Score More Sales

APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. With many in sales, follow-up effort is focused less about them and more about you, your products, and services.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Pointclear

JUNE 26, 2012

But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Score More Sales

APRIL 22, 2013

” Now consider that according to a Gallup study, 71% of workers are either “not-engaged” or “actively disengaged” with their work. Where do you fit as a sales professional? You tweaked your message to become more interesting to me as the buyer, and your deliberate practice paid off.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

Sales and Marketing Management

DECEMBER 14, 2020

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. Buyers are searching for more information on their own. As a result, your content can’t be just a companion to a sales-led customer conversation?— When buyers eventually do talk to your reps, those conversations will most often happen remotely.

B2B 199

B2B Revenue Top of Funnel Margin 199

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

Score More Sales

APRIL 29, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study. According to the study, one-third of leads submitted NEVER receive a phone call.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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. chatting in real time with your field sales force.

Inside Sales 244

Inside Sales Face-to-face Sales Qualified Lead Inbound 244

Hubspot Sales

JUNE 22, 2018

Know "who" your buyer is. If you really want to nail your buyer-focused messaging, create a buyer's matrix by listing out important factors about your buyers, including typical business objectives, external challenges, strategic initiatives, and internal issues. Different buyers prefer different communication methods.

Buyer 106

Buyer Prospecting Top of Funnel Ideal Customer Profile 106

SBI

JUNE 25, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. This trend has collided with the workplace effects of COVID-19, in that not only are we in an exclusively virtual sales environment, but budgets are under greater pressure.

Scale 120

Scale Buyer Case Study Banking 120

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.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

DiscoverOrg Sales

NOVEMBER 9, 2016

Empathy, rapport, and persistence are critical elements of every sales experience and focusing on them aids in the transition to a more personalized sales development journey through the funnel. It’s critical to give your buyers a stellar experience, from first touch to renewal. Trust – The Crux of the Issue.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

SBI Growth

FEBRUARY 8, 2013

Furthermore, he outlines the key character traits of a successful sales rep. Pink cites studies and experiments that seem to have little in common with the sales profession. Many of the tactics he recommends wouldn’t work in today’s sales environment. Start reading the books most valuable to the Sales VP.

Case Study 300

Case Study Consumer Study Face-to-face 300

Sales and Marketing Management

AUGUST 9, 2020

Michael Falkson, CEO of Sales Support, said, “ETI’s experience shows that 80% of inquiries that will convert into market-qualified leads will do so within 18 business hours. It makes sense to understand that buyers have a timeframe to buy. Thereafter, your chances of success will fall off dramatically.”. Buy from your competitor.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Corporate Visions

MARCH 19, 2020

Before this month, at least 70 percent of sales calls were virtual, according to a study from Inside Sales. Closing complex, high-value deals require you to influence decision-making part of your buyer’s brain. Buyers will only remember about 10 percent of what you said 48 hours later.

Face-to-face 120

Face-to-face Sales Qualified Lead Lead Rank Lead Scoring 120

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. Each message should add some value or insight for your buyer.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Score More Sales

JUNE 30, 2014

Keep it Fresh – the best ingredients are fresh ones, and so are the fresh insights your sales team needs to have with potential buyers and existing clients. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

APRIL 28, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study. According to the study, one-third of leads submitted NEVER receive a phone call.

Retail 123

Retail Lead Rank Lead Scoring Study 123

Score More Sales

AUGUST 26, 2014

B2C has been much more adopted and understood – we are learning more about B2B and know at least this: Buyers need a level of trust before buying. 94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. But where to start?

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

DiscoverOrg Sales

JULY 27, 2017

Read our free study: “Why Didn’t They Buy? A Deep-Dive into Buyer Preferences – and the Implications for Salespeople”. Work in inside sales? Grab our free Ultimate Inside Sales Toolkit. Successful Sales Professionals have all the feels: Emotional Intelligence (EI).

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

Mereo

SEPTEMBER 24, 2020

This article, written by Mereo’s 2020 summer intern and future revenue performance leader, dives into how COVID-19 has affected specifically inside sales teams, field sales teams and sales enablement teams. Inside Sales Teams.

