Score More Sales

NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World. Close More Deals.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

SBI

DECEMBER 4, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? This week I interview John Steinert , CMO of TechTarget.

Intent Data 139

Intent Data Intent Data Enterprise 139

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. We want to see how sales technology is evolving and what the trends are.

Scale 120

Scale B2B Trends Lead Rank 120

SBI

JANUARY 21, 2020

In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY OR WHY NOT? NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? .

Sales Qualified Lead 65

Sales Qualified Lead Lead Qualification Follow-up Inside Sales 65

Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy. Other posts here on trust: Inside Sales Power Tip – Build Trust.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? By applying science and metrics to your client and prospect buying cycle, you can impact connection and real support to help them. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Pointclear

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). Probably more often than you’d like.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

A Sales Guy

DECEMBER 3, 2013

Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. I saw a lot of organizations trim their dead weight and build new and improved sales organizations.

Strategy 115

Strategy InsideView Hiring Social Media 115

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Key Challenges in Remote Sales: Connecting with prospects and coworkers. Delivering a great online demo.

Quota 75

Quota Social Media Face-to-face Follow-up 75

Showpad

MARCH 8, 2019

We are excited for the opportunity to connect with our customers and others looking to improve performance of their sales enablement programs. With all the sales enablement events happening this year, be sure you catch up with our team at one of the following: UNLEASH. Showpad Sales Enablement Insights Session – East.

Marketo 40

Marketo Top of Funnel Sales Enablement Conference 40

Showpad

MARCH 8, 2019

We are excited for the opportunity to connect with our customers and others looking to improve performance of their sales enablement programs. With all the sales enablement events happening this year, be sure you catch up with our team at one of the following: UNLEASH. Showpad Sales Enablement Insights Session – East.

Marketo 40

Marketo Top of Funnel Sales Enablement Conference 40

Showpad

MARCH 8, 2019

We are excited for the opportunity to connect with our customers and others looking to improve performance of their sales enablement programs. With all the sales enablement events happening this year, be sure you catch up with our team at one of the following: UNLEASH. Showpad Sales Enablement Insights Session – East.

Marketo 40

Marketo Top of Funnel Sales Enablement Conference 40

InsideSales.com

JUNE 4, 2020

The pillars of lead generation and qualification are sales development representatives (SDRs) and business development representatives (BDRs). What is a Sales Development Rep? Reordering Sales. Differentiating between jobs is crucial when building a robust sales force. Both move leads through the sales pipeline.

Sales Qualified Lead 58

Sales Qualified Lead Lead Rank Lead Scoring Top of Funnel 58

Tony Hughes

MARCH 4, 2018

It's the end of the sales world as we know it. Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Sales drones are an amusing but eerie concept to me.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

SalesLoft

MARCH 8, 2016

We’ve heard from the Salesloft family this morning, with Kyle Porter and friends on the main stage sharing their gratitude for the people and processes that have gotten us to where we are today in the sales development community. the top analyst in the sales development game. And sales didn’t know what was going on.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Partners in Excellence

MAY 22, 2014

In my post, Principles Of Sales, Part 1, Interactions Between People , Brian MacIver (@Palayo) made a brilliant observation–frankly something that I hadn’t paid much attention to. We tend to think Buying and Selling go hand in hand. Think of many of the cloud based services we buy–without sales involvement.

Face-to-face 92

Face-to-face B2C Buying Cycle Channels 92

Cincom Smart Selling

FEBRUARY 1, 2018

Our fifth and final installment of CPQ Perspectives focuses on the sales manager—those folks who oversee the selling operation. Sales management is full of challenges, and we can’t possibly touch on every issue that affects sales managers in this blog post. What matters to sales managers?

Sales Management 48

Sales Management Buyer Sales Qualified Lead System 48

Jonathan Farrington

JUNE 8, 2013

Trend data reveal that sales organizations are shifting resources from outside to inside sales. Inside sales growth is 30% faster than their outside sales counterparts. The number of Inside Sales departments is projected to grow from 800,000, in 2009, to over 2 million in 2013.”.

Face-to-face 47

Face-to-face Inside Sales Telemarketing Influencer 47

Jonathan Farrington

OCTOBER 20, 2014

You see, it is very easy to calculate gross margin/gross profit – which is what most compensation plans are still based on, amazingly – you simply deduct your buy-in cost from your sell-on price. But today, the business community has to regard the sales call as an expenditure for which there are substitutes.

Face-to-face 49

Face-to-face Telemarketing Margin Buying Cycle 49

Velocify

OCTOBER 17, 2017

Acknowledge customer needs as they arise throughout the buying cycle. We’re living in a highly automated world, but the best sales reps know how to work the right amount of personalization into their communication. As sales reps are busy working their list of contacts, time is certainly on their mind.

Customer 75

Customer Real Estate Licensing Buying Cycle 75

Jonathan Farrington

MAY 27, 2013

Unless you have been holed up in a remote cave somewhere in Outer Mongolia, with absolutely no access to the outside world for the past two years, you will be aware of the huge increase in internal sales positions. Does this mean that the “sales space” is expanding? Has the economy made a miraculous recovery?

