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?

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

SBI

AUGUST 17, 2021

In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. Neil Ringers: I’ve been in sales my whole life, starting with a company called ADP.

Oracle 104

Oracle Scale SalesForce Incentives 104

Sales 2.0

NOVEMBER 12, 2012

My prospecting approach at that time was going through lead lists and sending blind emails. Nowadays, I can’t even imagine a world without social media, especially for prospecting. First of all, prospects, business partners and most stakeholders will look at your Linkedin profile at least once when doing business with you.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

OutboundView

JULY 14, 2019

Appointment Setting Companies. When you search appointment setting companies you get over 63 million results! That number stops many companies right in their tracks. We’ve also linked to case studies for each of the appointment setting companies as well! You don’t have to just take our word for it. Still confused?

Outsourcing Services 34

Outsourcing Services Company Ideal Customer Profile Case Study 34

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. What did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Sales and Marketing Management

AUGUST 31, 2017

Outside of your business, the same strong vision inspires confidence in your prospects while providing clear insight for why your business exists, and why they should work with you. A clear vision helps the right prospects to see why they should work with you. Different salespeople have different interpretations of your vision.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

DiscoverOrg Sales

JANUARY 29, 2019

Own win rate increases by 300% when we know key parts of a prospect’s technology stack. If your offering integrates with your prospect’s tech stack, it’s not a matter of whether a prospect can use a solution like yours: They can, and they do. The tech stack is the combination of multiple technologies a company uses.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

Sales and Marketing Management

MARCH 26, 2018

Another negative sales persona is someone who turns up at the latest supplier review meeting, announcing proudly he is the new account manager, then asks for an explanation of the history between the two companies – arghhh! High-performing salespeople understand the prospect’s business challenges and can articulate a solution.

How To 218

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

Mindtickle

MAY 10, 2022

A study from the Sales Readiness Group Training Industry found that 45% of companies only cover two to five training topics with their sales professionals, but “those with effective sales training tended to offer a wider variety of topics.”. Prospecting and outreach. Pipeline management.

Ideal Customer Profile 52

Ideal Customer Profile Training Oracle Lead Rank 52

Partners in Excellence

FEBRUARY 25, 2019

Inevitably, at some point, a reference is made to the customers of the company that is trying to sell me something. Somehow, Microsoft, Google, Oracle, Siemens, Citigroup, SAP, Amazon, and others are always cited. Often, though, I wonder how the same companies can be everyone’s biggest customers… ).

Microsoft 70

Microsoft Google Oracle SAP 70

No More Cold Calling

JANUARY 27, 2015

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Companies send mass marketing messages without any idea who the recipients are or what they want. Your prospects don’t want to hear your generic sales pitch.

Sage 120

Sage Oracle Social Media How To 120

Hubspot Sales

OCTOBER 2, 2019

There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Informational interviews with sales leaders within their company. To measure sales productivity, look at the following metrics: Percentage of total hours spent prospecting.

SAP 125

SAP Oracle Compensation Territories 125

SBI Growth

FEBRUARY 3, 2013

This post describes the Social Seller's strategy to grow their prospect list through LinkedIn. He’s a sales rep at Oracle. Are they connected to potential prospects? Export your referrals into Salesforce.com (or whatever tool your company uses). How Social Sellers Succeed with LinkedIn. The Customer Decision-makers.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

Sales Hacker Training

FEBRUARY 13, 2020

From a collateral perspective, you may only have a core deck, which doubles as a leave-behind for prospects. Your marketing needs to be dialed in to your new prospect’s needs, which includes a lot of internal selling that happens after your rep has left the meeting. Your messaging may be focused on only one persona.

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

Sales and Marketing Management

JUNE 2, 2017

Warren Buffett’s annual letters to Berkshire Hathaway shareholders are pored over by millions of investors who hope to glean every ounce of wisdom the “Oracle of Omaha” has to offer. A businessman of Buffett’s ability may still be able to identify companies with economic moats, but success breeds imitators more than ever.

Education 153

Education Competition Oracle Exact 153

Zendesk Sell

NOVEMBER 27, 2017

And now, B2B companies are catching on: Google: Simply point your phone at text using the Google Translate app to receive a real-time translation into one of 29 (yes, 29!) Oracle: At its Modern Customer Experience Conference, Oracle demonstrated how AR could be used in field service management to repair a slot machine.

Oracle 74

Oracle Field Sales Retail Google 74

Sales and Marketing Management

MAY 8, 2017

Companies willing to put resources into consistent sales training — from initial onboarding through an employee's entire tenure — will reap the rewards. Oracle, for example, created a streamlined sales training system that can take years to complete. Leaders at organizations of many sizes understand how valuable this can be.

Training 153

Training Face-to-face Oracle Education 153

Sales and Marketing Management

MAY 11, 2017

We’re accustomed, of course, to the essential measurements for outbound prospecting calls – the number of calls per day, dials-to-connection rates and more. So you must determine the best way to lead a person on their journey from initiating contact with your company to becoming a closed sale. They need to be qualified and nurtured.

Inbound 176

Inbound Lead Rank Lead Scoring Sales Qualified Lead 176

Sales Hacker

NOVEMBER 6, 2017

These 12 sales management tips are based on real knowledge gained from building companies from 0 – $100 Million, from world renowned sales leaders. David spent seven years at Oracle, building and leading sales teams that delivered record-setting results. 500 list of Fastest Growing Companies for 2013. Be results oriented.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

SBI

SEPTEMBER 17, 2019

Keep every prospect engaged and seal every deal imaginable. Design customizable alerts to engage prospects, seal under-the-radar deals and get informed of trouble areas. Keep every prospect engaged and seal every deal imaginable,” said Vlad Voskresensky , CEO and Co-Founder of Invisible.io. MOUNTAIN VIEW, Calif.,

SAP 84

SAP Enterprise Enterprise Oracle 84

Sales Hacker

FEBRUARY 12, 2021

An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. More often than not, companies end up with overly complicated systems that actually add more friction and complexity to the company. Enterprise CRM vs. SMB CRM.

