Inside Sales, Opportunity, Pipeline and Tools

What is Inside Sales? Everything You Need to Know

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside Sales

Inside Sales Outsourcing Services Hiring Sales Qualified Lead

Inside Sales Guide: Steps, Strategies & Benefits

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.

Inside Sales

Inside Sales Ideal Customer Profile Benefit Top of Funnel

Inside Sales Growing by Leaps and Bounds

Score More Sales

APRIL 11, 2014

The state of the profession known as Inside Sales – or Remote Professional Selling – is thriving. While outside sales positions are on the decline, Inside Sales positions are growing at a phenomenal rate. Smart companies in nearly every industry are building out strong inside sales teams now.

Inside Sales

Inside Sales Webinar Metrics Social Selling Conference

Inside Sales Power Tip 130 – Know Your Buyer

Score More Sales

SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. In some manner it helps salespeople because of something – like mining data, or tracking sales opportunities, or helping sales teams with Gamification, or CRM – all things that I write about and consult with midmarket companies about.

Inside Sales

Inside Sales Buyer Lead Rank Lead Scoring

Powerful Questions to Qualify Sales Opportunities

Score More Sales

JULY 11, 2013

It can take weeks or months for some in sales to truly qualify a sales opportunity. This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Increase Opportunities. Expand Your Pipeline.

Sales Qualified Lead

Sales Qualified Lead Opportunity Lead Rank Lead Scoring

Inside Sales Power Tip 134 – Show Appreciation

Score More Sales

SEPTEMBER 30, 2013

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. What social selling tool can do that for you? Next time one of the deals in your pipeline comes to closure, find time to thank those around you who helped make it happen.

Inside Sales

Inside Sales Decision Maker Lead Rank Lead Scoring

Inside Sales Power Tip 142 – Distraction Plan

Score More Sales

NOVEMBER 25, 2013

Have 12 conversations at any level to learn the answers to questions to determine if we may have opportunities at the prospect company. If you do this, then at the end of the day, and the end of the week, you can evaluate how focused you are at working on growing sales at your company. Increase Opportunities. Close More Deals.

Inside Sales

Inside Sales Lead Rank Lead Scoring Outbound

Inside Sales Power Tip 143 – Sales Message Makeover

Score More Sales

DECEMBER 2, 2013

Even the craftiest sellers must re-word and re-tool their messaging as time goes on. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Increase Opportunities.

Inside Sales

Inside Sales Lead Rank Lead Scoring Call-back

Inside Sales Power Tip 138 – Confidence

Score More Sales

OCTOBER 28, 2013

I talked about quick wins recently – whether your manager assists you or you do it on your own, find low-hanging opportunities you can bring to closure – buyers who are very close to buying, and gain the muscle memory of closing a deal in your newer role. Increase Opportunities. Expand Your Pipeline. Use the A.C.E.

Inside Sales

Inside Sales Call-back Lead Rank Lead Scoring

Inside Sales Power Tip 129 – Get More Leads

Score More Sales

AUGUST 26, 2013

Feedback on tools (as a comment on the blog) is extremely helpful to others. As a sales professional, we are huge fans of LinkedIn. We (at SalesLoft) have solved that effort with one of our tools called the Prospecting plug-in – it is a Chrome extension – you can download and get started for free. Close More Deals.

Inside Sales

Inside Sales Lead Rank Lead Scoring Leads

Inside Sales Power Tip 127 – Share Stories

Score More Sales

AUGUST 12, 2013

The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Expand Your Pipeline.

Inside Sales

Inside Sales Lead Rank Lead Scoring Cold Calling

Inside sales job descriptions you can steal in 2020

Close.io

OCTOBER 9, 2019

In this post, we’re sharing three inside sales job descriptions that you can steal and personalize for your business in order to attract the right sales talent in 2020! Job description template: junior inside sales professional. ? Job description template: inside sales leader. ? Let’s get going.

Inside Sales

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead

Inside Sales Power Tip 122 – Keep Your Focus

Score More Sales

JULY 8, 2013

Those who follow the blog may have seen mention that I have worked with and for 21 sales managers during my corporate selling career – at a number of technology, distribution, and financial services companies as an inside sales rep or outside rep. I have also managed sales teams. Increase Opportunities.

Inside Sales

Inside Sales Lead Rank Lead Scoring Distribution

Mobile Tools to Sell More

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. Increase Opportunities.

Tools

Tools Lead Rank Lead Scoring CRM

Inside Sales Power Tip 123 – Snail Mail

Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Sometimes, though, an old school tool can get the job done as a companion strategy to all the cutting edge technology you are employing. Increase Opportunities.

Inside Sales

Inside Sales Hiring Lead Rank Lead Scoring

Sales Prospecting Tools that Will ROCK Your World

Vengreso

JANUARY 18, 2022

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. What is Sales Prospecting?

