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.
Article Channels Inside Sales Sales 
AI and Inside Sales: 3 Things You Need to Know Now
Mr. Inside Sales
JUNE 2, 2018
Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company? Today, technology is much more accepted, and technology and sales are inseparable. Okay, so you’re sold that there may be some application to your own company or sales environment, what now?
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How and Why You Should Transition from Field to Inside Sales
Hubspot Sales
APRIL 8, 2020
Field sales has been dying for years. These two facts of life have converted most field salespeople into reluctant inside salespeople who venture out only occasionally. Let this article be a stake in the ground! It’s time to face this new reality and reengineer our sales environments to exploit the spoils of it!
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6 steps to adapt effectively
Sales and Marketing Management
JUNE 29, 2020
A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. from all of your sales channels. Offer the human touch whenever customers need it with your sales team?–?whether
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How to Adapt & Succeed When Pivoting to an Inside Sales Strategy
Sales Hacker
JULY 1, 2020
One of the professions that’s seen the most pandemic upheaval due to COVID-19 is outside sales. Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. Reshaping Your Sales Process. Develop a Multi-channel Communication Strategy.
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The Advanced Guide to Inside Sales: Strategy, KPIs, and Tools for Success
Sales Hacker
FEBRUARY 12, 2020
Inside sales jobs are growing at a staggering rate, and it’s not hard to see why. Most companies offer uncapped commissions for their inside sales positions. Almost any lifestyle you can imagine for yourself is possible with an inside sales role. First, let’s look at what inside sales is.
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Top 13 Inside Sales Management and Automation Tools for B2B SaaS
Pipeliner
AUGUST 20, 2021
The sales process in B2B is not self-sufficient. In addition to the sales team’s efforts, certain tools are also required to achieve the main goal. In addition, you should use automated sales management tools as often as possible. In addition, you should use automated sales management tools as often as possible.
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Responding to the Digital Sales Shift
Sales and Marketing Management
DECEMBER 14, 2020
But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021?
COVID-19 accelerates expected B2B sales trends
Sales and Marketing Management
JUNE 22, 2020
Further, digital self-service tools are increasingly attractive to B2B customers, with live chat the highest-rated channel for researching suppliers and mobile app ordering up by 250% pre-COVID. In the wake of COVID-19, 96% of B2B companies have shifted their sales model either partially or fully to remote selling.
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5 Must-Follow B2B Sales Influencers
Zoominfo
JUNE 12, 2019
The B2B sales arena has a few social celebs of its own. In today’s post, we’ve compiled a list of the top sales influencers on our radar. Leading off our list is sales consultant and coach, Jeb Blount. Jeb carries his sales wisdom over to all his social media channels and spreads his expertise to the masses.
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188 Your Current Sales Force Structure Costs You Sales Every Day
SBI Growth
SEPTEMBER 7, 2012
This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Because if you don’t have an Inside Sales force, you are losing revenue every day. It was the backwater of sales.
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Artificial Intelligence AI & Sales Automation Software Tools Platforms
Mr. Inside Sales
JUNE 2, 2018
AI and Inside Sales: 3 Things You Need to Know Now. How Artificial Intelligence (AI) and Sales Automation Software Tools Platforms are Affecting Inside and Outbound Sales. Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company?
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Complete B2B Sales Guide for Modern Sellers
Vengreso
JUNE 27, 2022
Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. We’re going to help you also understand the B2B sales processes, strategies, and more.
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Why Doesn’t Anyone Care About ROI in the Channel?
Allbound
JULY 25, 2018
I was speaking with a Chief Revenue Officer of a mid-market, mar-tech, SaaS company who was earning about $15 million in Annual Recurring Revenue (ARR) and surprisingly enough, despite having the word “Revenue” in his title, he was shockingly disinterested in measuring the ROI from his channel team. What’s worse? How Can You Measure Success?
