Sales Hacker

MARCH 6, 2018

Here are 5 tips to create a profitable sales pipeline: Reverse engineer the number of opportunities your reps need to hit quota. Commit to forecast opportunities for the week/month/quarter. Ensure your reps take ownership for their individual sales pipelines. Summary: Stay on top of your sales pipeline metrics.

Pipeline 90

Pipeline Inside Sales Top of Funnel Sales Management 90

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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. Expand Your Pipeline.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Hubspot Sales

OCTOBER 27, 2020

They often come to sales after being an engineer, accountant, computer analyst, or some other technical profession.; For instance, an accountant will be more comfortable dealing with another accountant — or an engineer with an engineer. Hunters thrive on seeking out new opportunities and opening doors.

Telemarketing 133

Telemarketing Engineering Top of Funnel Territories 133

Hubspot Sales

JUNE 8, 2021

Inside Sales Rep. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Sales Engineer.

Hiring 111

Hiring Salary Top of Funnel Commission 111

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OCTOBER 30, 2014

This gives you MORE sales opportunities than if you did not optimize. If you leave your brand up to whatever anyone might find online, you are setting yourself up to potentially miss out on some big deals, opportunities, and partnerships that otherwise would come your way. They are having search engines find insight about you.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

SBI Growth

JULY 10, 2014

Here are 3 examples that we frequently see sales and marketing leaders implementing to make a quantum leap forward: Inside Sales: Create a new Inside Sales function to serve an ever-increasing segment of customers who prefer to purchase on-line. But they all share the common challenge of change management.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

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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. Increase Opportunities. image courtesy of IBM.com.

Twitter 210

Twitter Engineering Compensation Inside Sales 210

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SEPTEMBER 30, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Real Estate 249

Real Estate Compensation Vendor Intent 249

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AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? 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. Increase Opportunities.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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AUGUST 21, 2014

It is a missed opportunity and it is causing you to leave money on the table. 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. Increase Opportunities. What are you waiting for?

B2B 231

B2B Google Ideal Customer Profile Compensation 231

SBI Growth

JANUARY 25, 2013

Ray Kurzweil, author, inventor, futurist and Director of Engineering at Google. Life as a sales rep is no exception. As a result, they capitalize on opportunities as soon as they arise. They’re hungry, and get a rush from closing sales. Many industries are trending towards inside sales. Don’t wait.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

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JULY 31, 2014

Now there are bigger and better ways – from tools like GageIn to data tools like Avention we can track new contacts at our prospective customer companies – a key way to grow opportunities. Ultimately you will want to do more than listening, but even if you just listened to look for new opportunities, your sales team’s revenues would grow.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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NOVEMBER 26, 2014

With a very open mind, think about the possibilities to get better quality work done sooner – which means more sales opportunities and better ones. So there really are ways now to predict performance, grow smarter sales opportunities and build better sales teams – what is your company waiting for? Close More Deals.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

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JUNE 30, 2014

Our recipe for success requires that you be able to listen to the customer and flex in ways that help bring big opportunities and deals to closure. How does your recipe for success work for your sales team? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

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OCTOBER 15, 2014

A well-meaning sales rep can ruin an opportunity by blurting out – trumpeting – all that you do and why you’d be great for them. 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.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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DECEMBER 29, 2014

[Use the steps and your own terminology within your sales process to help your SDRs and BDRs enter clean, verified data.]. This is not so much a clean data issue but is so critical in moving your sales opportunities forward that it needs to be mentioned. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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DECEMBER 18, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Hiring 198

Hiring Wireless Policies Travel 198

Zoominfo

SEPTEMBER 24, 2021

Conversation intelligence services , which can automatically transcribe sales calls, analyze them, and look for keywords that may indicate a prospect is closer to buying. CRMs Set the Stage (a Long Time Ago) It was CRM — the bastion of sales technology — that led to opportunities opening up for sales automation.

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

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APRIL 26, 2013

Recently I had the opportunity to participate in a panel where we discussed some of these things. Not enough employees with CRM seats – companies will selectively give certain individuals seats, such as all sales but no marketing, or inside sales but not outside sales (or vice versa). Increase Opportunities.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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APRIL 29, 2014

What that means is that marketing dollars are being wasted, and the big guys are missing out on opportunities literally being handed to them. 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.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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AUGUST 28, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. Thinking about both art and selling in sales, you must be smart in how you strategize reaching your targeted buyer.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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JUNE 27, 2014

If it encourages one woman to go for a sales leadership position – all the better! 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. Increase Opportunities. Expand Your Pipeline.

Study 231

Study LinkedIn Hiring Conference 231

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. Dreamforce.

Conference 111

Conference Scale Inbound Hiring 111

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DECEMBER 23, 2014

Here is another post written this year about how mobile helps sales reps sell. 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. Increase Opportunities. Expand Your Pipeline.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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NOVEMBER 28, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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MARCH 25, 2014

Ken Krogue is the co-founder of InsideSales.com, a company that offers tools and consulting to companies with inside sales teams. Ken truly is a leader in inside selling strategies. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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MAY 15, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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JUNE 25, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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JULY 30, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

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OCTOBER 24, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Analytics 221

Analytics Analysis Compensation Data 221

Close.io

JANUARY 21, 2020

Cold email outreach is a huge part of inside sales. In fact, some of our recent data found that there is less than a 5% response rate for the average cold email sent out by most sales pros. Search Engine Journal did some research on warm leads versus cold and found some interesting results. Let’s get to it.

Follow-up 107

Follow-up Prospecting Data Lead Rank 107

Janek Performance Group

MARCH 9, 2022

There’s a statistic floating around the internet that says the average inside sales rep only spends 33% of their time actively selling. I’m not sure if I agree with that figure but time management is an undervalued skill among sales reps. The best sales reps have done the math and have calculated what their time is worth.

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62

Sales Hacker

JUNE 20, 2018

From consulting to sales engineering. Jaimie Buss: I definitely did not see myself landing in sales—I did my undergrad in Environmental Engineering went on to do consulting work for Deloitte. After this came a Sales Engineering role at Inktomi. Inside Sales at VMware. Don’t Miss Episode 13.

Company 80

Company Hiring Outbound Inbound 80

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NOVEMBER 21, 2014

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Analytics 210

Analytics Compensation Data Engineering 210

InsideSales.com

MAY 15, 2020

Lars Nilsson, Founder & CEO at SalesSource, has over 25 years of sales and operations experience in the technology sector. Prior to SalesSource, Lars was Vice President of Global Inside Sales for Cloudera, the company that transformed enterprise data management. Nicolette Mullenix has recently made a move from Sr.

Webinar Metrics 52

Webinar Metrics Tourism Enterprise Enterprise 52