Tools

Tools Prospecting Top of Funnel Ideal Customer Profile

Inside Sales Power Tip 137 – Build Your Network

Score More Sales

OCTOBER 21, 2013

Let’s say you sell cloud-based compensation tools. You might want some corporate employees who could give you feedback about what works for their comp plans, you’d want other sales reps who call on the corporate marketplace but don’t sell what you do, and a network of C-level contacts who are your potential buyers.

Networking

Networking Inside Sales Lead Rank Lead Scoring

Inside Sales Power Tip 111 – Follow Up

Score More Sales

APRIL 29, 2013

Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Finally, it is about the system and process that you go about moving sales opportunities forward in your follow-up that helps you win. Increase Opportunities.

Follow-up

Follow-up Inside Sales Outbound Lead Rank

Sales Enablement Tools Help or Hinder

Score More Sales

FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” It is true that never before have we had access to technology, metrics, and science to assist us in doing our sales roles better than ever. But sometimes these tools hinder our success. Increase Opportunities.

Sales Enablement

Sales Enablement Merkle Tools Ideal Customer Profile

Leveraging Inside Sales

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. Growth Carries Challenges.

Inside Sales

Inside Sales Lead Rank Hiring Lead Scoring

The 5 Essential To-Dos for Every Inside Sales Leader

SBI

APRIL 24, 2012

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership. Evening out with my gal pals.

Inside Sales

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead

How to Bolster Your Sales Talent Pipeline

Highspot

SEPTEMBER 10, 2020

Through a formal sales development program, you can not only strengthen your talent pipeline, but also empower the next generation of leaders and secure sales success at scale. Sales development is a separate (but related) category to sales training. How to Build an Impactful Sales Talent Pipeline.

Sales Talent

Sales Talent Pipeline Scale Hiring

What Sales Tools do You Use to Fuel Your Revenue?

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools

Sales Tools Tools Revenue InsideSales

The Sales Cadence Tool You Need To Generate More Leads

InsideSales.com

MAY 12, 2020

Create an efficient and productive sales team with the right sales cadence tool. In this article: Give Your Sales Team the Right Tools What Is a Sales Cadence and Why Do You Need it? Sales Cadence Tools | Use Predictive Analytics to Increase Preciseness, Efficiency, and Productivity.

Lead Rank

Lead Rank Lead Scoring Tools Sales Qualified Lead

How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Getting virtual sales right involves far more than using digital tools.

Lead Rank

Lead Rank Quota Face-to-face Hiring

What is Inside Sales? The Definition of Modern-Day Selling

OutboundView

AUGUST 14, 2019

Sales organizations today are commonly organized in two groups, outside sales and inside sales. Inside salespeople reach out to possible prospects and find new sales opportunities. Inside salespeople are also called business development representatives, or sales development reps.

Inside Sales

Inside Sales Outsourcing Services Telemarketing Salary

Top Predictions for Sales Leaders 2015

Score More Sales

DECEMBER 11, 2014

Nancy Nardin , Expert on Sales Productivity Tools & Strategies , Smart Selling Tools. I predict we’ll see the use of more video tools for messaging and video integrated into websites like never before. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

B2B

B2B Twitter Inside Sales LinkedIn

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. Inside Sales & Biz Dev.

Tools

Tools Territories Compensation Inside Sales

Sales Leads Are a Perishable Asset

Sales and Marketing Management

AUGUST 9, 2020

However, how these inquiries are handled, contacted, qualified, and entered into the pipeline is vitally important. You can put the tools and the people in place to accomplish this within a few days; it’s a series of simple steps. Outline the sales stages required to make a sale. Get agreement from salespeople.

Sales Qualified Lead

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring

What Sales Tools do You Use to Fuel Your Revenue?

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow. InsideSales.

Sales Tools

Sales Tools Tools Revenue InsideSales

Four Ways the Cloud Helps Sales Grow

Score More Sales

NOVEMBER 26, 2014

Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales.

Workbooks

Workbooks Analytics Territories Ideal Customer Profile

Money Monday – Are You a Sales CLOSER?

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns.

InsideSales

InsideSales Lead Rank Lead Scoring Ideal Customer Profile

The Ball and Chain for Salespeople – Email Management

Score More Sales

OCTOBER 3, 2014

What many of us need are MANAGEMENT strategies – for one simple reason: If you don’t manage your inbox well, and have an email management system of some type – you’ll miss out on an opportunity that never gets followed up on – or that you drop the ball on. Increase Opportunities. Expand Your Pipeline.

Survey

Survey Ideal Customer Profile Twitter Inside Sales

Global Warming, Social Selling and The Sales Force of Tomorrow

Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. In 2014, focus on upgrading your sales force, not on integration of tools.

Social Selling

Social Selling Top of Funnel Groups Trends

What Sales Tools do You Use to Fuel Your Revenue?

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow. InsideSales.

