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

Velocify

JUNE 5, 2013

New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. Among lead generators and sales teams alike, there’s often confusion or disagreement about duplicate leads and how to best handle them. The post Study: Think duplicate leads are all bad?

Study 100

Study Leads360 Lead Rank Lead Scoring 100

Zoominfo

SEPTEMBER 24, 2021

The Value of Sales Automation Automation brings greater efficiency to sales operations and gives reps more time to spend on prospecting and engaging with potential customers. Combined with high-quality data, automation can also raise insights that humans would not be able to match at scale. percent vs. 16.6

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Close.io

JANUARY 14, 2019

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role.

Inside Sales 108

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 108

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 111

Ideal Customer Profile Salary Hiring Lead Rank 111

SBI Growth

SEPTEMBER 7, 2012

This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Because if you don’t have an Inside Sales force, you are losing revenue every day. chatting in real time with your field sales force.

Inside Sales 244

Inside Sales Face-to-face Sales Qualified Lead Inbound 244

SBI

JUNE 25, 2020

For companies’ sales and marketing teams, this could mean changing messaging, altering their inside sales strategy, or re-thinking the kinds of businesses they’re targeting. Winning sales teams are able to apply data, such as how a buyer has engaged with a piece of sent content, to help them be more relevant in the moment.

Scale 120

Scale Buyer Case Study Banking 120

Velocify

JUNE 13, 2017

But with so many new and untested solutions coming out, could sales organizations be facing an overwhelming list of choices, integration challenges, and sales training nightmares? These technologies support lead follow-up, can help increase the quality of lead engagement, and drive higher conversion rates.

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

Sales and Marketing Management

DECEMBER 14, 2020

As a result, your content can’t be just a companion to a sales-led customer conversation?— When buyers eventually do talk to your reps, those conversations will most often happen remotely. sales teams are standing up pilot inside sales programs because they don’t believe long-tenured field sales reps can make the transition.

B2B 199

B2B Revenue Top of Funnel Margin 199

Close.io

JANUARY 14, 2019

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role.

Inside Sales 71

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 71

The Spiff Blog

SEPTEMBER 1, 2022

If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. Sales reps need more time to sell.

Compensation 81

Compensation Salary Incentives Incentive 81

Openview

SEPTEMBER 11, 2017

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo. Summary of the key findings.

Enterprise 118

Enterprise Enterprise Company Hubspot 118

Sales Hacker

APRIL 20, 2020

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. Sales and marketing must banish silos and band together during this turbulent time. The same trend continues for conversion rates, too. CRM data from high-value accounts.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Showpad

SEPTEMBER 23, 2021

The pandemic had upended the sales industry. Even veteran field sellers had pivoted to inside sales. But even though the landscape changed, sales was still a relationship game. In sales, the pandemic compounded an ongoing transformation. They wanted analytics and actionable data insights.

Channels 72

Channels Video Pivotal Scale 72

LeadFuze

NOVEMBER 30, 2021

With the shift to inside sales, marketing and B2B teams are being pulled in different directions. In the current market, sales and marketing must work together to be effective. Need Help Automating Your Sales Prospecting Process? Conversions rates are also on a decline. This virus is costing the world $2.7

Account Based Marketing 52

Account Based Marketing Marketing Strategy Hiring 52

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. See their whole study here.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Sales Hacker

DECEMBER 7, 2018

And in this day and age of cutthroat competition, the War for Talent, and fast-evolving B2B sales and marketing environments, you need the best B2B sales and marketing professionals serving on your behalf. Hiring for Your B2B Sales Team. RELATED: Sales Hacker’s Massive Guide on B2B Sales Prospecting.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

Zoominfo

DECEMBER 5, 2017

Emailing (21%) Data Entry (17%) Prospecting & researching leads (17%) Internal meetings (12%) Scheduling calls (12%) 3. Sales development reps average 94.4 meaningful conversations a day, 23.1 of appointments set become opportunities passed to sales, with 12.5 with a conversion rate as high as 9.1% ( source ).

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Vengreso

JANUARY 28, 2022

It’s a two-way exchange of information that requires a seller to create engagement with an inbound lead or an outbound lead and take the online conversation to an offline discussion. The key to sales engagement is getting our buyer to respond and say, “Yes, I’d like to take a meeting. How Does Sales Engagement Work?

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. Second, that HBR study is actually often misquoted. While the study audited over 2,200 companies, that was only to measure the amount of time it took for those companies to respond to their leads.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

InsideSales.com

JUNE 12, 2020

Helping companies get there is a core part of what Vertical Relevance helps large-scale sales organizations achieve.”. Inside Sales Teams are Already Digital. We’ve known digital transformation was coming for a long time; many have already transformed their sales development and inside sales teams.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

SalesHandy

JULY 7, 2021

So SaaS sales leans heavily towards product education and engagement activities, along with traditional inside sales tactics. And the SaaS sales process isn’t much different from what you would do in traditional inside sales. SaaS apps are sold completely online, and can be complex to understand for leads.

