Sales 2.0

JUNE 29, 2014

It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. I first created this framework from stressing out about the lousy results my inside sales team was getting cold calling. Given that this is now 2014, Sweetspot is an iPad first (and only at the moment) tool.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

SBI

MAY 6, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Sales & Marketing Content. Sales Enablement.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. 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. Productivity Increases.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Crunchbase

DECEMBER 11, 2020

For sales teams, access to customer information is essential to do their job. Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. As sales leaders gather this information, it can help teams become more aligned. Identify the right customers.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

Understanding the Sales Force

JANUARY 8, 2014

Understanding the Sales Force by Dave Kurlan Global Warming is a trend. 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.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? increase from 2014.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

SBI

MAY 6, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Sales & Marketing Content. Sales Enablement.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Sales & Marketing Content. InsideSales.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Score More Sales

DECEMBER 18, 2014

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. The businesses who participated all have annual sales revenues between $10M and $1B. 85% of these companies hired employees in 2014 with 40% of those who replied saying they hired fewer than desired this past year.

Hiring 198

Hiring Wireless Policies Travel 198

SBI Growth

AUGUST 14, 2013

It’s getting harder for your sales reps to get at bats these days. As a result, your sales team is missing out on revenue opportunities. Competitors are beating your sales team consistently. Think about the last 3 meetings you took with a sales rep. Your sales team needs the ability to sell this way.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Score More Sales

JULY 24, 2014

I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. Jill created Sales Shebang(R) in 2007 online and as a conference for women in sales.

B2B 206

B2B Conference Twitter Influencer 206

Hubspot Sales

JANUARY 31, 2018

Every year at InsideSales.com Labs, we dig through thousands of data points to identify how the world of sales has changed. Sales Org Structures Are Changing. Sales organizations are restructuring themselves to reflect the growing trend of buyers doing their own research before connecting with sellers. Reps Use Around 5 Tools.

Direct Mail 97

Direct Mail Industry Salary Compensation 97

Score More Sales

SEPTEMBER 24, 2014

In 2014, she was named one of Network World’s 50 Most Fascinating People in the World of Technology. 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. What would YOUR answer be?

Twitter 210

Twitter Engineering Compensation Inside Sales 210

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 196

Airlines Hubspot Inbound Top of Funnel 196

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Score More Sales

MAY 15, 2014

I had a chance to catch up with best-selling author and modern marketing expert Jay Baer who has been the host of the IBM Smarter Commerce Global Summit 2014 Tampa this week. LR: Do you believe sales professionals can be online influencers, or is that role better for the face of a company – a C level leader? (in

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

Score More Sales

APRIL 29, 2014

It is unbelievable that in 2014, there are still big brand companies with poor response to people who are looking to buy their products and services. 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

SBI

APRIL 12, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Velocify , a sales acceleration tool that improves performance and conversion rates of both inbound and outbound calling. Sales ToolSkool Video Transcript: Velocify Helps Sales Teams Accelerate Performance.

Outbound 50

Outbound Sales Qualified Lead Inside Sales Guarantee 50

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On ToolSkool.

Vendor 139

Vendor Twitter InsideView InsideSales 139

LeadFuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

SalesLoft

MAY 12, 2015

Lydia’s Bio: Lydia came to Atlanta by way of Auburn, Alabama, and joined the Salesloft family in November 2014. As one of the Sales Development Team Leads, Lydia is a constant motivator to the SDR team both professionally and personally. What’s your ultimate sales development productivity hack?

Face-to-face 52

Face-to-face Inside Sales Motivation Energy 52

Score More Sales

APRIL 28, 2014

It is unbelievable that in 2014, there are still big brand companies with poor response to people who are looking to buy their products and services. 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 123

Retail Lead Rank Lead Scoring Study 123

CloserIQ

OCTOBER 10, 2018

Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. These companies are all backed by venture capital and are currently hiring in sales roles. This is by no means an exhaustive list, but here are some great companies to consider for your next sales job. ProfitWell.

Hiring 76

Hiring Company Policies Analytics 76

Hubspot Sales

APRIL 9, 2020

In fact, the only tool you have at your disposal is a toothpick. Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. The good news is there are a plethora of inside sales technologies in existence today. Customer Relationship Management (CRM) Tools.

Inside Sales 99

Inside Sales Sales Technology Wireless Hubspot 99

The ROI Guy

MARCH 1, 2016

You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. And those opportunities you thought were progressing through the waterfall / sales process to “wins”? According to Forrester, prospects indicate that less than 12% of sales engagements are focused on outcomes and customer value.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Igniting Sales Transformation

MARCH 20, 2019

Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. SalesLoft , a hometown tech success here in the ATL, launched Rainmaker in 2014. You, the sales rep, need to own and understand the target buyer persona too.

Conference 101

Conference InsideView Cold Calling Scale 101

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Power Networking.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Velocify

SEPTEMBER 10, 2017

Since opening in 2014, they’ve had to be highly innovative and nimble in order to successfully differentiate themselves in such a competitive market. Since opening in 2014, First Direct Lending has grown from five loan officers to well over 100 and counting – a 20x increase in their salesforce. Business Growth Without Hurdles.

Scale 56

Scale Hiring ROI Case Study 56

InsideSales.com

OCTOBER 14, 2019

What’s the secret to succeeding in SaaS sales? In this article: Jim Steele’s Strategies to Improve Sales Teams for Better Results. Treat the Sales Process Like a Relationship, Not a Transaction. If the SaaS Sales Process Feels Too Long, Don’t Worry. SaaS Sales Techniques to Improve Your Revenue.

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

The Sales Association

NOVEMBER 17, 2014

Graduates of the Consultative Sales Certification (CSC) program contributed to an expert sales panel discussion during The Sales Association’s Annual Conference in Denver Colorado on November 13, 2014. Consultative Sales Certification is offered as a Sales Association member benefit.

Conference 30

Conference Consultative Selling Influencer Negotiation 30

Markempa - Inside Sales

FEBRUARY 2, 2015

2014), a book that explains a step-by-step guide on how marketers can set up and use joint ventures to help your business grow. B2B : What are some unique tools you use to connect with build relationships (other than phone, email, and LinkedIn)? ” From then on, my interactions with the people I have served are warm and friendly.

Lead Rank 40

Lead Rank Networking Decision Maker Webinar Metrics 40

Cience

MAY 7, 2019

Let’s talk about the unicorns of sales development: high-quality sales leads. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ). Answer: Yes.

Channels 42

Channels Marketing Retail How To 42

Sales Hacker

JUNE 9, 2020

This week on the Sales Hacker podcast, we speak with Barrett Boston , Chief Revenue Officer at TriNet. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Cience

MAY 7, 2019

Let’s talk about the unicorns of sales development: high-quality sales leads. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

NOVEMBER 10, 2020

Subscribe to the Sales Hacker Podcast. If RFPs are slowing down your sales team, you need to check out Loopio. The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74