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

OCTOBER 21, 2013

Networks are important for sales professionals. You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Mr. Inside Sales

JUNE 17, 2022

After the client thought about it, he declined Jeffrey’s offer, and then he polled the sales team, and here were their common objections: #1: Too expensive (don’t have the budget). #2: 4: Going to use their old vendor. #5: 7: #8: Turns out, this company’s “complicated sale” had just six objections they got 90% of the time.

Face-to-face 156

Face-to-face How To Gatekeeper Objections 156

Mr. Inside Sales

MAY 22, 2020

Companies and people are still buying. You probably wrote a sale just last week, and the top producers in your office are still writing business. True story: I was walking in my neighborhood the other day, and a home went on sale—you know, the sign in the front yard, etc. It makes sense, doesn’t it? Well, it isn’t.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

OutboundView

MAY 13, 2020

Interview With David Dulany of Tenbound About Outsourcing Inside Sales. I had the pleasure of sitting down with David Dulany of Tenbound, an absolute expert in everything inside sales. When Does Outsourcing Inside Sales Make Sense? But when should you actually consider outsourcing inside sales?

Outsourcing Services 36

Outsourcing Services Inside Sales Sales Outsourcing Vendor 36

Score More Sales

APRIL 2, 2012

We are adamant that if you are in inside sales (or outbound sales) you must STOP these practices immediately. If your sales leader thinks they are OK or that they work, please send them our way. A vendor called me last week with an “end of Q1 deal” because he wants to make his numbers. Do better, people.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

Carew International

OCTOBER 10, 2019

We’ve recently written about the importance of responsiveness and the use of the exploratory process in inside sales. This week, we’re writing about the third key aspect of any inside sales process – follow-up. Proper follow-up in inside sales is the cornerstone to completing the sales cycle.

Follow-up 45

Follow-up Inside Sales Face-to-face Social Media 45

Mr. Inside Sales

DECEMBER 4, 2020

We’ve already got a company that handles that.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?”. Enjoy and happy holidays!

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Mr. Inside Sales

MARCH 21, 2019

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Presenter: Mike Brooks, Mr. Inside Sales.

Face-to-face 138

Face-to-face B2C Inside Sales Gatekeeper 138

Mr. Inside Sales

JUNE 19, 2020

I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”. People are going out, companies are opening, and economies are trying to come to life. Ask yourself: What are the companies in your space most wanting to do right now?

Face-to-face 158

Face-to-face Gatekeeper Call-back Decision Maker 158

SBI

OCTOBER 1, 2014

You’ll get org-charts on 100% of the 15,000+ profiled companies. Thousands of sales organizations use DocuSign to get contracts signed more quickly than ever before. Fantasy Sales Team. Now you can run exceptional sales contests modeled on fantasty sports. LinkedIn: Sales Solutions. DiscoverOrg. DiscoverOrg.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Green Lead's B2B

AUGUST 6, 2021

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call. Monthly fee?

Outsourcing Services 46

Outsourcing Services Lead Gen Cost per Lead Vendor 46

Mr. Inside Sales

NOVEMBER 26, 2018

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. We’re all set”. Let me ask you…”.

Face-to-face 152

Face-to-face Vendor Objections Inside Sales 152

Allego

AUGUST 23, 2022

We are pleased to announce that Allego has been recognized as a Representative Vendor in the 2022 Gartner Market Guide for Revenue Enablement Platforms. Revenue enablement platforms, formerly sales enablement, provide key functionality enabling resources that generate revenue via content, training and coaching.”.

Revenue 117

Revenue Face-to-face Marketing Vendor 117

Mr. Inside Sales

AUGUST 22, 2019

Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click He re and use the coupon code: EARLY ]. Quick question: Are you still the right contact person who handles ordering the __ for your company?”. Response #2. “Oh Oh that’s O.K.,

Objections 152

Objections Face-to-face How To Inside Sales 152

Showpad

DECEMBER 5, 2018

And as companies invest more than ever in digital, the amount of solutions available to them only continues to grow. The process of identifying and implementing the right sales enablement technology specifically can be daunting so you need to know where the players fit in the solution ecosystem. trillion in 2019 — a 3.2

Vendor 40

Vendor Marketing Comparison Enterprise 40

Mr. Inside Sales

MARCH 20, 2020

“We have looked into your company before—and other vendors like yours—and we just haven’t seen your type of solution working for us. “In I will check in with you next month just to assess how your company’s situation is progressing in general, and how you are doing personally. Hope you understand.”. I hope you are coping well.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Mr. Inside Sales

DECEMBER 17, 2018

“We’ve already got a company that handles that.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?”. We’re fine for right now.”.