Inside Sales 78

Inside Sales Field Sales Face-to-face Sales Enablement 78

Hubspot Sales

NOVEMBER 17, 2020

To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. 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.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

MarketJoy

JULY 13, 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. This will further enhance the company pipeline.

Webinar Metrics 63

Webinar Metrics Buyer Persona Lead Gen Lead Generation 63

Highspot

APRIL 10, 2020

Today’s sales landscape is more competitive than ever for B2B sellers which, in turn, has put pressure on marketing teams to produce more engaging content that sellers can use throughout the buyer’s journey. Modern Sales Enablement Improves Productivity. Don’t Wait to Sharpen Your Competitive Edge.

Sales Enablement 98

Sales Enablement Case Study Report ROI 98

SBI Growth

JANUARY 21, 2013

Download this Sales Metrics that Matter Tool and go into the office armed with data they want. Your Buyers Are Getting More Comfortable Buying Without a Face to Face Meeting. Smart, nimble companies will be building Inside Sales departments capable of developing and closing opportunities.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Buyers are consistently inundated with products, technologies and solutions.

Lead Rank 120

Lead Rank B2B Education Research 120

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. Each message should add some value or insight for your buyer.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Showpad

SEPTEMBER 23, 2021

The pandemic had upended the sales industry. Even veteran field sellers had pivoted to inside sales. But even though the landscape changed, sales was still a relationship game. Buyers don’t want to be sold to via email and Powerpoint. In sales, the pandemic compounded an ongoing transformation. Video is in.

Channels 72

Channels Video Pivotal Scale 72

The ROI Guy

MARCH 12, 2015

Despite a growing economy, research indicates that there will be over 1 million less B2B sales reps employed in 2020 compared to today. At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years.

Inside Sales 90

Inside Sales B2B Field Sales B2C 90

Miller Heiman Group

JULY 11, 2019

T ransformations in the market have put the locus of power squarely in the hands of buyers: the world revolves around buyers and their needs. That means sellers have to work harder than ever to attract buyers and convince them to purchase—not just once but in perpetuity. Are You World-Class?

Customer 55

Customer Face-to-face Top of Funnel Channels 55

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. Second, that HBR study is actually often misquoted. While the study audited over 2,200 companies, that was only to measure the amount of time it took for those companies to respond to their leads.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Score More Sales

FEBRUARY 9, 2015

Below are 12 of the top time hacks you can put in place to grow sales. I learned these not from being the most productive person, but often from being frustratingly slow or from losing important prospect or buyer information. Bottom line – keep your focus on what you are working on to grow sales! I learned from the best.

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Intent Twitter 120

Highspot

JULY 23, 2021

Overfamiliar, aggressive, awkward – we’ve all been on the receiving end of a terrible sales pitch from a pushy seller. But sales pitches are so much more than an uncomfortable phone call or an unwarranted email. How can you maximize the potential of your sales pitch? What Is a Sales Pitch? Are you reducing costs?

Examples 98

Examples Social Media Call-back Ideal Customer Profile 98

The Pipeline

FEBRUARY 8, 2013

These are folks who have not studied the dynamics at play in effective voice mail, generally have a less than sufficient prospects in their pipeline, and BTW, have not tried the technique they are commenting on. When that call comes, you can then proceed to getting the appointment or engagement if you are in inside sales.

Cold Calling 293

Cold Calling Call-back Pipeline Face-to-face 293

Corporate Visions

MARCH 19, 2020

Before this month, at least 70 percent of sales calls were virtual, according to a study from Inside Sales. Closing complex, high-value deals require you to influence decision-making part of your buyer’s brain. Buyers will only remember about 10 percent of what you said 48 hours later.

Face-to-face 52

Face-to-face Sales Qualified Lead Call-back Lead Rank 52

Sales Hacker

APRIL 20, 2020

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. Sales and marketing must banish silos and band together during this turbulent time. Working with marketing, sales reps rep can contribute to content that solves buyer-specific problems.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Chorus.ai

MAY 15, 2020

They discussed the next evolution of inside sales, especially over the next eight weeks as we look towards reopening the economy. Like everyone else, inside sales has had to transition to remote work seemingly overnight. While it wasn’t entirely seamless, the inside sales structure was more equipped to adapt quickly.

Face-to-face 62

Face-to-face Travel Pivotal Inside Sales 62