prospect has the highest probability of needing what you have to offer and the greatest likelihood of buying now. With Priority Engine Sales can find the best people to call on right now. Lead Engagement.

Video 50

Video Case Study Webinar Metrics Engineering 50

Score More Sales

JUNE 25, 2014

The people – your people – in your company, are wrapped up with their version of how the company should grow – how it should expand, and you are limited by the blinders everyone wears. You really don’t have to imagine – because it is a reality for most entrepreneurs growing companies.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

Score More Sales

JULY 11, 2013

He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. We had the understanding of what was being purchased and why to such a degree that we could inform others at this company who were not in the loop. Image credit: peshkova / 123RF Stock Photo.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Score More Sales

MAY 15, 2014

Companies of all sizes are awakening to the fact that in this hyper-competitive messaging environment, being truly and inherently useful breaks through the noise in a way that shouting louder does not. LR: In the mid-market space, what companies are leading the way – not giant brands, but larger SMBs and smaller mid-sized companies?

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

Score More Sales

NOVEMBER 26, 2014

After attending last week’s roundtable put on by IBM Midmarket, I really have been thinking about the following shifts (which I’m sure you do, too if you are a busy sales leader or are someone climbing the corporate ladder at your company). Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

OutboundView

JANUARY 19, 2024

Selling to HR and have an inside sales function or are considering an inside sales function? When they’re working, it’s an amazing engine bringing new talent into the organizations and deals into the sales pipeline. Budgets that were once available for inside sales teams have diminished.

Case Study 36

Case Study Marketing Qualified Lead Outsourcing Services Study 36