All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database. Today, there are so many choices and tools that promise to accelerate growth and build your pipeline, it can be overwhelming.

Post Your Questions About Inside Sales Challenges

Score More Sales

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website.

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Post Your Questions About Inside Sales Challenges

Score More Sales

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website.

EmployAbility Galway increases new hires by 87% since using OnePageCRM


We work in a collaborative work setting, but just didn’t have collaborative tools and now we do with OnePageCRM.”. Looking for a proven sales tool to help you close more deals? Case study Featured Inside Sales SMB / SME

OneLaw increases productivity and gains momentum using OnePageCRM


As OnePageCRM, came highly recommended by a friend they were confident it would be a good match for their sales process. The sales cycles in OneLaw varies – from days to years – so they would often have multiple interactions with their prospects before closing the sale. This meant they needed to implement a more streamlined sales process so each team member was reminded when to follow up. Looking for a proven sales tool to help you close more deals?

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What is Outbound Sales? Tips, Tricks and Tools to Scale in 2020


Outbound sales is the most commonly used sales strategy used across various industries. It’s not just us, 55% of sales professionals agreed on using outbound sales as their primary sales technique. What is outbound sales? What is outbound sales?

13 Ways To Speed Up Sales Cycles In 2020


Long sales cycles are a widely known problem among sales teams of all sizes. Longer sales cycles will mean you have fewer leads engaged per unit time. However, you can fix all of that – by shortening your sales cycle. 13 Effective ways to speed up your sales cycle.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. Have lots of decision-makers involved in sales cycle. Sales and marketing alignment.

First Direct Lending Achieves Rapid Growth with Velocify


Mike proved his case, and with the new plan in place, First Direct Lending moved forward with Velocify right from the gate. Between Velocify’s management tools and lead delivery features, our loan consultants can sit down and start producing right away,” said Mike.

SalesTech Video Review: TechTarget

Smart Selling Tools

With Priority Engine Sales can find the best people to call on right now. That’s powerful - Nancy Nardin, Smart Selling Tools. Resources All Blog Article Case Studies Industry News Interview Video Video Reviews Webinars. Case Studies.

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Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. Have lots of decision-makers involved in sales cycle. Sales and marketing alignment.

Using Dispositions to Automate The Sales Process & Standardize Data


There's an emerging term in modern sales rhetoric that you may have heard but can not yet define. Dispositions have been talked about as an automation and sales intelligence tool, a new way to leverage your CRM, a data consistency practice and more. To understand dispositions and how they relate to the sales process, it's helpful to first think about the meaning of the word itself. When applied to the sales follow-up process, it's exactly what you might imagine.

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Lead Generation Companies


We’ve also linked to case studies for each of the appointment setting companies as well! OutboundView By Appointment Only Strategic Sales & Marketing. Case Studies: [link]. HelloSells can also integrate directly with your marketing automation tool or CRM.

8 Getting Sales Enablement Right to Increase Results with Dave Brock, CEO of Partners in Excellence

B2B Lead Blog - Inside Sales

Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. And all the tools and technologies meant to help boost sales productivity are now are slowing things down. Brian: We spent time talking about sales enablement.

Are You Building Pipeline in Squads or Pods?


As a result, we’ve developed a case study format where SDRs, AE’s, CSM’s, inside sales, field sales, customer success, and channel partners can all work together to come up with solutions that best target a particular account or a group of accounts.

How Much is Your Address Book Worth?

B2B Lead Blog - Inside Sales

B2B : What are some unique tools you use to connect with build relationships (other than phone, email, and LinkedIn)? He co-founded a new CRM tool called Vipor CRM, which I use to track and manage my connections. Inside SalesHow much is your address book worth?

The Sales Book Your Intellectual Uncle Loves

Sales Benchmark Index

If Sales Books lived up to the claims they made, we’d all be at 300% of quota every year. However, Sales VPs we interview always ask about specific sales books. Download this tool to see the top 5 books we recommend to Sales VPs.

How to avoid the "just checking in" circle of death

But here’s the thing: So are hundreds and hundreds of other sales people trying to get your prospect's attention. A lot of sales people make this mistake, so by you doing it, you’re going to be viewed by your prospects as being just like every other sales “pro.”

How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. Sales leaders serve as the generals and field commanders. Sales are the infantry looking to capture valuable turf.

The 23 Best Sales Training Programs for Every Budget and Team

Hubspot Sales

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. On-Site Sales Training Programs. Focus: Sales process.

Our Customers Can’t Afford For Us To Wait Until They Are 70% Through Their Buying Cycle!

Partners in Excellence

It’s that time of year again, there are lots of posts around the popular research that indicates, “Customers aren’t engaging sales until they are, 57, 70, 90 (depending on the research you read) through their buying cycle.” ” As usual with the posts, there are the usual doom and gloom announcements about the future of selling and the “death of the traditional sales person.” ” This is where modern sales professionals help.

