Crunchbase

DECEMBER 11, 2020

Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. In fact, implementing a data-driven sales approach can make a business 6 percent more profitable than their competitors. With data, the days of spending eight hours cold calling are over.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

Showpad

SEPTEMBER 23, 2021

The pandemic had upended the sales industry. Even veteran field sellers had pivoted to inside sales. They’d replaced their steak dinners with phone calls, their site visits with emails. But even though the landscape changed, sales was still a relationship game. Were account executives landing deals?

Channels 72

Channels Video Pivotal Scale 72

Sales Gravy

DECEMBER 18, 2020

Brian: Why I Started My Business I was in corporate life from the time I graduated college in 2000, all the way up until 2020, and the last four jobs that I had in the corporate world were inside sales and customer service. Then between 2013 and 2015, I moved into more of a pure sales role where I was cold calling.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

SalesLoft

MARCH 16, 2020

Cadences May Be Your Best Friend, but Call Quality Matters . That means you’ll need a solid internet connection to mitigate bandwidth issues and improve Dialer call quality. Turn o n Call Pass Through if you’re worried about your network quality. For Sales Managers . Join the call. For SDRs & AEs.

Analytics 129

Analytics SalesForce Hiring Call-back 129

Chorus.ai

MAY 6, 2020

They discussed the different paths to revenue, specifically, how companies are pivoting from Land and Expand playbooks to include more customer success selling. Before getting started, they discussed the impact of COVID-19 on inside sales teams. We will figure this out, but things won’t go back to the way they were.”

Ideal Customer Profile 62

Ideal Customer Profile Churn Outbound Pivotal 62

Hubspot Sales

JUNE 1, 2018

Time Management Skills for Sales Professionals. Be prepared to pivot. Be prepared to pivot. When I was in outside sales, I would organize my leads by location and always have the date of my last contact for each lead noted. This tactic also applies to inside sales. Eliminate administrative tasks. Keep going.

Pivotal 111

Pivotal Call-back Follow-up Maximizer 111

Hubspot Sales

DECEMBER 26, 2017

And from where I stand -- as the manager of an inside sales team -- one thing is clear. The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat? Resilience and Coachability. We’re about to turn the corner into 2018.

Hubspot 143

Hubspot Lead Rank Call-back Sales Qualified Lead 143

Sales Hacker

NOVEMBER 24, 2020

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. Today, we’ve got one of the more well-known sales experts and thought leaders in the space. We were the inside sales teams for tech companies.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Openview

MARCH 16, 2018

I’m going to take you back, way way back. Salesforce was one of the first out of the gate with an inside model. Marc Benioff and his team demonstrated a consistent ability to scale with an outbound sales team in those early years. And with that, modern inside sales was born. The year is 1999.

Outbound 89

Outbound Lead Rank Company Scale 89

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Account Executives doing cold calling). What sales outsourcing should NOT be: Indirect sales channels like resellers, solution partners, etc. Opportunistic side bets by signing up some commission-only sales agents.

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

Highspot

JANUARY 19, 2022

This will likely involve training in multi or omnichannel sales, as businesses now have to embrace social media, live chat, email, texting, video chat, phone calls, and more to reach leads and customers. Luckily, there are courses made for entry-level positions, internships, and career pivots. Corporate Visions.

Training 92

Training Lead Rank Hiring Course 92

InsideSales.com

MAY 15, 2020

Lars Nilsson, Founder & CEO at SalesSource, has over 25 years of sales and operations experience in the technology sector. Prior to SalesSource, Lars was Vice President of Global Inside Sales for Cloudera, the company that transformed enterprise data management. show empathy and know when to back off.

Webinar Metrics 52

Webinar Metrics Tourism Enterprise Enterprise 52

Bernadette McClelland

JANUARY 15, 2017

You could call on a business manager whose role was fairly simple and straightforward – it was finance and function focused. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles. Roles weren’t as sophisticated as they are today.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Chorus.ai

MAY 19, 2020

They discussed the unique challenges of sales enablement in our new normal, and how sales enablement is more essential than ever to gear managers up for remote coaching, onboarding, and deal management. In Sales Enablement, we have about 1-40 managers. Our approach is what I call an organic approach.

Hiring 62

Hiring Infusion Face-to-face Scale 62

Sales Hacker

MAY 11, 2021

On this episode of the Sales Hacker podcast, we talk to Joe Venuti, VP of Inside Sales at Sendoso, on how to maintain a healthy work culture in a remote environment and why direct mail is effective in the digital world. Subscribe to the Sales Hacker Podcast. Who sales development should report to [22:16].

Direct Mail 57

Direct Mail Hiring Account Based Marketing Proposal 57

Sales Hacker

DECEMBER 7, 2018

And in this day and age of cutthroat competition, the War for Talent, and fast-evolving B2B sales and marketing environments, you need the best B2B sales and marketing professionals serving on your behalf. Hiring for Your B2B Sales Team. Segmenting Your B2B Sales Team. The best place to start looking for new hires?