Decision Maker 137

Decision Maker Vendor Face-to-face Objections 137

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

Sales and Marketing Management

DECEMBER 14, 2020

When the field reps were forced to stop calling on customers and prospects in person last March due to the pandemic, the company was faced with a challenge. “We We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

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. Overview : Acme was the preferred vendor in the market. Prospects who did engage were speaking with multiple vendors as well. Beta Company’s Field Reps closed an average of 2.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Mr. Inside Sales

JULY 13, 2018

And, this technique will work with any of the following sales objections or sales stalls like: 1) We wouldn’t be interested. 2) We already have a company that handles that. A new vendor for different services, or. • To compare quotes and services with a different vendor, or. • 2) Decision makers. 3) Assistants.

Cold Calling 143

Cold Calling Objections Sales Qualified Lead Prospecting 143

Score More Sales

OCTOBER 13, 2014

I think he summarizes my thoughts well on this – sales pros need to do a BETTER job, putting in MORE effort to do some research, and then PERSONALIZE a message to me, your potential buyer! Like Mark, I am also heading to Dreamforce (see my previous post ) so am on everyone’s list with a target on my back with vendors exhibiting.

Vendor 204

Vendor Influencer Segment Twitter 204

Openview

MARCH 16, 2018

And what we now consider to be “old cloud” companies were just being founded. Salesforce was one of the first out of the gate with an inside model. Marc Benioff and his team demonstrated a consistent ability to scale with an outbound sales team in those early years. And with that, modern inside sales was born.

Outbound 89

Outbound Lead Rank Company Scale 89

SBI Growth

JANUARY 21, 2013

Webcams, webinars, and self-directed presentations have narrowed the distance between vendor and prospect. Smart, nimble companies will be building Inside Sales departments capable of developing and closing opportunities. The other three vendors sent AT LEAST two field representatives. One presentation was virtual.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Vendor Neutral

JULY 16, 2021

Stop the constant churn of sales technology solutions…and the significant revenue losses associated with it. Enhance your sales organization’s ROI. Dan Cilley, Vendor Neutral Dan helps companies clear the fog surrounding the SalesTech selection process. Our Panelists.

Sales Technology 52

Sales Technology Vendor Webinar Metrics Travel 52

SBI

DECEMBER 4, 2018

John: Our purchase intent data platform is called Priority Engine because it enables sales people to better prioritize their call plans, their coverage within accounts, their outreach actions and their messaging. NANCY: DESCRIBE THE FIRST 30 DAYS AFTER A COMPANY PURCHASES YOUR SOLUTION. John: Our clients see ROI on many levels.

Intent Data 139

Intent Data Intent Data Enterprise 139

Score More Sales

SEPTEMBER 22, 2014

When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. If you are an individual contributor in an inside sales role, is there one big event each year you could somehow get to?

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

Sales and Marketing Management

JULY 13, 2020

Author: Dean Stier, CMO of National Business Furniture Sometimes they’re taking calls at company headquarters, sometimes they’re visiting with a client, sometimes they’re managing their workflow from home, and sometimes they’re somewhere else entirely. Wherever they are, your sales force is a dynamic team that's unique to you.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Zoominfo

OCTOBER 14, 2018

of sales reps’ time. That’s 546 hours a year per full-time inside sales rep ( source ). Inaccurate data has a direct impact on the bottom line of 88% of businesses, with the average company losing 12% of its revenue as a result ( source ). 94% of businesses suspect that their customer data is inaccurate ( source ).

Cold Calling 198

Cold Calling B2B Decision Maker Data 198

Sales 2.0

JUNE 29, 2014

Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors. I first created this framework from stressing out about the lousy results my inside sales team was getting cold calling. I literally wrote on a napkin.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

Sales Hacker

SEPTEMBER 22, 2023

Take a more hands-on approach to inside sales. Establishing an inside sales team can enhance freemium conversion rates for enterprise-level B2B products by focusing on identifying and directly engaging high-priority leads. Freemium to premium is one thing but how do we turn a sign-up into a wall-wall, big enterprise logo?

Enterprise 87

Enterprise Enterprise Scale Lead Rank 87

Mr. Inside Sales

MAY 15, 2017

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. And that’s when I got the old stall, “Well, let me run this by my boss, and I still have to hear back from some other vendors, etc.” Sound familiar? Just a quick question, though.

Objections 131

Objections Call-back Follow-up Proposal 131

Score More Sales

SEPTEMBER 30, 2014

Forbes ran an article about selecting cloud computing vendors – it helps explain more about the questions you need to know to get the computing you require. ( [link] ). From a sales tools perspective, I have seen productivity gains as well as losses. So are you more productive? Productivity Increases. Increase Opportunities.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Mr. Inside Sales

MAY 15, 2017

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. And that’s when I got the old stall, “Well, let me run this by my boss, and I still have to hear back from some other vendors, etc.” Sound familiar? Just a quick question, though.

Objections 120

Objections Call-back Follow-up Proposal 120