Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Buyers are consistently inundated with products, technologies and solutions. Source: [link] ).

Lead Rank 120

Lead Rank B2B Education Research 120

Pointclear

JANUARY 13, 2015

Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). I will break up this review into three sections: What Buyers Want. What Buyers Want. Ardath states that “buyers want to buy.” Developing Marketing Content.

Strategy 100

Strategy Marketing Campaigns Inside Sales 100

Score More Sales

OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

The ROI Guy

NOVEMBER 5, 2015

Last year, new research from Forrester boldly predicted the Death of the B2B Sales Rep, making some stark forecasts: Much of B2B buying will not need sales reps anymore, and will move to lower cost self-service or inside sales reps. Over 1 million B2B salespeople would go the way of the dodo by 2020.

Trends 80

Trends B2B Decision Maker Forecasting 80

Score More Sales

OCTOBER 24, 2014

Think of the questions sales and marketing needs to get answers to in order to better serve buyers in 2015 and beyond. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Analytics 221

Analytics Analysis Compensation Data 221

SalesLoft

MARCH 24, 2015

Last week, our Salesloft team members joined the TOPO webinar on the “7 Best Practices For Designing Your Sales Process.” TOPOsales pic.twitter.com/SH0nzXJUCz — Salesloft (@Salesloft) March 18, 2015. Here are some of the key tweetable takeaways from the live webinar: First, map your process to your market and your buyer.

Top of Funnel 52

Top of Funnel Sales Process Webinar Metrics CRM 52

DiscoverOrg Sales

NOVEMBER 17, 2016

Check out the results of the 2015 B2B Lead Generation Trends Report, which was produced by Holger Schulze’s B2B Technology Marketing Community on LinkedIn. How do you see Sales Tech changing as an industry? Sales technology as a category in its own right is still fairly new, despite CRM platforms having been around for many years.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Include a simple range such as high, medium, low for each pain area. Conclusion.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Score More Sales

JANUARY 19, 2015

If you want to learn about the latest ideas in sales you need to be a student of learning. I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. This event was unique because it only focused on sales development.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Pointclear

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Tactically this can be easier to do within functional groups (inside sales, paid media, etc.).

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. And its not just your direct sales reps that have the issue. 2) Central IT is Irrelevant?

ROI 53

ROI Decision Maker Proposal Forecasting 53

SalesLoft

OCTOBER 4, 2016

And from fast growing startups like Mulesoft & Gainsight , to venture funds like OpenView , the heart of modern sales is fully alive. They are leading the trend in which buyers increasingly choose sincere and intentional sellers as their business partners.

SalesForce 52

SalesForce Hiring Scale Sales Talent 52

Velocify

OCTOBER 17, 2017

How to Connect with Buyers , social selling expert, Koka Sexton, shares tips on how to use emojis to build relationships. If you aren’t seeing emoji use increase in your daily communication, allow me to introduce some metrics into the mix: Since 2015, there has been a 777% increase in the use of emojis by marketers. In Get Emojinal!

Customer 75

Customer Real Estate Licensing Buying Cycle 75

Tony Hughes

MARCH 4, 2018

Search engines like Wolfram Alpha become so smart they can fully educate the prospect so they go 100% of the way through the sales process before ever needing to talk to a human. It's unclear if ERP firms even understand ERP and it's 2015. Inside sales doesn't have to be a career path to outside sales.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Crunchbase

MAY 14, 2020

Why Jordan should be on your radar: It’s probably a good idea to get used to seeing Jordan Arogeti on these sales leaders lists. From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. VP of Inside Sales at PatientPop Inc. Founder of Sistas in Sales. Kevin “KD” Dorsey.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

InsideSales.com

JUNE 12, 2020

Helping companies get there is a core part of what Vertical Relevance helps large-scale sales organizations achieve.”. Inside Sales Teams are Already Digital. We’ve known digital transformation was coming for a long time; many have already transformed their sales development and inside sales teams.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

CloserIQ

OCTOBER 10, 2018

Drift is a good fit for ambitious sales professionals and is searching for people to fill sales roles. CarGurus is an online automobile marketplace that helps connect buyers with the best deals on new and used cars. Founded 2015. They are hiring inside sales representatives. Founded 2006. 251-500 employees.

Hiring 76

Hiring Company Policies Analytics 76

Igniting Sales Transformation

MARCH 20, 2019

As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my experience that year. What I realized in reading that 2015 blog post was that the more things change, the more they actually stay the same. Sales pitches fall on deaf ears.

Conference 101

Conference InsideView Cold Calling Scale 101

Hubspot Sales

OCTOBER 28, 2020

Do you feel that your sales strategy could benefit from an injection of data? The average buyer receives over 100 emails a day, opens just 23% and clicks on just 2% of those emails, according to Tellwise. Vorsight found that sales reps are 70% more likely to get an appointment on an unexpected sale if you join LinkedIn Groups.

Data 89

Data Prospecting Top of Funnel Lead Rank 89

Sales Hacker

SEPTEMBER 29, 2020

And since founding in 2015, we had one flagship product that focuses the AI product, and it’s essentially a very intelligent repository, store contracts in there, executed contracts. It’s also a buyer that necessarily hasn’t been flooded with tools. And so the use of demonstrations are front of mind, right?

Scale 107

Scale Company Hiring Campaigns 107

InsideSales.com

OCTOBER 14, 2019

According to the 2014 State of B2B Procurement Study by Accenture’s Acquity Group , 94% of B2B buyers gather data and research online before buying. Are you using the latest in sales enablement technology to help your reps work more efficiently? CSO Insights reports that, on average, only 60% of inside sales reps meet quota.

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Be yourself; you are a woman in sales; don’t try to be a female salesman. Be yourself!

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Tony Hughes

MARCH 7, 2018

In 2015 everything including Ferraris can be purchased on a mobile phone with one click and how on Earth do I know it's not a scam? The entire buyer's decision journey is reactive: they've already started and you're inserting yourself anywhere between 57% to 90%. Is the engine full of sawdust? Am I sending a money order to Dubai?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Close.io

SEPTEMBER 4, 2019

Is it used to see real-time information, track trends, or forecast future sales ? Will it be used by outside sales teams who might need a mobile version, or an inside sales team that wants something more personalized and in-depth? Sales opportunities are the lifeblood of your team. Open opportunities.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Sales Hacker

MAY 30, 2019

While Salesforce Ventures continues to invest heavily in the space, Salesforce’s last major acquisition was Steelbrick in December 2015. Last September, it introduced High Velocity Sales for inside sales. The sales intelligence layer now shows separately Intent Data and Relationship Intelligence providers.

Scale 100

Scale Intent Data Lead Rank Forecasting 100