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. The Leads360 study found diminishing returns after the sixth call.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Score More Sales

APRIL 22, 2013

” Now consider that according to a Gallup study, 71% of workers are either “not-engaged” or “actively disengaged” with their work. Where do you fit as a sales professional? I don’t do things half-heartedly because I know that if I do, I’ll have half-hearted results.”

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

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

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. The bottom line, process is critical for inside sales teams.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

Understanding the Sales Force

DECEMBER 12, 2013

Understanding the Sales Force by Dave Kurlan The million dollar question. So many studies are conducted - but only on large companies. To help with this paper, and to learn how closely companies have structured their sales force to the ideal, I am requesting your help. What is the Most Difficult Part of the Sales Process?

Study 203

Study Outside Sales Inside Sales Video 203

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

Understanding the Sales Force

DECEMBER 12, 2013

Understanding the Sales Force by Dave Kurlan The million dollar question. So many studies are conducted - but only on large companies. To help with this paper, and to learn how closely companies have structured their sales force to the ideal, I am requesting your help. What is the Most Difficult Part of the Sales Process?

Study 149

Study Outside Sales Inside Sales Video 149

Score More Sales

JULY 23, 2013

Studies vary with increases in success with coaching to be up to an 88% increase in revenues. Even with billions of dollars being spent on training, the fact remains that hitting quota, depending on whose study you look at, is not a growing statistic universally. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

HeavyHitter Sales

JANUARY 18, 2014

I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.      '

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Score More Sales

FEBRUARY 4, 2015

For example take Salesforce.com which is the predominant CRM tool sales teams use. Studies for years have shown lack of adoption in companies or failed use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. They overwhelm and often don’t get deployed correctly.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Understanding the Sales Force

NOVEMBER 11, 2013

Among the things being debated are: The migration from outside to inside sales - yes it''s happening and it''s good; but it won''t happen in every company, to every salesperson or necessarily soon. The conclusion is what you had the problem with: Lack of correlation between use of the tools and key sales metrics.

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

Corporate Visions

SEPTEMBER 20, 2018

million sales professionals in the U.S.—47% 47% are inside sales reps, while about 53% are outside. Of course, inside sellers handle all their meetings remotely. But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013.

Research 40

Research Sales Meeting Meeting Journal 40

Close.io

DECEMBER 3, 2019

Whether you’re a sales professional that likes reading or doesn’t, you’ll find fresh frameworks and tons of insights in the book. Author : Art Sobczak Published: April 8, 2013. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Partners in Excellence

MARCH 19, 2016

.” I’ve been asked to contribute to several of them (I’m not sure why anyone wants to know how I work, I think it works for me, but not many others -but here’s the original one I wrote in 2013 ). The Sales Development Playbook: Build Repeatable Pipeline And Accelerate Growth With Inside Sales , Trish Bertuzzi.

Ideal Customer Profile 48

Ideal Customer Profile Webinar Metrics Inside Sales Hotels 48

SalesLoft

MARCH 19, 2019

Steele: My biggest disappointment at Salesforce was when we lost Morgan Stanley, a $30M/year customer in 2013. I’ve seen studies that indicate women in inside sales outperform their peers. Roberge: I’ve studied and taught on the subject of failure. It was devastating. Also, look at diversity. I didn’t get in.

How To 91

How To Hiring Hubspot SalesForce 91

The ROI Guy

MARCH 1, 2016

And its not just your direct sales reps that have the issue. Many organizations are relying more and more on channel partners and inside sales to drive growth. Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2015.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Corporate Visions

OCTOBER 8, 2018

That’s how many sales professionals are currently in the U.S., Just over 47% of these salespeople are inside sales reps, while just under 53% are outside. So, what’s the average sales call look like? For the non-math majors, that means that 75% of all sales meetings are now handled remotely. The Test Simulation.

Survey 51

Survey Face-to-face Study Meeting 51

InsideSales.com

MARCH 11, 2020

Many of these rules came into existence due to the Lead Response Management Research Study , a breakthrough report that changed the industry. Later on, the same study was repeated, on a much larger scale, and similar results were found. What Is Cold Calling? Everything You Need To Know.

