Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We persevered—and then turned over a Sales Qualified Lead which closed for $1,000,000,000 five months later.

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Partners in Excellence

OCTOBER 7, 2021

first, I have to give credit to the folks at Modern Sales Pros. They are running a webinar on October 27, entitled “ Outbound Sales Is Like Dating.” As soon as I read that title, I immediately jumped back to my dating adventures in Manhattan. Could you try calling it to see if it works?

Webinar Metrics 62

Webinar Metrics Call-back Outbound Objections 62

Steven Rosen

AUGUST 9, 2016

Global leadership goes back and forth with country management. Global leadership pushes you to increase your sales numbers and reduce expenses, and you have to dance. In the end, you are asked for stretched sales numbers, fewer programs than you pitched for and you go back to the drawing board to make revisions.

Strategy 159

Strategy Call-back Objections Forecasting 159

Increase Sales

JANUARY 2, 2016

This is the fourth direct mail marketing postcard I have received from this particular Realtor without any sales follow-up. Qualifications return my brain and the brain of many others back to educational and work experience. Qualifications return my brain and the brain of many others back to educational and work experience.

Real Estate 70

Real Estate Direct Mail Marketing Decision Maker 70

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Lead Rank 103

Lead Rank Hubspot Microsoft Lead Scoring 103

Crunchbase

FEBRUARY 25, 2021

We’re back with a special Black History Month bonus edition of the Monthly Rundown. The company’s hosted messaging and communications services include inbound call management, fax to email, virtual numbers, audio conferencing, and personal numbers facilities. Industry: Food and Beverage, Lifestyle, Wellness. million Seed Round on Jan.

Company 95

Company Automotive Sales Qualified Lead Software 95

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. percent of sales reps made quota in 2016. The problem is that many sales managers were raised in Sales 1.0 They don’t have the skills or tools for success in a Sales 3.0

Hiring 214

Hiring Account SalesForce Quota 214

No More Cold Calling

APRIL 1, 2016

Get my No More Cold Calling book for 99 cents. It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. To express my gratitude and celebrate this milestone, I am offering my No More Cold Calling book for 99 cents from the Kindle store for one day only: April 14, 2016. The offer is for real.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. from “The Sales Development Playbook” ).

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Steven Rosen

AUGUST 9, 2016

Global leadership goes back and forth with country management. Global leadership pushes you to increase your sales numbers and reduce expenses, and you have to dance. In the end, you are asked for stretched sales numbers, fewer programs than you pitched for and you go back to the drawing board to make revisions.

Strategy 120

Strategy Call-back Objections Forecasting 120

Hubspot Sales

DECEMBER 26, 2017

And from where I stand -- as the manager of an inside sales team -- one thing is clear. The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat? It no longer works well. They do need to be comfortable on screen.

Hubspot 143

Hubspot Lead Rank Call-back Sales Qualified Lead 143

Sales and Marketing Management

DECEMBER 17, 2018

From medical device sales to telco call centers, teams play a critical role in pre- and post-sales efforts, especially when getting the job done requires effective, high-speed interaction. Please don’t hold back using team incentives because of your concern over loafers and free-riders.

Incentives 149

Incentives Incentive Compensation ROI 149

The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. Many sales organizations exclusively compete for and capture these buyers. Let’s go back now and look at what our buyer is thinking about in traffic? Which of these two calls or emails would resonate? Put a lot of “leads?”

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Sales Hacker

MARCH 16, 2020

In this article, we’ll look at five sales follow-up tactics that will help you do just that. 5 Tactics for Effective Sales Follow-Up in 2020. The standard, inbound-lead, follow-up cadence primarily consists of phone calls, email, and LinkedIn. Sales Follow-Up Tactic #1: Email. Sales Follow-Up Tactic #2: Phone.

Follow-up 108

Follow-up Examples Lead Rank Marketing Qualified Lead 108

Pipeliner

AUGUST 18, 2020

Take a forward-looking view at the mindset of sales leaders and how they use the resources available to them. When it comes to sales, you should be asking, “How are these companies handling their sales? Yet building sales capability involves more than just implementing training programs. Adjusting to Change.

Company 98

Company Sales Outsourcing Hiring Telemarketing 98

Hubspot Sales

MAY 4, 2020

When HubSpot originally released HubSpot Sales — its free email tracking and sales automation tool —I decided to give it a try, and started to create base templates that I could personalize. In your email, you should answer the core questions you would cover if you were to connect with the buyer on a call.

Hubspot 71

Hubspot Call-back Research Follow-up 71

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. We want to see how sales technology is evolving and what the trends are.

