SalesLoft

FEBRUARY 19, 2020

Speaker : Kevin Dorsey, VP of Inside Sales at PatientPop. Objections come with the territory when making cold calls. Attend to hear Kevin Dorsey, VP of Inside Sales at PatientPop, share how to handle objections and bounce back from rejection. . Moderator: Ralph Barsi, VP Global Inside Sales at Tray.io.

Revenue 95

Revenue Scale Inside Sales Cold Calling 95

SBI

MAY 7, 2014

Sales & Marketing Content. Sales Enablement. Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. Mobile Selling. Performance and Compensation. Pipeline Management & Deal Flow.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

Hubspot Sales

SEPTEMBER 16, 2020

To some, a sales process means milestones in their sales pipeline. We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

InsideSales.com

MAY 13, 2021

Many of the changes that happened in the past year are likely here to stay, and that has huge implications for sales teams that have had to go back to the drawing board on their sales organization and sales motions. When it comes to adapting sales teams to the new normal, bias from experience will be sales leaders’ worst enemy.

Outside Sales 52

Outside Sales InsideSales Conference Inside Sales 52

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. Josiane starts her authoritative book with a discussion of Customer 2.0,

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. General Manager, Worldwide Partner Sales. Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Sales Manager.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

SBI

MAY 6, 2014

Sales & Marketing Content. Sales Enablement. Territory & Account Planning. If you’re in sales, do yourself the favor. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. Mobile Selling. Performance and Compensation.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI

MAY 6, 2014

Sales & Marketing Content. Sales Enablement. Territory & Account Planning. If you’re in sales, do yourself the favor. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. Mobile Selling. Performance and Compensation.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Sales & Marketing Content. Sales Enablement. Territory & Account Planning. If you’re in sales, do yourself the favor. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. Mobile Selling. Performance and Compensation.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2015

Inside Sales & Biz Dev. Predictive Sales Analytics. Prospecting & Sales Intelligence. Territory Management & Quota. If you’re in sales, do yourself the favor. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently.

Tools 50

Tools Territories Compensation Inside Sales 50

Crunchbase

JUNE 18, 2020

Platform #2 – Books . Call me old school, but I’m a huge fan of a paperback book. I’ve always been a voracious reader, trying to pick up a few new ideas or concepts with each book I dive into. . Books are a painstaking process to put together. Books remain an endless supply of insights you can implement and enjoy.

Scale 123

Scale Twitter LinkedIn Video 123

Sales Hacker

NOVEMBER 24, 2020

Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

A Sales Guy

DECEMBER 5, 2012

We are rapidly closing the books on 2012 and if we haven’t already, we are starting to look towards executing on 2013. For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Establish new sales processess and procedures (Tighten the ship). Reduce churn.

Strategy 116

Strategy Hiring Penetration Churn 116

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 102

Inside Sales Field Sales Policies Travel 102

Hubspot Sales

JANUARY 31, 2018

Back in the 1990s, inside sales was a stepping stone, not a career. Junior reps started in inside sales, and as you moved up through the ranks you were given your own outside territory and sent out on face-to-face sales calls. But even early-stage sales calls were done in person.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Partners in Excellence

FEBRUARY 10, 2016

We tended to think of inside sales as those people sitting in the office, waiting for the phone to ring, just focused on small deals, doing very high volumes. In those ancient times, inside sales started changing a lot, primarily with new phone and computer technology. We field sales guys were, honestly, relieved.

Telemarketing 48

Telemarketing Inside Sales Face-to-face Field Sales 48

SBI

OCTOBER 1, 2014

Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, spreadsheets, and more.Sales reps can ask questions – and get answers… from product managers, sales managers and each other. Sales reps can use DocuSign right from within Salesforce CRM. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

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. Mostly we get anecdotal sales books that contain faint research and contribute little to our understanding of how it all works.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

ExecVision

AUGUST 31, 2018

Did you know the average win rate for an Inside Sales Team is only 22% ? Yet elite, best-in-class sales teams win 50% of their deals. Sales leaders that achieve this see: Increased sales without hiring additional reps. I had to manage a CRM build, distribute leads, assign territories and more.

Hiring 40

Hiring Sales Qualified Lead Journal Inside Sales 40

The Pipeline

JULY 29, 2011

Specialties in: • Establishing marketing & sales tools and process. • Finding your targets & territory mapping. • Finding client’s needs & developing messaging around them. • Growing interest to a purchasing level. • Finding partners. • Coaching Inside Sales. A Random Walk Up Sales Street.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. In 2009, there were 800,000 inside sales departments. Topics Major Topics. Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Trinity Perspectives

MARCH 22, 2018

There are so many things outside our control as sales professionals, it can sometimes seem overwhelming. It would be easy to succumb to the stress of building a sustainable career and providing for your family in the rapidly evolving B2B sales industry, but take it from me, all is not lost. Stressor: Lack of control or autonomy.

