New Trends in Technology Enabling the Inside Sales Function
SBI Growth
OCTOBER 1, 2018
The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.
Friday Five - Cold Calling Dead or Alive
Score More Sales
AUGUST 16, 2019
Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? 21 Cold Calling Secrets From the Sales Masters. 14 Actionable Cold Calling Tips and Techniques – Sales Hacker. Here are a few great resources we like. Expand Your Pipeline.
Cold Calling 
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Stop Doing Stupid Sh*t: 18 Outdated Sales Tactics to Abandon in 2018
Hubspot Sales
JANUARY 31, 2018
Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987. Buyers have changed, and top salespeople have to change with them. 18 Outdated Sales Tactics to Kick to the Curb in 2018.
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16 Top Sales Conferences You Should Attend in 2017 & 2018
Hubspot Sales
OCTOBER 26, 2017
So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit.
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The Best Cold Calling Tip Is Stop Immediately (Do This Instead)
No More Cold Calling
JANUARY 24, 2019
How about a buyer who enjoyed receiving cold calls? percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. In fact, that’s why many buyers shy away from gated marketing content.). Cold calling is an outdated tactic that simply doesn’t work with modern buyers.
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How to Write Sales Cold Calling Scripts Using Data
Zoominfo
JULY 29, 2020
B2B companies receive countless sales calls, which are usually filtered through an operator or phone system. B2B companies typically have buyer committees that weigh in on purchasing decisions or procurement specialists. Check out this recent article from sales expert, Tony Hughes! Inside Sales Cold Call Scripts.
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60 Sensory Words and Phrases to Spice Up Your Sales Pitch in 2018
Hubspot Sales
APRIL 11, 2018
These phrases, and others like them, provide useful information on the buyer's thinking process and give you insights on how to communicate more precisely and persuasively. This is especially valuable in inside sales where non-verbal feedback is absent. Sensory Sales Words. Sensory Sales Phrases.
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45 Sales Prospecting Tips to Help Sellers Identify & Connect with Uber-Busy Buyers
Hubspot Sales
JUNE 22, 2018
In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. These 45 tips from three remarkably insightful sales experts should make it much easier for you. Know "who" your buyer is. Adapt to each individual buyer's preference.
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Inside vs. Outside Sales: How to Structure a Sales Team for Success
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? It’s all sales.
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37 LinkedIn Social Selling Stats You Need to Know
Hubspot Sales
MAY 4, 2020
Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception. With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever.
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MarketJoy Hosts a Live Webinar with AAISP
MarketJoy
JULY 13, 2018
This webinar will be presented on 26th July 2018. It is important for marketing professionals to be aware of these buyer personas and their decision-making behavior. Now, one cannot really read the buyer’s mind so, the next best thing is the buyer’s persona. Register here for the webinar.
[Webinar] How B2B Purchasing Decisions Have Changed
MarketJoy
AUGUST 3, 2018
MarketJoy hosted a live webinar with AA-ISP (American Association of Inside Sales Professionals) on 26th July 2018. There MarketJoy’s VP of Customer Success – Curtis Bendt discussed about B2B buyer personas and their changing behavior while buying any product or service.
What Is Sales? A Quick Guide
Hubspot Sales
MARCH 1, 2019
Companies have entire sales organizations comprised of employees that are dedicated to selling their products and services. Inside Sales vs. Outside Sales. So, how do sales teams sell? And others choose an outside sales strategy -- where salespeople broker face-to-face deals with the prospect.
The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black, Episode #147
Vengreso
JULY 17, 2020
Sales leaders and sales enablement leaders must look at what’s coming and plan for a world that’s more digital than ever before. Gartner data from 2018 already showed that B2B buyers only spent 17% of their time with vendors. And with an average of three vendors per buyer, a company would only have 5.6%
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Sales Hacker’s 35 Most Influential Women in Sales
Sales Hacker
OCTOBER 30, 2018
Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. by The American Association of Inside Sales Professionals 2013-2018.
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Gartner Recognizes Showpad as Representative Vendor in Market Guide for Digital Content Management for Sales
Showpad
DECEMBER 5, 2018
percent increase from 2018. The process of identifying and implementing the right sales enablement technology specifically can be daunting so you need to know where the players fit in the solution ecosystem. Earlier this year Gartner predicted global IT spending to total $3.8 trillion in 2019 — a 3.2
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Sales Blogs We Love: Where to go for insight in every sales role
SalesLoft
JANUARY 2, 2020
The Sales Hunter Blog (Mark Hunter) | Posts from Mark Hunter: Sales speaker, trainer, and consultant. Sandler Training Blog | Top Sales World named the Sandler Blog one of the Top 50 Blogs for 2018. Growthbound Blog (DiscoverOrg) | Stay growthbound with the latest tips and tricks for sales, marketing, and recruiting.