Scale 120

Scale B2B Trends Lead Rank 120

The Pipeline

OCTOBER 20, 2016

It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. And most specifically, that cold calling is (was) dead. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Prospecting 120

Prospecting Face-to-face Call-back Cold Calling 120

The Pipeline

SEPTEMBER 14, 2015

Opportunities that went into your pipeline, or sales process, progressed but died before coming out the other end as customers. These are not opportunities that bought from someone else, but that tested the market, then went back to the sideline having changed or done anything.

Cold Calling 120

Cold Calling Harvest Referrals Call-back 120

Julie Hanson

AUGUST 24, 2021

And many of these essential qualities are missing (or harder to observe) on virtual meetings and calls because they are often communicated non-verbally. Below are three essential relationship-building qualities and actions you can take to ensure they are being communicated naturally in your virtual meetings and calls.

Face-to-face 139

Face-to-face Video Real Estate Call-back 139

SalesLoft

MARCH 8, 2016

We’ve heard from the Salesloft family this morning, with Kyle Porter and friends on the main stage sharing their gratitude for the people and processes that have gotten us to where we are today in the sales development community. the top analyst in the sales development game. And sales didn’t know what was going on.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

No More Cold Calling

AUGUST 31, 2017

Here’s what you might have missed from No More Cold Calling this month. There are many misconceptions that trip up modern sales leaders. For example, if you believe that 57 percent of the buying process is complete before buyers ever contact account based sales reps, you’ve lost the deal before you’ve begun.

Referrals 149

Referrals Cold Calling Account Video 149

Pointclear

JULY 20, 2016

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. That success did not even include one “win” that I will call an outlier. What Is a Multi-Touch Cycle?

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

No More Cold Calling

JULY 31, 2016

Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to hear—their sales pitches? Then it’s time to stop the cold calling madness. But referral selling isn’t easy.

Referrals 120

Referrals Webinar Metrics Cold Calling Social Media 120

Sales Training Connection

AUGUST 1, 2016

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. The presentation was developed as a comparison to what is happening in 2026 versus ten years earlier in 2016. Let’s tune in and listen to what Dr. Beckett has to say.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

Increase Sales

MARCH 1, 2016

Leap Day 2016 is now in the past. Everyone in SMBs had an extra day to leap and increase sales sales. When sales are going well, the attitude is positive and one of abundance. Yet when revenue is down, sales leads aren’t calling back, then negativity begins to set in and a feeling of scarcity grows.

Call-back 70

Call-back Twitter Facebook LinkedIn 70

Bernadette McClelland

JANUARY 15, 2017

Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Although I’m not sure selling, per se, has changed!

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

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. And we wanted to show them someone is out there who has their backs.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Gong.io

NOVEMBER 11, 2022

This article will define Revenue Intelligence, share how it can be effective for sales, and then deep dive into the six workflows we recommend to help boost your customer success team. Our Revenue Intelligence platform helps all teams within your organization, specifically Sales, Customer Success, Enablement, and Marketing.

Revenue 62

Revenue Customer Call-back Churn 62

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. 18 Outdated Sales Tactics to Kick to the Curb in 2018. Cold calling.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Pointclear

JULY 24, 2017

At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from. One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Gong.io

OCTOBER 18, 2021

No matter who said it, it’s spot on, especially for those of us in the sales world. Winning in sales is kinda sorta VERY important. If you are not winning (closing deals, for example) in sales, your sales career will be short-lived. And if you want to win more, you need a sales pitch that helps accelerate your winning.

Examples 71

Examples ROI Buyer Call-back 71

Hubspot Sales

APRIL 12, 2018

Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely. How to Speed Up Your Sales Cycle.

Sales Cycle 111

Sales Cycle Strategy Channels Call-back 111

Sales Hacker

MAY 3, 2023

Sales leaders play a critical role in a business’s success because they are responsible for driving revenue growth and developing and executing sales strategies. In this episode of Sales Hacker, our host Colin Campbell welcomes Sam Jacobs , the founder and CEO of Pavilion.

Revenue 70

Revenue Call-back Face-to-face Margin 70

Chorus.ai

JULY 16, 2020

In 2016, the NBA’s Sacramento Kings completed construction and moved to Golden 1 Center, a state-of-the-art indoor arena complex in an emerging lifestyle, entertainment, and retail neighborhood in Sacramento, known locally as DOCO, or Downtown Commons. It’s hardly surprising then that the Kings sales organization is big on technology tools.

Sports 62

Sports Coaching Call-back Inside Sales 62

Allego

JUNE 14, 2022

He creates the curriculum, which is personalized for each seller; plans meetings and conference calls; and ensures the team has the training and sales resources it needs. Because Voya has so many products and services, efficient sales training and onboarding are critical. Then in 2016, I moved to my role at Voya.

Training 62

Training Hiring Customer Distribution 62