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6 Top Reasons Sales Leaders are Scared of Social Selling
SBI Growth
JULY 28, 2013
Trust is the name of the game in sales. You are the SVP of Sales at your company. When you register, you’ll receive the Sales SVPs Guide to Evaluating Social Selling. LinkedIn is the predominant channel right now. So why are so many sales SVPs afraid to embrace social selling? What do you do? Go to a website?
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10 Sales Influencers You Should Be Following On Social Media
Zoominfo
FEBRUARY 22, 2021
But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Following the right sales influencers on social media channels can give you a lot of insight into best practices, new trends, tips and advice, and help you find ways to connect with prominent thought leaders.
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Good Reads for B2B Sales - Cold Calling Revisited
Pointclear
APRIL 4, 2013
Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.
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Choosing the Right Sales Motion for Your Business (28 Real-World Examples)
Sales Hacker
SEPTEMBER 2, 2020
The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Inside sales. Low-touch sales.
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How to Understand and Thrive in Digital Sales
Hubspot Sales
AUGUST 24, 2020
The landscape of sales has shifted radically over the past decade or so. While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Leverage social media.
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4 Forever Changes Transforming B2B Revenue Activities
Sales and Marketing Management
DECEMBER 14, 2020
Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. As a result, your content can’t be just a companion to a sales-led customer conversation?— There are four forever changes transforming sales training and enablement from here on out: Marketing is the sales development team. Takeaway: ?Sales
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The Most Comprehensive Guide to Sales Engagement (Including Strategies, Examples and Platforms)
Vengreso
JANUARY 28, 2022
Sales engagement is all about connecting with your potential customer or prospects to build a relationship and hopefully move them closer to wanting to buy from you. These days, a lot of sales engagement happens through social media, as more and more of your target audience is using social platforms in their everyday lives. My results?
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Navigating Using SDRs When Selling Into HR: Insights, Strategies and HR Case Study
OutboundView
JANUARY 19, 2024
Selling to HR and have an inside sales function or are considering an inside sales function? If so, this article is for you. When they’re working, it’s an amazing engine bringing new talent into the organizations and deals into the sales pipeline. SDR teams are expensive and tough to manage.
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The Sales Cadence Tool You Need To Generate More Leads
InsideSales.com
MAY 12, 2020
Create an efficient and productive sales team with the right sales cadence tool. In this article: Give Your Sales Team the Right Tools What Is a Sales Cadence and Why Do You Need it? Sales Cadence Tools | Use Predictive Analytics to Increase Preciseness, Efficiency, and Productivity. It has five elements.
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How To Make A Sales Call To Qualify and Convert Leads into Customers
SalesHandy
APRIL 25, 2021
When it comes to nurturing and closing leads, sales calls take up a lot of your team’s time and resources. They are probably the most important and impactful communication channel for your sales team. This is why there needs to be solid processes and steps in place on how to make a sales call. Conduct Prospecting.
Social Selling: How To Engage & Convert Leads Through Social Media
SalesHandy
JULY 5, 2021
The idea of engaging a lead over traditional channels like email and phone is quickly going stale as most salespeople have crowded towards them. Apart from this – working professionals, who make up for B2B buyers and users, tend to spend less time on these channels. All by focusing on one social channel of your choice.
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19 best sales influencers you must follow in 2020
Salesmate
JANUARY 28, 2020
Especially in sales, you need to know everything best and worst of the industry, from news to new sales techniques. That’s why we have handpicked 19 best sales influencers from the business community. Some of them are serial entrepreneurs, some of them are investors, and some of them are sales leaders of successful businesses.
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Growth Opportunities Exist in 2021: Here’s How to Find Them, According to HubSpot's Chief Customer Officer
Hubspot Sales
NOVEMBER 17, 2020
Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. That has led to a progressive trend for sales models: next year, 68% of sales leaders say they plan to keep or implement a hybrid or fully remote sales model.
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5 Ways to Improve Sales Efficiency
Hubspot Sales
APRIL 1, 2020
It's true across the board, and sales is no exception. That's why sales efficiency is one of the most important metrics for businesses to understand, track, and ultimately improve. Sales efficiency is, in large part, a measure of the speed of your sales operations. Why Sales Efficiency Matters.