Cold Calling 77

Cold Calling Sales Qualified Lead Call-back eBook 77

Jonathan Farrington

JULY 10, 2013

Our regular feature writers, Barb Giamanco, Nancy Nardin, Babette Ten Haken and Tamara Schenk are joined by sales management guru Keith Rosen. As usual we also announce this month’s Top Sales Article and Top Sales Blog Post, and you will find all the details on nominating your favorites for the 2013 Top Sales & Marketing Awards .

Margin 41

Margin Policies Coaching Sales Enablement 41

Green Lead's B2B

MARCH 13, 2013

Every sales organization I talk to these days is ramping their Sales 2.0 It's a fun topic for a guy like me who loves sales and loves technology. The Sales 2.0 Selling Power is a media cosponsor of the Sales 2.0 We felt it was time to poll a generation of Sales 2.0 Mike : What are the biggest Sales 2.0

Trends 30

Trends Jigsaw Conference Survey 30

Velocify

DECEMBER 3, 2012

Leads360 recently published a new study, the Ultimate Contact Strategy, highlighting the importance of sales lead follow-up including prompt response, appropriate persistence, and optimal timing between attempts for both phone and email communication.

Leads360 82

Leads360 Marketing Qualified Lead Leads Study 82

Green Lead's B2B

MARCH 13, 2013

Every sales organization I talk to these days is ramping their Sales 2.0 It's a fun topic for a guy like me who loves sales and loves technology. The Sales 2.0 Selling Power is a media cosponsor of the Sales 2.0 We felt it was time to poll a generation of Sales 2.0 Mike : What are the biggest Sales 2.0

Trends 20

Trends Jigsaw Conference Survey 20

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Sobczak is known for his hands-on, practical advice for telephone and inside sales professionals. Companies spent approximately $2.2B

Channels 111

Channels Video Training Hiring 111

SBI Growth

JANUARY 1, 2013

And it is not for 2013. Social Selling - we in sales tend to think in linear terms. Brian Frank , the head of global sales ops at LinkedIn, will show you how the world’s hottest company got hot because of social selling. Drapeau has studied the impact technology has had on quota attainment more than anyone else I am aware of.

B2B 308

B2B Hiring Quota Social Selling 308

Cience

FEBRUARY 5, 2019

A trusted advisor, coach, and mentor, Laurie uses her two decades of strategic sales management experience to build the capacity of The Bridge Group and each of its inside sales consultants. Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Score More Sales

AUGUST 20, 2013

Just a few years back, we were unsure how many sellers there are out there, let alone inside sales professionals. Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data. Inside Sales Structure.

Inside Sales 238

Inside Sales Survey Outside Sales Retail 238

Score More Sales

APRIL 10, 2013

It was a full day at Day 1 of the AA-ISP (American Association of Inside Sales Professionals) 5th Annual Leadership Summit in Chicago. I’m here with 450 others who live in the world of professional sales, and I feel like a kid in a candy store. Bob shared research from their 2013 Inside Sales study.

Inside Sales 197

Inside Sales Sales Leadership Hiring InsideSales 197

Sales Hacker

OCTOBER 7, 2021

Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer. Following Sailthru’s sale to CM Group in 2018, Cassie took on the expanded role of Chief Customer Officer for CM Group’s 200MM+ martech portfolio. Alicia Berruti. Holly Koob.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. 7 Sales Best Practices. Selling Is a Competitive Sport.

Data 86

Data Hiring Analytics Top of Funnel 86

Sales Hacker

NOVEMBER 10, 2020

I think that that’s kind of crazy to look at, but it was still relatively new, at least for an inside sales team. But in April of 2013, we were less than a month away from running out of money. Meltwater didn’t have them. The SDR function was so relatively new. So yeah, it was fun. Sam Jacobs: Yeah. AJ Bruno: Yeah.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

The Sales Association

MAY 22, 2011

From the beginning, I saw the value of leveraging and integrating many marketing and sales channels in support of the customer relationship and the sale. Supporting sales associations and sales professionals. Sharing best practices in sales and sales management. Sales Jobs. ► 2013. (1).

Telemarketing 24

Telemarketing Lead Generation Outsourcing Services Sales Qualified Lead 24

LeadFuze

AUGUST 5, 2021

The Gist: You can almost not keep up with the sheer volume of content generated by the sales (Read. Their army of bloggers cover every topic imaginable and use lists, case studies, video, gifs – you name it, to bring the up to the minute informative articles on all industry developments. The Sales Blog-Anthony Iannarino.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98