Face-to-face 37

Face-to-face Inside Sales Telemarketing Margin 37

Green Lead's B2B

APRIL 3, 2013

37% of prospects that were nurtured move on to further sales activity from an introductory meeting, 12% higher than those not nurtured. Similar to b2b inside sales teams, we book meetings with C/VP level executives on our clients' behalf and only get paid when the meetings take place. So X meetings for $Y.

Outsourcing Services 30

Outsourcing Services Penetration Lead Rank Lead Scoring 30

Green Lead's B2B

APRIL 3, 2013

37% of prospects that were nurtured move on to further sales activity from an introductory meeting, 12% higher than those not nurtured. Similar to b2b inside sales teams, we book meetings with C/VP level executives on our clients' behalf and only get paid when the meetings take place. So X meetings for $Y.

Outsourcing Services 20

Outsourcing Services Penetration Lead Rank Lead Scoring 20

Jonathan Farrington

OCTOBER 16, 2012

Unless you have been holed up in a remote cave somewhere in Outer Mongolia, with absolutely no access to the outside world for the past two years, you will be aware of the huge increase in internal sales positions. Does this mean that the “sales space” is expanding? Has the economy made a miraculous recovery?

Face-to-face 37

Face-to-face Telemarketing Margin Buying Cycle 37

Jonathan Farrington

APRIL 11, 2012

Unless you have been holed up in a remote cave somewhere in Outer Mongolia, with absolutely no access to the outside world for the past two years, you will be aware of the huge increase in internal sales positions. Does this mean that the “sales space” is expanding? Has the economy made a miraculous recovery?

Face-to-face 37

Face-to-face Telemarketing Inside Sales Margin 37

SalesHandy

JUNE 5, 2020

30% of sales professionals believe that having introduced lead nurturing has been the most significant benefit to their team, resulting in better responses to campaigns and easier segmentation. Lead nurturing plays an essential role in high converting sales processes. Clearly, sales teams cannot skip on lead nurturing.

Lead Nurturing 80

Lead Nurturing Sales Qualified Lead Lead Rank Lead Scoring 80

The Sales Association

FEBRUARY 28, 2011

Sharing best practices in sales and sales management www.salesassociation.org. by Bill Barr I keep hearing that some sales organizations expect their marketing department to “qualify” their leads with Budget, Authority, Need and Timeframe ( BANT ). That’s not what professional sales people do.

Sales Qualified Lead 22

Sales Qualified Lead Hiring Trade Show Lead Qualification 22

Tony Hughes

FEBRUARY 22, 2018

Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. The folly of Sales 2.0 A one size fits all approach simply won't work. Let me make my case. paradigm. of their culture.

Social Selling 66

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

Partners in Excellence

AUGUST 31, 2014

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. The future is inside selling, if you are selling the systems, tools, and services associated with inside sales.

Lead Rank 96

Lead Rank Channels Face-to-face Buying Cycle 96

Chorus.ai

MAY 11, 2019

No business can survive for long without a healthy (and watertight) sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. What is a Sales Pipeline?

Pipeline 52

Pipeline Closing Strategy Sales Qualified Lead 52

LeadFuze

DECEMBER 31, 2021

Quitting the second you see a lead is not going to close will be better for your sales than chasing after leads that are never going to work. Even if you are able to close the sale eventually, there may be other issues that come up later on which will cause tension with your customer.

Negotiation 52

Negotiation Hiring Commission Lead Rank 52

Tony Hughes

MARCH 7, 2018

What do complex sales and the radioactive decay rate of atoms have in common? I wanted to share some of my unique thoughts about this concept as it relates to the natural world and how I see the ramifications of decay rates and how they're impacting enterprise deals and influencing sales cycle stagnation, or acceleration.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Partners in Excellence

JUNE 12, 2015

If a customer engages us in a certain e-channel, moves to a call into a call center, then to a conversation with a field sales person, or attending an event at a channel partner, we have the potential of tracking that activity, analyzing it, and engaging the customer with the right content for the channel and where thy might be in the buying cycle.

Channels 48

Channels B2C Margin Face-to-face 48

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.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Mindtickle

OCTOBER 16, 2020

What the pandemic has not changed is the pattern of sales leaders running full speed ahead to hit and exceed their quarterly numbers. If you are a CRO and are looking at a hockey stick of quarterly sales goals you have a small window to enable your inside and outside teams. The downward trajectory of the on-site sales meeting.

Networking 105

Networking Conversion Scale Face-to-face 105

Mindtickle

OCTOBER 16, 2020

What the pandemic has not changed is the pattern of sales leaders running full speed ahead to hit and exceed their quarterly numbers. If you are a CRO and are looking at a hockey stick of quarterly sales goals you have a small window to enable your inside and outside teams. The downward trajectory of the on-site sales meeting.

Networking 52

Networking Conversion Scale Face-to-face 52