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Rainmaker Pre-Conference Workshops: The Calm Before The Storm
SalesLoft
MARCH 6, 2018
Optimizing Your Account-Based Strategy and Playbook in 2018. With the interest in account-based strategy and execution heading into Rainmaker 2018, it’s no surprise this Workshop was one of the most popular sessions in the Pre-Day Sales Workshop lineup. Blueprints for Running Inside Sales Organizations.
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Hit the Bullseye: Know and Do the Most Meaningful Activities w/Kristina McMillan
Igniting Sales Transformation
MARCH 4, 2019
Everyone knows that sellers need to prospect, qualify leads, demonstrate value and business acumen in their outreach to buyers, I kicked things off by asking Kristina what is happening in the market now that dictates what buyers want, so that sellers can better focus?
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Digital Transformation of Sales – Where Culture Meets Technology with Debbie Dunnam, Microsoft
Igniting Sales Transformation
FEBRUARY 14, 2018
Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. Debbie then transitioned into technology sales with the help of a friend in the early days of the technology revolution. Digital sales transformation requires a shift in mindset. Google Play.
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62 Is It Time for B2B Sales Teams to Ignore Speed-to-Lead?
Chili Piper
NOVEMBER 21, 2018
For example, if a SaaS company knows about Chili Piper and the value of our buyer enablement solution , they’re going to wait (a reasonable amount of time) for us to call them because they know they can’t get the same solution anywhere else. The second challenge is buyers submit demo request forms at all times of the day.
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The 3 Mistakes Every Company Makes Building the Outbound Sales Model
Openview
MARCH 16, 2018
Salesforce was one of the first out of the gate with an inside model. Marc Benioff and his team demonstrated a consistent ability to scale with an outbound sales team in those early years. And with that, modern inside sales was born. You pitch too early in the buyer journey.
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89 Swag for Days: 13 Don’t-Miss Dreamforce Events 2018
DiscoverOrg Sales
SEPTEMBER 14, 2018
Best Dreamforce sessions for Sales. “Sales Summit: Salesforce on Salesforce Inside Sales” Thursday, 9/27 – 4:00 PM ( Hotel Nikko , Nikko Ballroom I-II). Meet Salesforce’s own inside sales team, and see how they use … Salesforce. You’ll want to register for this one in advance , too.
5 Game-Changing Trends Shaping the Future of Sales [New Report]
Sales Hacker
JUNE 11, 2018
The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. Here’s a quick sneak peak of their sales research report. In fact, nearly 60% of sales reps expect to miss their quotas this year. State of Sales (Third Edition).
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Sales tactics encyclopedia: 15+ strategies for prospecting, qualifying, and closing
Nutshell
AUGUST 27, 2018
The end goal is to identify leads that can be moved to the next step of your sales funnel, and eventually, result in a sale. There are many ways to find potential buyers. Browse LinkedIn for qualified leads or use LinkedIn Sales Navigator. 5 things you should do before every sales call” by Nutshell. Cold Calling.
How To Connect And Engage With C-Level Executives
InsideSales.com
OCTOBER 23, 2019
According to a white paper published by IDC , “75% of B2B buyers and 84% of C-level/vice president (VP) executives surveyed use social media to make purchasing decisions.”. A blog post from LinkedIn selling provides the following statistics: 92% of buyers engage if the professional is a known industry thought leader. Get Social.
The Ultimate Guide to Cold Calling
Nutshell
AUGUST 16, 2018
You can also browse through some of our past articles on the subject: 5 Things You Should Do Before Every Sales Call. Inside Sales” That Will Double Your Close Rate. Generally, you should look to qualify based on buyer persona. 16 Cold Email Templates That Sales Experts Swear By. Last updated: August 2018.
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Frank Cespedes: How to Build and Manage Your Multi-Channel Marketing
Cience
NOVEMBER 6, 2019
His next book is Rethinking Sales: What’s Changing, What’s Not, And Why Knowing the Difference Matters (Harvard Business Review Press, forthcoming). . The most important thing about any go-to-market approach is the buyer and the buying process. According to a 2018 J.D. in 2018 were online sales and only about 5% of new cars).
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42 Swag for Days: 13 Don’t-Miss Dreamforce Events 2018
DiscoverOrg Sales
SEPTEMBER 17, 2018
Best Dreamforce sessions for Sales. “Sales Summit: Salesforce on Salesforce Inside Sales” Thursday, 9/27 – 4:00 PM ( Hotel Nikko , Nikko Ballroom I-II). Meet Salesforce’s own inside sales team, and see how they use … Salesforce. See you there, Dreamsters!
The 54 Sales Leaders You Should Get to Know in 2020
Crunchbase
MAY 14, 2020
Why Trish should be on your radar: Trish Bertuzzi is a sales powerhouse, a bestselling author and founder of The Bridge Group, an organization dedicated to helping B2B technology companies build world-class inside sales teams. VP of Inside Sales at PatientPop Inc. Founder of Sistas in Sales. Chantel George.