Sales Tools

Sales Tools Tools Revenue InsideSales

Next-Gen Sales Execs Demand Automation

Zoominfo

SEPTEMBER 24, 2021

That technology permanently shifted the way sales teams operated. More than 20 years later, sales professionals are on the verge of another groundshift, this time to sales automation tools. No-growth firms are much more likely to have little or no automation strategy and few tools at their disposal.”

Face-to-face

Face-to-face Sales Automation Scale CRM

How Is Cloud Computing Helping Productivity

Score More Sales

SEPTEMBER 30, 2014

From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. What I don’t see is cohesiveness, and maximizing time through better management of all of the tools. Increase Opportunities. Expand Your Pipeline.

Real Estate

Real Estate Compensation Vendor Intent

How COVID-19 Has Affected the Sales World

Mereo

SEPTEMBER 24, 2020

This article, written by Mereo’s 2020 summer intern and future revenue performance leader, dives into how COVID-19 has affected specifically inside sales teams, field sales teams and sales enablement teams. Inside Sales Teams. Sales will follow. Field Sales Teams. Opportunities Moving Forward.

Inside Sales

Inside Sales Face-to-face Field Sales Sales Enablement

Did You Get My Voice Mail?

The Pipeline

FEBRUARY 8, 2013

These comments come predominantly from people who do not like to cold call, don’t know how to cold call, never leave voice mail when given the opportunity, and are pissed that they are not getting return calls, when I, and those using my techniques do. What’s in Your Pipeline? GET THE CALL BACK! THAT’S IT! Read the article.

Cold Calling

Cold Calling Call-back Pipeline Face-to-face

Master the Sales Development Playbook to Boost Growth

Highspot

DECEMBER 19, 2023

Tips on Building the Content for Your Sales Development Playbook Turbocharge Your SDR Team with Highspot What Is a Sales Development Playbook? The sales development playbook combines proven strategies, tips, and best practices to help new and experienced sales development reps (SDRs) increase sales and grow pipeline.

Ideal Customer Profile

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead

What Sales Tools do You Use to Fuel Your Revenue?

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools

Sales Tools Tools Revenue InsideSales

Understand The Power of Social Sales

Score More Sales

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

Ideal Customer Profile Banking Engineering Twitter

The 7 Sales Processes You Desperately Need

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. Opportunity Management. Sales Automation. Account Management.

Sales Process

Sales Process Ideal Customer Profile Sales Qualified Lead Territories

Personalize B2B Mobile Site to Grow Revenues

Score More Sales

AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? Many of our clients don’t take advantage of these tools yet though. Finally, start measuring this information (see tools above). Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

B2B

B2B Revenue B2C Ideal Customer Profile

What is Inside Sales? Everything You Need to Know

Inside Sales Guide: Steps, Strategies & Benefits

Trending Sources

Inside Sales Growing by Leaps and Bounds

Inside Sales Power Tip 130 – Know Your Buyer

Powerful Questions to Qualify Sales Opportunities

Inside Sales Power Tip 134 – Show Appreciation

Inside Sales Power Tip 142 – Distraction Plan

Inside Sales Power Tip 143 – Sales Message Makeover

Inside Sales Power Tip 138 – Confidence

Inside Sales Power Tip 129 – Get More Leads

Inside Sales Power Tip 127 – Share Stories

Inside sales job descriptions you can steal in 2020

Inside Sales Power Tip 122 – Keep Your Focus

Mobile Tools to Sell More

Inside Sales Power Tip 123 – Snail Mail

Sales Prospecting Tools that Will ROCK Your World

Inside Sales Power Tip 137 – Build Your Network

Inside Sales Power Tip 111 – Follow Up

Sales Enablement Tools Help or Hinder

Leveraging Inside Sales

The 5 Essential To-Dos for Every Inside Sales Leader

How to Bolster Your Sales Talent Pipeline

What Sales Tools do You Use to Fuel Your Revenue?

The Sales Cadence Tool You Need To Generate More Leads

How Sales Reps Are Hitting Quotas Without Hitting the Streets

What is Inside Sales? The Definition of Modern-Day Selling

Top Predictions for Sales Leaders 2015

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Sales Leads Are a Perishable Asset

What Sales Tools do You Use to Fuel Your Revenue?

Four Ways the Cloud Helps Sales Grow

Money Monday – Are You a Sales CLOSER?

The Ball and Chain for Salespeople – Email Management

Global Warming, Social Selling and The Sales Force of Tomorrow

What Sales Tools do You Use to Fuel Your Revenue?

Next-Gen Sales Execs Demand Automation

How Is Cloud Computing Helping Productivity

How COVID-19 Has Affected the Sales World

Did You Get My Voice Mail?

Master the Sales Development Playbook to Boost Growth

What Sales Tools do You Use to Fuel Your Revenue?

Understand The Power of Social Sales

The 7 Sales Processes You Desperately Need

Personalize B2B Mobile Site to Grow Revenues

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