Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales 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. Becoming “brilliant in sales execution” during each stage is critical. Sales training is moving to a mobility mode. Power Networking.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

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DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). When it comes to hiring, 74% plan to hire in 2015, although 61% of the respondents feel there is a shortage of qualified talent. Others are predicting a strong 2015 for business as well.

Hiring 198

Hiring Wireless Policies Travel 198

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

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OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. What is your plan to grow and improve your presence in 2015? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

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AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. It is an evolution, and now is clearly the time to be thinking about this and planning for Q4 into 2015. The time is NOW to build for the future with your website.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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DECEMBER 23, 2014

Sales organizations need to take advantage of this scenario and leverage it in 2015. If it is true that sales reps do a better job with their CRM using a mobile app, then they should be encouraged by you and your company to do so. Here is another post written this year about how mobile helps sales reps sell.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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JANUARY 9, 2015

THEN, come to a focused session on becoming MORE productive with your time as sales leader (for your reps) or for sales professionals everywhere 4 days later. Join hundreds of others who have already signed up for 5 Productive Strategies to Crush Quotas in 2015. If you see a mention on Twitter about it, please re-share.

Webinar Metrics 120

Webinar Metrics Twitter Inside Sales Google 120

Vendor Neutral

JULY 30, 2021

Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. Most recently, Derrick joined Tenbound as a Senior Sales Development Consultant.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

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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. 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.

Real Estate 249

Real Estate Compensation Vendor Intent 249

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DECEMBER 22, 2014

How different would it be to begin 2015 with some solid appointments and opportunities rather than a blank slate? ” 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.

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

Sales Gravy

DECEMBER 18, 2020

Brian: Why I Started My Business I was in corporate life from the time I graduated college in 2000, all the way up until 2020, and the last four jobs that I had in the corporate world were inside sales and customer service. Then between 2013 and 2015, I moved into more of a pure sales role where I was cold calling.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

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DECEMBER 29, 2014

What can you put in place in 2015 to help sales reps be more effective in starting with the best data possible? 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.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Where are you?

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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JANUARY 8, 2015

Instead of full focus on new products and training for new products / services, be sure to make time for sales skills development. Unless everyone is at 100% quota, which is highly unlikely, have time for coaching and training. Finally, I love to see a theme for sales kickoffs and for sales offsites.

Twitter 120

Twitter Inside Sales Groups Survey 120

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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.” CRM is there to help you implement, manage and enforce sales process: These ‘7 Best Practices’ outline the plan, how to sell, and how to win deals – NOT how to click!

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Top of Funnel Sales Process Webinar Metrics CRM 52

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

Salesmate

SEPTEMBER 18, 2020

I invest some time reading some best sales management books and getting actionable takeaways to amp up your sales team’s performance. Here are some of the best sales management books that you should consider reading: 1. Sales management simplified. Published – October 2015. Author – Mike Weinberg.

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Sales Management Face-to-face Quota Coaching 116

Sales Training Connection

MARCH 11, 2015

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC. Technorati Tags: competition inside sales teams , sales leadership , sales management.

Competition 50

Competition Sales Management Lead Rank Lead Scoring 50

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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. I can’t wait for 2016.

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Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

ExecVision

DECEMBER 18, 2018

Since our founding in 2015, we’ve worked with over 140 organizations to drive revenue attainment and solidify our place in the modern organization’s sales tech-stack. For years, we watched companies invest thousands of dollars into training their agents. It’s been a long journey. ExecVision was created to solve this problem.

Closing 40

Closing Analytics Coaching Distribution 40

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.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Sales Training Connection

FEBRUARY 9, 2015

Review the relationship between Marketing and Sales – today the two must be aligned through out the sales cycle. Reexamine the degree to which the sales team is effectively leveraging institutional resources such as: CRM system information, inside sales, engineering/technical support and company success stories.

Discount 50

Discount Negotiation Study Engineering 50

SalesLoft

OCTOBER 4, 2016

Thanks to Steven’s background as a Ranger Sniper Team Leader in the Army prior to his career in sales, he believes modern sales is very much in line with the Ranger Life. Next in the spotlight was Andrea Hansen , Head of Sales Development at Gainsight.

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SalesForce Hiring Scale Sales Talent 52

The ROI Guy

JANUARY 11, 2017

Consistently deliver – Implementing value communication and quantification, from marketing and inside sales, to channel, partner and account execs, to business consultants and value engineers. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

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. She’s an advocate for women in the aviation industry and beyond, and an accomplished sales leader.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

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. Will the Russians launch sales training schools like future ballerinas or Olympians?

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. The folly of Sales 2.0 Challenge yourself.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Zoominfo

JUNE 3, 2021

But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies. In early June 2021, the ZoomInfo database listed 117,436 professionals with the term “Inside Sales” in their job title within the United States.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Zoominfo

JUNE 3, 2021

But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies. In early June 2021, the ZoomInfo database listed 117,436 professionals with the term “Inside Sales” in their job title within the United States.

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales.

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? I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. Is the engine full of sawdust? Am I sending a money order to Dubai? I certainly am.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

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. I’m not a lawyer, I’m actually an engineer by classical training, and it’s been a fun and interesting ride to work with this community.

Scale 107

Scale Company Hiring Campaigns 107

Sales Hacker

NOVEMBER 10, 2020

Sam Jacobs : When you say you went at it hard from a technical perspective, does that mean that you trained yourself how to be an engineer? I think that that’s kind of crazy to look at, but it was still relatively new, at least for an inside sales team. And then 2015, we did 4.7 Meltwater didn’t have them.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

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. Eventually, we are seeing a growing number of Sales Guidance & Recommendations software.

Scale 100

Scale Intent Data Lead Rank Forecasting 100

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Turning the camera on to the customers to garner their insight is a great way to align sales and marketing. Think social cross-training.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63