6 steps to get sales and marketing working on the same team


Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A loose analogy perhaps, for the age old battle that is sales versus marketing. Benefits of sales and marketing alignment. Shortener sales cycle. Aligning sales and marketing requires commitment from both. At what point does a lead become qualified to be passed onto sales? Sales roles.

Personalize Communications and Win High-Value Clients With Account-Based Marketing

Sales and Marketing Management

If you’re in land-and-expand mode – you have a Fortune 500 account and want to gain business with new divisions – share a case study about what you’ve helped other areas of the company to accomplish. An essential tool for doing that deep dive to gain intelligence about the account is your inside sales team or telemarketing firm.

The Most Effective Voicemail Script Ever (Plus Tips for Using It)

Hubspot Sales

First-time sales outreach response is plummeting. I'm calling because you downloaded our guide to building successful holiday marketing campaigns, and I have a case study you might find valubale. I'll also follow up with an email containing the case study.

Three Ways to Build a World-Class Customer Experience

Miller Heiman Group

To forge these lasting customer relationships, sellers must create a world-class sales system that consists of three components: customer engagement, performance support and sales enablement. Today, the buying process allows sellers to engage with buyers at multiple touchpoints—on websites, through email, phone—and through multiple contacts, whether through inside sales, field sales, channel partners or service representatives. Future of Sales Success

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Business Value Summit Interview – Getting The Most from your Business Value Program

The ROI Guy

I had the opportunity to lead a Thought Leaders panel from the best business value solution providers, including our own, Mark Schlueter, who shared his great experience from decades of enterprise selling and team leadership at HPE, and business value tool development Microsoft, Intel, Dell and many other B2B firms. Recently I had the chance to work with Microsoft on a business value campaign and ROI tool for Window 10 Software Assurance and Enterprise.

B2B Appointment Setting


B2B companies will realize early on if they don’t have enough sales opportunities. Either they don’t have the appropriate number resources (staff, tools, data, etc). A CRM, sales automation software, calling, database, and reporting tools. B2B Appointment Setting.

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26 Best Sales Conferences and Can’t-Miss Sales Events of 2020

Sales Hacker

What are the best sales conferences and events of the year, where you’ll find plenty of networking opportunities , training, and career-changing tips? Here are the 26 sales events in 2020 (organized by the season of the year) that we’re most excited about. The Surf and Sales Summit.

15 best cold calling books to take your sales team to new levels

Most successful sales reps have a wealth of experience with cold calling. You can revisit the fundamentals of selling, acquire a new soft skill that will enable you to close more deals, or simply leisurely read some sales and business literature.

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey

Smart Selling Tools

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Sales Enablement. Sales Enablement. Sales Efficiency. Sales Enablement. Field Sales.

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False Choices: Transactional Versus Solution Selling Approaches

Partners in Excellence

Often, I get into conversations about the sales approach a company deploys. In developing these models, we are creating an “inside-out” view, focusing on what is most efficient and cost effective for us, but perhaps not effective for how the customer buys. It’s our customers and their approaches to opportunity/porlbme solving and the associated buying processes that determine our most impactful sales engagement model.

39 Tips For Overcoming Sales Objections With Ease

Sales objections are a common occurrence throughout a salesperson’s career. 39 Common Sales Objections and How to Overcome Them. What are Sales Objections? Sales objections are rebuttals from a potential client stating why they won’t buy your product or service.

7 No B t Questions to Ask When Hiring a Sales Consultant

Sales Hacker

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. What Do You Look For In A Sales Consultant or Trainer?

2017 - “The Year of Value”

The ROI Guy

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

18 essential sales KPIs: What to measure and how to track everything

If you want to scale your sales team, grow your revenue, and beat out the competition, there’s no question you need to understand data. All the best sales teams in the world run on data. Unlike revenue, more isn’t always better when it comes to sales data. Monthly sales growth.

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Cold Calling is dead and as a Sales Trainer who teaches  or used to teach Cold Calling – I dont make that statement lightly. 3) Is Cold Calling the most effective use of your sales peoples time? Sales Management Sales Techniques

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

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The Digital Sales Institute

This list of sales statistics to boost selling results can also be used to shape your sales strategy implementation. Sales statistics and data are factors now important in defining any selling activity or investment from social selling to inbound sales.

Sales Leads – How to Tame a Unicorn


Let’s talk about the unicorns of sales development: high-quality sales leads. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? There are many sales leads out there. Sales Lead Quantity.

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Top 17 Sales Conferences to attend in 2019


If you’re looking for a way to rejuvenate or get an energy boost during the year, attending a sales conference can help do just that! I have put together a list of top sales conferences taking place in 2019 which all salespeople should consider attending. Unleash your inner sales guru!