Strategy 62

Strategy B2B Face-to-face Quota 62

Sales Hacker

JUNE 9, 2020

And today we’re going to be talking about moving a field sales team to remote, and moving an inside sales team to remote, given everything that’s happening in the COVID crisis, and what the challenges are. Why don’t you run sales operations?” We’re deploying it across our entire sales team.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Don on Selling

DECEMBER 2, 2018

And finally, many companies, both small and large, prefer having salespeople work remotely in defined territories to save on travel expenses when visiting important customers or prospects, or attending trade shows. I’ve worked in both the central office and my home. I hope my suggestions will help you.

How To 40

How To Hiring Skype Travel 40

Close.io

DECEMBER 2, 2019

If you locate your prospects in high concentration in a territory, then cold canvassing will work well. Monroe Systems for Business built a personalized system using Smart Views in Close to look at their territory level data granularly. Travel costs - Does your territory require traveling by air or commuting by their cars?

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

The Pipeline

MARCH 21, 2017

In sales, context matters. Every prospect, sales conversation, territory, company, and product is different and requires salespeople to adapt and adjust to those unique situations. There is no easy button that will make sales work perfectly every time. Emotion is sales process agnostic.

Influencer 180

Influencer Face-to-face Call-back Guarantee 180

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: 3 Steps for Salespeople to Remain Accountable for Sales Goals. Inside Sales Experts Blog.

Top of Funnel 144

Top of Funnel Hiring Cold Calling Social Selling 144

Sales Evangelist

AUGUST 18, 2019

I’ve developed tips of my own and I’ve learned from Mike Weinberg’s book Sales Management Simplified. Questions to ask All sales reps and sales leaders endure dark moments where nothing seems to work out. Mike Weinberg suggests that you do the same by establishing a business plan for your territory or area.

Coaching 40

Coaching How To Hiring Territories 40

Sales Hacker

OCTOBER 21, 2019

One is getting notes from salespeople all around the world telling me how much my books and work has contributed to their success. The other is serving as a role model for women in sales. What’s your favorite sales book? I’d have to say it’s either SNAP Selling or More Sales Less Time. . To publish my book.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Sales Evangelist

SEPTEMBER 5, 2019

Account-based selling Account-based selling refers to focusing on a set number of accounts, whether it’s organized by territory or strategic value. Jamie named his book Spear Selling based on a sales analogy of fishing: inbound efforts are a little like fishing with a net because you can’t choose the fish that land in your net.

Account 40

Account Lead Rank Infusion Lead Scoring 40

Hubspot Sales

OCTOBER 1, 2018

Eliminate the hassle of booking meetings. Some sales cycles are quick, but many have a large number of opportunities that are months -- and maybe years -- old. If salespeople change roles, territories, or move on from a company, sales pursuit records are often lost due in part to poor CRM documentation. What a hassle.

Prospecting 101

Prospecting Top of Funnel Social Media Hubspot 101

Pipeliner

JANUARY 3, 2018

You can gain more tips on the letter structure from this classic book by Anthony Parinello. Obtain a ticket to a key city within your territory. You can also leverage this technique to book meetings around a conference. These are so rare that the executive will typically always read them. Schedule a number of these per city.

Hiring 45

Hiring Conference Lead Rank Commence 45

Gong.io

NOVEMBER 25, 2019

Is someone really right for this sales role, or should they be in a different sales role? . Somebody’s got a bigger patch, and somebody’s got a smaller territory. . The Evolution of Sales Tech. Some of it’s structural. But a lot of it is really stuff that you can teach people to do. That is cool stuff to me.

Revenue 71

Revenue Lead Rank Lead Scoring Scale 71

Score More Sales

DECEMBER 22, 2011

Our Sales Cycle Needs to be Shortened – It is taking too long to close deals now – an average of XX days/ weeks / months. New Sales Reps Need More Guidance on a Process and Methodology – We brought on a new sales rep (or created an inside sales team) and nothing is documented – everyone around here seems to do something different.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

Tony Hughes

MARCH 7, 2018

I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. Is it possible to close deals without an inside sales team, field sales team and solely as a CEO founder leveraging marketing automation and LinkedIn alone? Reinvigorated by this article?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Close.io

AUGUST 28, 2018

If your sales process involves picking up a phone, predictive dialing is guaranteed to increase your number of calls made in a given day, allowing your reps to have more conversations, qualify more leads, book more meetings and close more deals. Companies began experimenting with staffing entire sales teams who never left the office.

Outsourcing Services 91

Outsourcing Services Hiring Call-back Lead Rank 91