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APRIL 14, 2014

It is not just being busy that gets appointments and gets demos and gets deals. The right activity gets results. One of my favorite slogans in selling is: Never confuse activity with accomplishment.

Inside Sales 199

Inside Sales Hiring Referrals Twitter 199

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DECEMBER 27, 2013

or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? Too many sellers are not aware of their sales conversion rate (how many qualified deals do I normally close?) Is that important to you?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

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SEPTEMBER 3, 2012

Help your potential buyer with creative strategies that show the return they’ll gain, or the peace of mind, or the solution to their issue with more than one explanation and more than a simple demo. Help them well, in creative ways and you can find your deal coming to closure.

Sports 208

Sports B2B Distribution Commission 208

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JANUARY 14, 2015

During that time, their SDRs found 3,600 prospects which turned into 550 completed demos that brought on 175 new clients. These guys know about SDRs. Last year, Salesloft started the year with one and ended the year with 12.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

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MAY 15, 2013

She has a process and a methodology, which she puts into play every day,and each week gets 5-8 good potential buyers to demo to. From there, she ends up with 2-3 potential new clients, and closes one or two new deals every week.

Energy 222

Energy Inside Sales Lead Rank Lead Scoring 222

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APRIL 1, 2013

number of meetings or demos set up with qualified buyers. When you have a true inside sales job you are either working with a quota to get a certain number of quality tasks accomplished each day. number of appointments set for an outside rep to call on – with qualified buyer. OR , you have dollar quotas to hit.

Inside Sales 225

Inside Sales Infusion Sales Qualified Lead Call-back 225

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JANUARY 31, 2014

Get your sales force on tools that save time, such as Timetrade (for booking appointments or demos). Customize your CRM for your sales team so that they don’t need lots of keystrokes to get data entered and updated. Have a corporate mandate to focus on “highest and best use of time and resources” as a culture. Lead by example.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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JUNE 17, 2013

Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? Do you have a prospective customer relationship that went dark on you? It is frustrating when this happens because it could indicate one of a number of things.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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JUNE 16, 2014

Set up webinars and demos – goof up and then realize how to make them better. Will you answer questions poorly at first? Probably – but you can’t perfect anything without trying. The biggest issue is to get on the phones – get connecting via e-mail. Within a short time, your confidence will find you.

Lead Rank 208

Lead Rank Lead Scoring Hiring Webinar Metrics 208

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SEPTEMBER 20, 2012

Mark Benioff’s Keynote kickoff is always long and over done, but this year, with strong, professional video and live demos it was actually enjoyable. Here are 5 things that make me a better person for attending: 1.

Webinar Metrics 165

Webinar Metrics Vendor Education Territories 165

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SEPTEMBER 30, 2013

Next time someone really helps you out in your job – they help you demo your service, or they mentor you to help “show you the ropes” in your new position, put two sentences down on a note card and drop a $5 coffee card into it. Appreciation to a Helpful Colleague, Mentor, or Manager.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

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JANUARY 17, 2013

One of the best productivity tools out there to help SMBs save time scheduling meetings, demos, and other events that need to have people’s time coordinated together. A tried-and-true tool for SMB (as well as larger companies), TimeTrade is our choice for online appointment scheduling systems. Field Reps Needing Mobile Tools – Salespod.

Tools 230

Tools Hiring Report Face-to-face 230

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JANUARY 5, 2015

Hopefully you have been working in Q4 to set up meetings, demos and conversations in January. Doesn’t it feel good to get a fresh start? Doesn’t it also feel stressful because we’re back at zippo and zilch in many cases? Is this your situation? This is a sales lesson for everyone.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

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SEPTEMBER 22, 2013

Kraig’s strategy for helping companies discuss briefings rather than demos is an effective one. Kraig Kleeman reminded us that closing is a series of mini-closings, and that you need to entice the buyer to draw swift purchase conclusions. great phrase in place of “closing”).

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217

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JULY 12, 2012

This means that 37 million Americans are consulting the web for reviews, data, demos, audio, video, pricing, service options, and comparisons with your competition before they reach out to you. Personally, I find this statistic to seem low, but that is probably because I usually see a stat that talks about adults or B2B buyers.

CRM 196

CRM Social Media Segment Engineering 196