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The 14 must-attend sales conferences of 2020
Nutshell
DECEMBER 5, 2019
For Nutshell’s second annual BOUNDLESS event, we’ve turned the dial up to 11 and booked amazing speakers like Jeffrey Gitomer , a legendary sales author and the host of the Sell or Die podcast ; Rob Siefker, Senior Director of Customer Service for Zappos ; and Christine Volden, the founder of Soulful Selling. for their 2018 event.
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Sales Automation: 210+ Tools to Turbocharge Your Sales Process
Sales Hacker
JULY 3, 2018
To thrive in the new economy, you need sales-enabling technologies that optimize your existing tools, talent, and teamwork. Related: Best 160+ Sales Tools: The Complete List (2018 Update). Pros and Cons of Using Sales Automation. Inside Sales. Not everything in the world of selling should be automated.
The Ultimate Guide to Cold Calling
Nutshell
AUGUST 16, 2018
You can also browse through some of our past articles on the subject: 5 Things You Should Do Before Every Sales Call. Inside Sales” That Will Double Your Close Rate. Generally, you should look to qualify based on buyer persona. 16 Cold Email Templates That Sales Experts Swear By. Last updated: August 2018.
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25 Must-Read Sales Blogs
Zoominfo
FEBRUARY 26, 2018
Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor. According to the Factor 8 website, Factor 8 is an award-winning inside sales training and consulting firm catering only to inside sales. Keenan: A Sales Guy. 7. Koka Sexton. Bridge Group Inc.
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Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018
Sales Hacker
DECEMBER 8, 2017
The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. – Lars Nilsson , VP of Global Inside Sales, Cloudera.
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25 Must-Read Sales Blogs
Zoominfo
FEBRUARY 26, 2018
Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor. According to the Factor 8 website, Factor 8 is an award-winning inside sales training and consulting firm catering only to inside sales. Keenan: A Sales Guy. 7. Koka Sexton. Bridge Group Inc.
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170 21 Cold Calling Secrets (From the Sales Masters)
Chorus.ai
MARCH 19, 2019
It also includes valuable insights from Chorus.ai’s conversation intelligence platform that analyzed more than one million cold calls made in 2018. Continue to evolve and stay creative because buyers are savvy and standing out from the rest is more and more difficult. Scott Wells, Director of Sales, Act-On Software. Scott Wells.
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The Complete Guide to SaaS Sales
Nutshell
JANUARY 14, 2020
Glassdoor currently puts the average base pay for a SaaS Sales Specialist at $86,400 per year , not including commissions. Indeed has a more conservative estimate, with an Inside Sales Representative earning $50,928 per year before commissions and a Senior Sales Representative earning $70,472 per year.
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The Top 29 Sales Blogs Every Sales Professional Should Read
Hubspot Sales
FEBRUARY 21, 2018
Sales for Life. LinkedIn Sales Blog. The Sales Blog. Sales Benchmark Index. Inside Sales Experts Blog. Sales Source. The Sales Leader. The Center for Sales Strategy Blog. Must-read post: Always Be Closing Is Dead: How to Always Be Helping in 2018. Sales Solutions Blog.
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PODCAST 130: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez
Sales Hacker Training
OCTOBER 6, 2020
Growing up, Eddie experienced firsthand the difficulties of learning the essential skills required for professional B2B sales and the lack of mentors that resembled him in the sales community. In a world where buyers are maybe not buying or becoming more hesitant, I think it’s just critical that we embrace the ethos of hard work.
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82 15 Essential Blog Posts About Sales Productivity
Zoominfo
FEBRUARY 14, 2018
If you’re a regular reader of our blog, you’ve seen quite a bit about sales productivity in the last few weeks. And for good reason—sales productivity is the theme of our 2018 Growth Acceleration Summit! The problem is: we haven’t yet invented cloning, so one sales professional can only do the work of one person.
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Laurie Page: “Calling Should Ultimately Be Part of Your Touch Cadence”
Cience
FEBRUARY 5, 2019
A trusted advisor, coach, and mentor, Laurie uses her two decades of strategic sales management experience to build the capacity of The Bridge Group and each of its inside sales consultants. Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams.
25 Sales Resources That’ll Make Your Job (And Life) Easier
Sales Hacker
DECEMBER 23, 2020
The Make My Persona tool is an easy and colorful way to create buyer personas. Input things like demographics, business details, and buyer habits, and even download a PDF of your persona and create as many variations as you’d like. Sales requires a perfect balance between hard and soft skills. Hubspot: Make My Persona.
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80 The Sales Script Is (Mostly) Dead: 2 Tricks for Better Interactions
Hubspot Sales
APRIL 14, 2019
48 million of these automated calls were made in the United States in 2018, and Americans are becoming increasingly fed up with them. I work for contactSPACE, cloud-based call centre software that helps inside sales teams conduct better outreach. Excessive scripting is the worst form of micromanagement in an inside sales team.
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