Top of Funnel 98

Top of Funnel Sales Qualified Lead Lead Rank Inbound 98

The Digital Sales Institute

JANUARY 18, 2021

This is especially true for inside sales teams where time off the phone or digital channels can result in revenue lost. A great advantage of sales training programs accessed online is that it allow salespeople to learn, relearn and upskill in their own time and pace without taking up internal resources.

Training 98

Training Hiring Remedy Video 98

LevelEleven

JULY 10, 2018

Out of all of the industries we studied, technology had the most unique set of KPIs with more than 50 percent difference compared to the other industries. This is likely due to the technology industry’s products and services, which often require longer conversations and more customer interactions. Unique KPIs by Industry.

Report 48

Report Motivation Policies Study 48

LeadFuze

NOVEMBER 30, 2021

Here are three types of data insights that you need in order to convert more leads. Contact Data. Contact data is the foundation of your buyer insights. The more points you have to access a prospect, the better chance for conversation and staying top of mind. Demographic Data. Behavioral Data. Email Address.

Inbound 52

Inbound Sales Qualified Lead Hiring Lead Rank 52

Igniting Sales Transformation

FEBRUARY 14, 2018

This was a really exciting conversation for a lot of reasons. Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. In this post, I’ve summarized key highlights from my conversation with Debbie. Tune in to hear the entire interview!

Microsoft 62

Microsoft Lead Rank Meeting Inside Sales 62

Highspot

JULY 23, 2021

Share a data point (“Did you know that 60% of CEOs…”). Why the buyer should continue to engage with you using data, case studies, or market research. How to Deliver a Sales Pitch. Any inside sales rep will tell you: pitching is hard. Templates for Sales Pitches that Capture Customer Attention.

Examples 98

Examples Social Media Call-back Ideal Customer Profile 98

Close.io

AUGUST 28, 2019

Unfortunately, I see this happening to SaaS inside sales teams over and over again. According to some research studies, even up to 50% of them might not be a good fit for your product. Finally, you have no idea how to make the conversation relevant. What’s worse, you have absolutely no idea who the right ones would be.

Lead Rank 91

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 91

Gong.io

DECEMBER 9, 2019

And so, bringing that back from the field as a recognition that marketing content, messaging, and sales conversations were too company- and product-centric. Data Breakout—Communicating Your Vision and Value. Well, when we went out and studied it, we discovered that in fact, it’s different. Good Data, Bad Data.

Intent 106

Intent Revenue Call-back Data 106

Close.io

MAY 20, 2019

If you want to scale your sales team, grow your revenue, and beat out the competition, there’s no question you need to understand data. All the best sales teams in the world run on data. Unlike revenue, more isn’t always better when it comes to sales data. Sample sales KPIs and metrics.

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Sales Hacker

SEPTEMBER 24, 2018

Rev up your sales process with the best sales books. Need a reason to pick up a new sales book? In fact, a five-year study of self-made millionaires from author Tom Corley found that 88% of respondents read for at least 30 minutes a day. Sales Blazers by Mark Cook. The Sales Development Playbook by Trish Bertuzzi.

Strategy 67

Strategy Influencer Ideal Customer Profile Handbook 67

Xactly

JULY 16, 2018

Why get stuck in a rut when you can move forward in the digital age with data-driven insights. Look for change whether it’s social or technological, such as the rise of data intelligence and machine learning. If you want to capitalize on a sales trend, then you have to see it before it becomes a trend.

Trends 55

Trends Hiring How To Social Media 55

Chorus.ai

MAY 27, 2020

It made me better because I consulted inside sales teams for a few years afterward when it was really hard to sell.” “And Studies from Gartner and the like all show that those companies who came out of 2008, they came out even better than they were before.” You can see this in the sales productivity data.

Outbound 62

Outbound Segment Coaching System 62

LeadFuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

InsideSales.com

MARCH 11, 2020

Counter this with case studies or examples of how others benefited from your solutions. Talk about advanced features that can help them increase sales or employee productivity. The best way to counter the ROI objection is to present a case study of how similar businesses saw the ROI. Inside Sales Tips. Sales Tips.

Objections 58

Objections Cold Calling Decision Maker Hiring 58

Openview

OCTOBER 13, 2017

As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket , VP of Demand Generation at ClickSoftware; Frank Ernst , Vice President of Sales Development and Inside Sales at Zuora; and Brian Schwartz , Head of Sales at UserTesting. But how do you know if you have a problem?

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

ROI4Sales

APRIL 17, 2017

Seller MUST: invest in technology that will enable sales reps to have all the relevant information at their fingertips so they can engage, educate and guide the buyer to the right buying decision. The statistics are firmly established and organizations with inside sales are well aware of the changing buying environment.

Training 71

Training Hiring Journal Education 71