Enterprise 87

Enterprise Enterprise CRM NetSuite 87

No More Cold Calling

APRIL 17, 2014

Connelly says it doesn’t matter what industry you’re in, or what company you look at. They’ll think you’re the Oracle of Delphi. If you invite a prospect to connect on LinkedIn, you can check off your list that you’ve developed a relationship, right? Those people “should be doing something else,” Connelly says. Try it sometime.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

Igniting Sales Transformation

MARCH 4, 2019

Everyone knows that sellers need to prospect, qualify leads, demonstrate value and business acumen in their outreach to buyers, I kicked things off by asking Kristina what is happening in the market now that dictates what buyers want, so that sellers can better focus? Thanks to our Sponsors! Thanks to our Media Sponsor.

Microsoft 91

Microsoft Lead Rank Oracle Conference 91

SalesLoft

DECEMBER 1, 2021

Andy has worked for leading sales organizations, including Oracle and Sprinklr, and has sold to some of the world’s largest enterprises. . We’re also contending with the attention economy, where it’s more difficult than ever to connect with a prospect as they get bombarded with tons of vendors and messages daily.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

Partners in Excellence

MARCH 10, 2015

You probably get a lot of the same prospecting emails that I get. Whether it’s someone trolling groups in LinkedIn, or somehow they’ve gotten your email address, I get dozens of prospecting letters each week. I see lots of sales people making huge mistakes with their use of references and prospecting value propositions.

Oracle 48

Oracle Scale Microsoft Case Study 48

LeadIQ

JUNE 11, 2018

Whenever you prospect, not only should you personalize, but you should always offer to be a resource by giving more than taking. Maybe you can give some intel you have, or share a prospect’s job post. She tells the prospect that her fiancee wants her to buy something off this prospect’s site for Christmas.

Examples 78

Examples Infusion Oracle Video 78

Groove.co

OCTOBER 29, 2020

Thanks to a new study by Beagle Research Group and Oracle , we now know that sellers would rather clean bathrooms and go to the DMV than update their CRM. Maybe not, but Groove making the San Francisco Business Times Fast 100 list of the fastest-growing private companies in the Bay Area is still pretty impressive. LEARN SOMETHING NEW.

CRM 49

CRM Oracle SalesForce Top of Funnel 49

SalesLoft

JULY 7, 2014

While its roots are still centered around the role of prospecting, today’s reps use different techniques for success more than ever. Oracle implemented a sales development team in the early 1980’s and was one of the first companies to use it to fuel a billion-dollar business. Companies have adopted the “email first” strategy.

Oracle 52

Oracle Hiring Case Study Sales Qualified Lead 52

Sales Hacker

OCTOBER 26, 2020

Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue. Company Culture: Focus on the internal beliefs and behaviors that set your company apart from others.

Sales Enablement 106

Sales Enablement Top of Funnel Hiring Ideal Customer Profile 106

Pipeline

MAY 30, 2023

Your technology stack includes lead forms, lead qualification, prospecting, email, and CRM management tools. Marketing creates educational content; this attracts subscribers and prospects. Sales reps are expected to prospect for leads and work with their contacts independently. Feel free to customize this on an as-needed basis.

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

Openview

SEPTEMBER 26, 2017

Founded in 1998, they IPO’d in 2007 and were ultimately acquired by Oracle for $9.3B What’s amazing about NetSuite is that their software can literally be used by any company. Second, Oracle had doubled down on college hiring and third, we had two senior sales leaders who were begging for the outbound model. We were flying.

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

EyesOnSales

OCTOBER 13, 2017

A company that relies on only a few customers for most of its revenue entertains a risky proposition. By not diversifying much beyond those first few accounts, chances are good that if an account were to leave or file for bankruptcy, that company would be taken out, too. 3 Strategies to Making All Salespeople Top Sellers.

Strategy 51

Strategy Oracle Decision Maker Construction 51

Vengreso

DECEMBER 20, 2018

For the past two decades, Justin has focused on helping companies accelerate growth and profitability by delivering solutions that align marketing, sales, and service with the needs of the customer. Prior to joining LinkedIn, Justin led Product, Sales and Marketing organizations at both startups and large companies such as Siebel and Oracle.

SAP 100

SAP Marketing Ideal Customer Profile Siebel 100

Sales Hacker

MAY 27, 2019

He has had a multi-decade career specializing in building and scaling sales orgs at Oracle Digital, IBM, and several other early stage tech companies. The company is 10 years old. Sam Jacobs : You can become an actuary at an insurance company. A friend invited me to Oracle where I spent four years. Is that right?

Scale 61

Scale Lead Rank Oracle Up-Sell 61

Pipeliner

OCTOBER 25, 2018

Shootsta disrupts the traditional agency video production industry by offering a unique subscription model which has powered brands like Audible, Oracle, Toyota, Moet Hennesy and T-Mobile , besides building a strong brand narrative for public sector agencies, institutions and governments worldwide. Background on Shootsta.

Top of Funnel 74

Top of Funnel Video Lead Rank Scale 74

No More Cold Calling

MARCH 17, 2016

It is a place for engaging audiences, not for pitching prospects. How did individuals and companies get on the list? And why was I ranked at #50 while Tim Hughes at Oracle, Jack Kosakowski at Creative Agency, Koka Sexton at LinkedIn, Kim Garst at Boom! But sales reps have work to do as well. What I Plan to Do Differently.

Social Selling 120

Social Selling Lead Rank Lead Scoring Social Media 120