SugarCRM

APRIL 1, 2020

Have active social media accounts? When that happens, you may need to give your ideal prospects a nudge in the right direction by getting in front of them with some good old fashioned outbound marketing—but with a modern a twist. Inside Sales (aka Sales/Business/Market Development). Host any webinars?

Inbound 48

Inbound Marketing Outbound Webinar Metrics 48

Sales Hacker

JUNE 27, 2018

At one point in my career, I was handed a MEGA enterprise account from an inside sales team under the premise of having “the best and biggest accounts with the best salespeople.”. All parties, thus, were destined for failure. The goal here is to figure out what is going on and make sure you can articulate it.

How To 68

How To Fashion Relationals Follow-up 68

Chorus.ai

MAY 6, 2020

Before getting started, they discussed the impact of COVID-19 on inside sales teams. People are looking at their buyers in a more segmented fashion.” Teams are spending their time more wisely, making sure that they’re targeting the right accounts and that their messaging is relevant for now. Buyers too,” said Trish.

Ideal Customer Profile 62

Ideal Customer Profile Churn Outbound Pivotal 62

Sales Hacker

FEBRUARY 16, 2021

Subscribe to the Sales Hacker Podcast. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. Sam Jacobs: This week, we’ve got another great episode for you with Kristin Twining , VP of business development and inside sales for FireMon. We’re on iTunes. And on Stitcher.

Inside Sales 105

Inside Sales Field Sales Policies Travel 105

Tony Hughes

MARCH 4, 2018

With advanced stealth B2B technologies I'm aware of right now, essentially one person can do the work of an entire traditional inside sales team of 50 and the CEO can just fly in and seal the deal. Lawyers, doctors, accountants, engineers, and other 'professions' all have sub-specialties where they focus and hone their talents.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

A Sales Guy

SEPTEMBER 15, 2016

The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related. This list is all sales books. A lot has changed in the sales world in the last 13 years. This updated list is a little different.

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

A Sales Guy

SEPTEMBER 15, 2016

The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related. This list is all sales books. A lot has changed in the sales world in the last 13 years. This updated list is a little different.

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

Sales Hacker

JUNE 7, 2021

This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. A small team in marketing or sales enablement needs to keep an eye on market shifts, new regulations, moves by big players in an industry, etc., and capture them. Customers and prospects. Preparation steps.

Conversion 109

Conversion Ideal Customer Profile Customer Face-to-face 109

Crunchbase

JUNE 21, 2022

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is inside sales?

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Tony Hughes

FEBRUARY 22, 2018

I would also recommend savvy sales managers make the investment in power modules on top of CRM like TAS Dealmaker and Pipeline Manager, or even go with Pipeliner CRM, to take control of their pipeline and manage key account growth. The folly of Sales 2.0 or Social Selling is it's often missing the context of the coming Web 3.0

Social Selling 66

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

Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Inside sales. Low-touch sales. No-touch sales. Inside Sales.

Top of Funnel 111

Top of Funnel Examples Lead Rank ActiveConversion 111

SalesHandy

APRIL 25, 2021

When done correctly, a sales call process will enable you in making successful sales calls, repeatedly and predictively. As per KBCM survey , companies using inside sales as a primary sales channel enjoy a 10% higher median growth rate. Making sales calls is one of the core functions within inside sales.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. Does it still apply?

Webinar Metrics 12

Webinar Metrics Cold Calling Marketo Hiring 12

Chorus.ai

APRIL 27, 2018

“The buyer” is no longer a single person; it is a unit, a whole group of decision-makers that participate in the sale each playing a unique role… To market and sell to all those people, companies must change their strategy from focusing on individuals (traditional demand generation) to focusing on accounts (ABM).

Account Based Marketing 48

Account Based Marketing Revenue Strategy Demand Generation 48

Close.io

SEPTEMBER 25, 2019

The first check in is likely fair game but the third, fourth, and fifth check-ins can come across as good ol’ fashioned spam. This is where the best inside sales reps differentiate from the rest. If you’re simply writing them to check-in, you’re most likely annoying them. But don’t stress – keep reading. There’s a better way!

How To 79

How To Follow-up Lead Rank Lead Scoring 79

Gong.io

NOVEMBER 25, 2019

If the tools suck, and don’t make it easy to do that—you want people to do account planning, but you give them a 500-page PowerPoint template as opposed to something that’s built into the CRM. You tell them to collaborate with other people on the sales team, but you don’t tell them who they’re supposed to work with.

Revenue 71

Revenue Lead Rank Lead Scoring Scale 71

LeadFuze

DECEMBER 31, 2021

You are unable to speak with anyone else in the account because this person wont put you through. It doesnt matter how easy the sale appears to be, all sales will take time and effort. You have to ask yourself whether or not it is worth your company’s resources for a new account. Just to give you an idea.

Negotiation 52

Negotiation Hiring Commission Lead Rank 52

Sales Hacker

OCTOBER 7, 2021

What is one a-ha moment you’ve had in your sales career? Prospects really value a partner through the sales process whether it’s challenging their assumptions or being accountable to your timeline of deliverables. I provide methods, coaching and accountability to support companies achieve their full potential.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker Training

MAY 12, 2020

Have you tried to put in activity metrics for calls per day, emails per day, for experienced leaders as you try to essentially transition a field sales team to an inside sales team? So that’s interesting to see how sometimes the experience sharing actually goes that way as well.

Hiring 52

Hiring Scale Lead Rank Call-back 52