Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. Let''s quickly compare inside sales to outside sales.

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

Score More Sales

SEPTEMBER 30, 2013

The best service professionals around the world show appreciation for their customers and internal team. Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. Your direct manager should be considered one of your top customers.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

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SEPTEMBER 22, 2013

There are usually a few events each year where this happens and in this case, it was Boston this week for the American Association of Inside Sales Professionals ( AA-ISP ). Internal Customers Count – are you having quarterly business reviews with your internal team? ”- R. . Always be prospecting.

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217

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AUGUST 26, 2013

It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. What other ways to you find good leads? Expand Your Pipeline.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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SEPTEMBER 3, 2013

I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. We are too busy with customers of our own to stop everything and see if what we are getting called about might work for us too. You can waste literally days out of every month looking for the wrong buyers.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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DECEMBER 2, 2013

We’re helping them solve customer service issues faster with higher satisfaction rates. . or, The purpose of my call is to quickly show you how we make your customers happier, and it will take exactly 7 minutes to do so. Top Ten Tips for Voicemail Success in Sales. Eight Best Ideas for Voicemail Success. Close More Deals.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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JULY 1, 2013

Consider the following tips to help you get more and better connections with potential customers: Every word you choose counts – language and communication is such an important part of selling. Understand what the insight is that will benefit your prospective customers – and incorporate that into messaging. Choose wisely.

Inside Sales 220

Inside Sales Lead Rank Lead Scoring Outbound 220

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NOVEMBER 5, 2013

For starters, ask good existing customers about why they worked with you in the first place. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. The post Inside Sales Power Tip 140 – Study Buyers appeared first on Score More Sales.

Study 198

Study Inside Sales Buyer Lead Rank 198

Pointclear

MARCH 13, 2014

Matt Heinz, President of Heinz Marketing When he’s not spending time with his wife, children, cats and six chickens, Matt is the head of the Seattle-based agency that prides itself on delivering results—more customers, higher revenue, lower costs. Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing?

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

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DECEMBER 9, 2013

For example, retailers used to rush to greet customers with, “May I help you?” ” You know what the potential customer says, right? Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

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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. It is a strategy that could be a game changer for you.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

Pointclear

JULY 17, 2013

Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct. Here’s why: Inside sales teams continue to grow at 15% each year. Good question. Step into my time machine.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

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JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. The post Inside Sales Power Tip 116 – Call Deep appeared first on Score More Sales.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

Quota 257

Quota Compensation Commission Margin 257

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JUNE 17, 2013

Do you have a prospective customer relationship that went dark on you? customer success stories. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. The post Inside Sales Power Tip 118 – Share Insight appeared first on Score More Sales.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

SBI Growth

AUGUST 15, 2012

What data can we mine to generate insights about our customers? Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. As Joe presents his findings and recommendations, questions begin to flow from the VP of Sales.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

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MAY 20, 2013

They want to catch their potential customer live on the phone. You also build trust with customer success stories, and with expertise in the niche your buyer is in. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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JUNE 24, 2013

Talk to existing customers – yep, those who know you, like you, and are pleased with your work should be delighted to refer you to other colleagues of theirs in business. Bonus idea: Call customers you have not worked with for a while and re-connect. Quick ideas: For existing customers it is easy if you enjoy working with them.

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213

Understanding the Sales Force

JULY 31, 2013

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and.

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

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JULY 15, 2013

I can’t get in front of a prospective customer or current customer any more than that unless I’m there on video or in person. Instead of the same old email follow-up, choose more probable prospective customers during the course of your week and send a quick note, thanking them for a good conversation.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Score More Sales

NOVEMBER 11, 2013

Hi John, this is Lori from Score More Sales. We’re a xxx firm based in xxxx and we focus on xxxx and xxx with customers like xxx and xxx. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

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MAY 15, 2013

She routinely searches on LinkedIn and other sources for potential buyers who are more probable to buy from her based on 5 criteria she has set (based on her best recent new customers) to determine her best fit buyers. The post Inside Sales Power Tip 113 – Energy appeared first on Score More Sales.

Energy 222

Energy Inside Sales Lead Rank Lead Scoring 222

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NOVEMBER 18, 2013

His email messages were too long and not customer focused. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Inside Sales 215

Inside Sales Decision Maker Lead Rank Lead Scoring 215

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Increase Opportunities. Expand Your Pipeline.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

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MAY 8, 2013

Take interest in an underdeveloped market and grow it with new sales. Listen to customers and potential customers. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. You can make a difference. Increase Opportunities.

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? Customer Issue Resolution. Administration (i.e.

Hiring 310

Hiring Travel Territories Face-to-face 310

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MAY 8, 2013

Take interest in an underdeveloped market and grow it with new sales. Listen to customers and potential customers. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Be so much of a standout that leadership will ask you how yo do it.

Inside Sales 135

Inside Sales Licensing Lead Rank Lead Scoring 135

Close.io

JANUARY 2, 2020

Industry events provide opportunities that your sales team can’t get elsewhere. So, should your inside sales team be attending industry events? Your customers are other businesses, so why not go to where those businesses are? The answer is a resounding yes! Industry events are one of the best ways to network —seriously.

Inside Sales 76

Inside Sales Industry Conference Hiring 76

Score More Sales

APRIL 15, 2013

2) You can’t possibly know what the customer is thinking are their concerns or their hopes or vision until you let them talk. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. How can you learn when all you do is talk?

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Sales Training Connection

DECEMBER 13, 2013

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. These rooms may still be around but inside sales has undergone a dramatic shift in the last several years.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. For many, December means finalizing plans and forecasts for the New Year.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

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JANUARY 9, 2014

Clarence meant it literally, at our physical regional office when he used to say, “There is always a parking space out front for a new customer” I came to learn the meaning of this in more of a virtual way. Inside Sales Power Tip 130 – Know Your Buyer. . A big one has to do with prospecting.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

Increase Sales

FEBRUARY 13, 2013

Within the SMB world, the argument of who owns the customers loyalty continues to surface more and more. There are many entrepreneurs who started their small businesses built upon their relationships with their customers. And now the question of customer loyalty rears its ugly head. To transfer customer loyalty is difficult.

Loyalty 138

Loyalty Customer Hiring Small Business 138

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

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NOVEMBER 1, 2013

The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy. Remember this most significant factor for long term customers and then target wisely. Other posts here on trust: Inside Sales Power Tip – Build Trust.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236