Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. Customer relationship management (CRM) systems remain the most critical, enabling sales teams to collaborate, managers to stay on top of business, and customer-facing people in other departments to share one prospect or customer record.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

No More Cold Calling

OCTOBER 30, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. In 2015, 43.6

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

SalesLoft

JUNE 23, 2015

In the recap of the Mattermark webinar below, you’ll get an inside look into the process and strategies we employ to define the three levels of sales data, and the specific benchmarks set within each of those levels. The SDR is responsible for reaching out to prospects to set qualified appointments and schedule demos.

Data 52

Data Churn Webinar Metrics Margin 52

Pointclear

JULY 7, 2015

My question to you and top industry experts is this: 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? If they register for a webinar, the lead usually gets a higher number of points than if they view a webpage, but did they show up?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

SBI

OCTOBER 22, 2014

I’ll separate the Snickers from the Candy Corn, or in this case, the really yummy tools that will energize your 2015 Marketing Journey! Infer also produces a “fit score” which uses predictive analytics to determine how closely each lead matches your ideal prospect profile. Learn more – Watch a 20 min webinar. .

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

Zoominfo

MARCH 6, 2017

If you’re not segmenting your contacts into different lists, you’re running the risk of turning off a lot of prospects and sending people to unsubscribe in droves. Whether that’s downloading a white paper, registering for a webinar, or even just replying to you. Originally published on December 14, 2015.

Email Marketing 100

Email Marketing Webinar Metrics Marketing Strategy 100

Sales Hacker

JUNE 26, 2019

After another 12 hour day of prospecting on October 1, 2015, I laid on the floor of my studio in downtown SF, stared at the ceiling for about an hour, and asked myself 3 questions that would forever change the trajectory of my career in Sales Development: 1. Do I think my prospects are different than me?

Scale 60

Scale How To Pivotal Energy 60

SalesLoft

MAY 11, 2015

Now, the modern sales process includes a sales development rep who’s sole job is to focus on the front end of the sales process (prospecting, qualifying leads, booking demos) while account executives focus exclusively on demoing and closing deals. Our own playbook that we hand every new rep on their first day outlines: Prospecting.

Hiring 52

Hiring Compensation Webinar Metrics Scale 52

SBI

AUGUST 22, 2019

has worked with hundreds of customers to increase quota attainment and shorten new hire ramp times by creating visibility and analyzing prospect-facing meetings at scale. Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. About Chorus.ai. Pat will walk.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Nutshell

AUGUST 24, 2018

It’s where the tide is turning, due to higher productivity and the ability to reach more prospects. Keep in mind: Not only will you need to learn this technology, but how to create a smooth-flowing online presentation/webinar/etc. Related technology includes screen-sharing for product demos. Like what you’ve read?

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. Think relationship selling, sales prospecting, and lead nurturing all rolled into one.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

No More Cold Calling

JUNE 29, 2023

Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy. But almost no one does. What a waste! 2023 is halfway over.

Referrals 177

Referrals Channels Cold Calling Scale 177

Costello

OCTOBER 1, 2018

She founded Avenue Talent Partners in 2015 to help startups develop and scale their own sales and client success teams. Identify whether you can truly help the prospect. “If Amy learns something from each of DiNardi’s webinars. Avenue Talent Partners founder Amy Volas has built her 20-year career on her passion for sales.

Conversion 40

Conversion Scale Buyer Software 40

Crunchbase

MAY 14, 2020

From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. If you’re looking for insight from Trish on sales development, she recently chatted with Dan Hersch on the Engaged Prospect podcast. . She also recently hosted a webinar addressing “Leading Your Sales Team to the New Normal.”

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

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. The best sellers understand human behavior.

Conference 101

Conference InsideView Cold Calling Scale 101

Allego

FEBRUARY 7, 2023

“As the market has matured, people are coming to the realization that you can’t have 25 tools in your tech stack because it’s just overwhelming,” said Mark Magnacca, co-founder and president of Allego, during a recent webinar, New Research: The State of the Sales Tech Stack in 2023. 4 Sales Technology Trends for 2023 1.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

Sales Hacker

JANUARY 23, 2018

2015: The Sales Stack Conference. In 2015 we ramped up. And in the Fall of 2015, we ran our first 1000 person Sales Stack conference. Brian Walton, Kyle Porter, Andrea Austin, and Armando Mann at Sales Stack 2015 delivering the SDR playbook for high performing sales teams. Tactical Webinars With Actionable Takeaways.

Conference 92

Conference Webinar Metrics Hiring Vendor 92

InsideSales.com

JUNE 12, 2020

They may use a personal cell phone to follow up on customers and prospects. They may travel to pay a visit to a prospect for a formal or informal meeting. They leveraged the tools they learned in SMB for prospecting (LinkedIn, ZoomInfo, XANT, etc), as well as Zoom / GoToMeeting / Google Hangouts for remote meetings.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

Vendor Neutral

JUNE 1, 2021

June 17, 2021 1 pm EST 10 am PST Webinar. Join our free webinar to learn how industry leaders are shifting their thinking to create sales presentations that actually work in today’s landscape! Engage your prospect from the first minute of your sales presentation. How to Change Your Sales Presentations. REGISTER NOW.

Constant Contact 52

Constant Contact Webinar Metrics Film Customer 52

Hubspot Sales

MAY 12, 2022

It helps you connect with customers, become more visible in your industry, shape your reputation, leave a lasting impression during online and in-person networking, and sell more to target prospects. No matter what they're buying, prospects know they can get a similar product or service from another vendor. What is personal branding?

Ideal Customer Profile 135

Ideal Customer Profile LinkedIn Hiring Hubspot 135

LeadFuze

FEBRUARY 19, 2019

Businesses should produce quality content to win over prospects on their terms, long before they have any purchase intent. The concept didn’t receive widespread attention, though, until at least 2015. Interns download eBooks, and low-level analysts attend webinars. How ABM Flipped the Funnel. ABM was marketed.

Account Based Marketing 55

Account Based Marketing Outbound Account B2B 55

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

NOVEMBER 10, 2020

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. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR. And then 2015, we did 4.7

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

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. Less rules are better but curate based on relevance so that clients, prospects and colleagues get a bunch out of it.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63