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

Crunchbase

JUNE 18, 2020

Call me old school, but I’m a huge fan of a paperback book. The market has pivoted hard to virtual events. Then it’ll follow the typical hero’s journey of a bounce back to success. You shouldn’t feel like you’re back in calculus class. . Kevin Dorsey – VP of Inside Sales at PatientPop. Who To Follow.

Scale 123

Scale Twitter LinkedIn Video 123

Sales Hacker

AUGUST 11, 2020

Wes started his career at Sisense, becoming head of enterprise business development and ultimately director of inside sales for North America. As of January 2019, he moved on to leading the US sales team at Red Points. Welcome to the Sales Hacker Podcast. Our sponsor for this episode is a company called Outreach.

Hiring 118

Hiring Lead Rank Call-back Lead Scoring 118

Chorus.ai

MARCH 19, 2019

Cold calling is still a key strategy for successful sales teams. Here’s the proof: one survey by DiscoverOrg found that 55% of high growth companies (those with at least 40% growth over the last three years) identified cold calling as one of their key strategies. But, what about companies that feel cold calling is outdated?

Cold Calling 67

Cold Calling Face-to-face Call-back Lead Rank 67

Velocify

JULY 21, 2017

Realizing they needed a more advanced solution, Guaranteed Rate found Velocify in 2007 and haven’t looked back since. Improve Contact Rate, Call Speed, and Talk Time. They’ve also realized incredible conversion results by leveraging Velocify to make more calls, more intelligently. Nurture Borrowers throughout the Sales Cycle.

Guarantee 40

Guarantee Lead Rank Lead Scoring Case Study 40

InsideSales.com

JUNE 12, 2020

The digital transformation that many in sales half-heartedly embraced is now mandatory. Screen sharing, email, documentation, call recordings, sales engagement cadences–all not optional. Helping companies get there is a core part of what Vertical Relevance helps large-scale sales organizations achieve.”.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

Sales Hacker

OCTOBER 27, 2020

Sam Jacobs: Today on the show, we’ve got Jim Donovan, the vice president of global sales from PandaDoc. A fantastic guest and really great guy, Jim’s a 20-year veteran of the sales industry. That was a pivotal moment in his life and when he decided to embark on a career in sales. That was the motion back then.

Hiring 73

Hiring Inbound Outbound Lead Rank 73

PandaDoc

DECEMBER 14, 2021

One of the best tricks for outside sales is to categorize your leads by location. Instead of driving back to the office or cooling your heels at a coffee shop until the next appointment, you can quickly regroup and connect with other nearby prospects to get a new meeting. This strategy can also be used in inside sales.

Webinar Metrics 52

Webinar Metrics Strategy Sales Qualified Lead Call-back 52

Hubspot Sales

AUGUST 8, 2019

Digging into her activity metrics, you discover she isn’t sending enough emails to generate the number of calls she needs. Activity metrics include: Number of calls made. Outreach Sales Metrics. Email Sales Metrics. Phone Sales Metrics. Call-backs. Inside Sales KPIs. Field Sales KPIs.

Cost per Acquisition 134

Cost per Acquisition Lead Rank Churn Webinar Metrics 134

Factor 8

APRIL 23, 2020

In part 1, we talked about call planning. So let’s talk about the outreach call, email, or social media message? My advice: keep it short, zero sales, and very human. Ask yourself what calls you’ve returned in the past few weeks. Even called her during “I’m on kids” time and talked for fifteen minutes.

Prospecting 41

Prospecting Hiring Call-back Lead Rank 41

Sales Hacker

NOVEMBER 10, 2020

Sam Jacobs: We’ve got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He’s a serial entrepreneur who started and sold a company called TrendKite. AJ, as I mentioned, is the CEO and co-founder of a company called QuotaPath. Show Introduction [00:02].

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Speak at conferences.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Crunchbase

JANUARY 15, 2021

In-person meetings and demonstrations practically disappeared and sales leaders had to quickly reskill outside reps for inside sales; all while learning to manage their teams remotely. Reps can see exactly what they need to do next to get deals at risk back on track and push healthy deals forward with the best odds of a win.

Face-to-face 52

Face-to-face Sales Cycle Forecasting Up-Sell 52

Sales Hacker

AUGUST 25, 2020

Advice for creating pivotal career moments [30:58]. Sam Jacobs: This week on the Sales Hacker Podcast, we’ve got Alyssa Merwin, Vice President of Sales Solutions for LinkedIn, North America. Welcome to the Sales Hacker Podcast. So Alyssa, welcome back to the show. It’s great to be back.

Pivotal 72

Pivotal Face-to-face How To LinkedIn 72

Sales Hacker

SEPTEMBER 22, 2020

So the first place we’d like to start is what we call your baseball card, where we contextualize your expertise and your insights. And from there on I did several marketing roles and then launched into sales, really did retail sales back then. You learn a lot, but it’s not nearly as fun as being in sales.

How To 69

How To Call-back Hiring Campaigns 69