We Asked 9 Successful Sales Leaders About the Economy
Sales Hacker
JUNE 16, 2022
It’s been a tough couple of years, Sales Hackers. What do the changing market conditions mean for RevOps and sales? What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Q: What should sales orgs expect to see in the coming weeks? We asked the experts.
Sales productivity – it’s the time, stupid
Sales Training Connection
MAY 12, 2014
Increasing sales productivity. Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . This idea was recently reinforced in an article from McKinsey. However, the striking difference is they have “30% more sales staff in support roles.”.
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112 B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right
Sales Hacker
MARCH 22, 2018
I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Inside sales or field sales?
Sales Hacker’s 35 Most Influential Women in Sales
Sales Hacker
OCTOBER 30, 2018
Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.
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10 Sales Influencers You Should Be Following On Social Media
Zoominfo
FEBRUARY 22, 2021
But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Following the right sales influencers on social media channels can give you a lot of insight into best practices, new trends, tips and advice, and help you find ways to connect with prominent thought leaders.
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12 Sales Metrics that Matter Most-Harvard Business Review
HeavyHitter Sales
JANUARY 18, 2014
Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST. Sales is both an art and a science. Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness.
Apples And Oranges
Partners in Excellence
DECEMBER 8, 2019
Recently, I read an article, “ What’s Wrong With Solution Selling.” It assessed roughly 12 commercial capabilities of organizations, going beyond the sales function, looking at things like innovation capability, product management, talent management. There were some interesting aspects of the research.
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Top sales blogs all sales managers need to follow
PandaDoc
SEPTEMBER 2, 2020
Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.
[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. Curtis explained how to approach different types of buyer personas and what they’re looking for so that while preparing your marketing strategy you can focus more on relevant lead generation channels and tools.
20+ LinkedIn Influencers a Sales Person Must Follow in 2018 [Updated]
SalesHandy
JULY 15, 2018
After spending around 70+ hours on LinkedIn, observing & analyzing hundreds of profiles of Sales Influencers or Sales Gurus we have mindfully put together the list of 20+ Sales LinkedIn Influencers/Gurus that you must follow in 2018. CEO at Sales Gravy | Author | Keynote Speaker | Sales Acceleration Specialist.
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The 3 Levers that Create Value Immediately
SBI Growth
MAY 16, 2018
If yes, this article does not address your strategy. This article is not about cost takeout, cutting your way to growth, or headcount reductions. Is cost reduction your company’s approach to value creation? If you have worked with a company seeking.
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The Definitive Guide To The Future Of Selling
Partners in Excellence
AUGUST 31, 2014
The debate rages, there are 100′s of articles discussing the future of selling. To many, the future of selling is social; to another large segment it’s inside sales; to some it’s the channel. It’s enough to confuse even the most seasoned of sales people or managers. Drum roll please).
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CRM Hijacks Customer Experience Strategy
Tony Hughes
NOVEMBER 4, 2018
Design quality end-to-end customer experiences focused on processes incorporating the entire customer life-cycle as they engage with marketing, website, social, call center, inside sales and field sales, solution architects, services, implementation, on-boarding and training, support, renewals and upsell or upgrades.
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Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners
Sales Hacker
AUGUST 7, 2020
Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.
The Reopening Economy and the Changing Sales Role
The Brooks Group
MAY 5, 2020
As we talk to CEOs and sales executives and take a look at trends affecting the economy during the COVID-19 pandemic, a clearer picture of our future is starting to come into focus. Leads have all but dried up — cited regularly in the weekly survey as a substantial challenge; and canceled or delayed deals have only added to sales woes.
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How to Build an Online Presence as a Sales Industry Influencer, According to Notable Sales Experts
Hubspot Sales
JULY 14, 2020
Now go ahead and put your salesperson hat back on so we can talk about what it means to be a sales industry influencer. Wonder what it takes to become a sales industry influencer? Though there are influential salespeople who are at different points in their careers, they all have a love for sales and a deep sense of industry knowledge.
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