Igniting Sales Transformation

FEBRUARY 14, 2018

Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. Debbie then transitioned into technology sales with the help of a friend in the early days of the technology revolution. Digital sales transformation requires a shift in mindset. Google Play.

Microsoft 62

Microsoft Lead Rank Meeting Inside Sales 62

OutboundView

JANUARY 19, 2024

Selling to HR and have an inside sales function or are considering an inside sales function? When they’re working, it’s an amazing engine bringing new talent into the organizations and deals into the sales pipeline. Budgets that were once available for inside sales teams have diminished.

Case Study 36

Case Study Marketing Qualified Lead Outsourcing Services Study 36

Hubspot Sales

NOVEMBER 17, 2020

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. Some advice for those who aren’t finding those meetings effective: make sure to turn your video on during calls to build rapport and trust.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

InsideSales.com

APRIL 15, 2020

Working remote has been an interesting change for me as an inside sales leader who, for the last decade, has been running insides sales teams that sell digitally to now selling with a 100% remote sales team. Working from home should not detract from this practice.

Hiring 93

Hiring Training How To Inside Sales 93

Sales Hacker

OCTOBER 30, 2018

Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. by The American Association of Inside Sales Professionals 2013-2018.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Highspot

JANUARY 19, 2022

But it can just as easily be summed up in a few statistics: Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median sales people didn’t meet their company’s sales goals during the last fiscal year. Training Programs for Sales Representatives.

Training 92

Training Lead Rank Hiring Course 92

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Training & Coaching. VP Nokia Software, North America Sales. [link]. General Manager, Worldwide Partner Sales. Senior Director of WW Inside Sales. Sales Manager.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Sales Hacker

JUNE 16, 2022

What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Your prospects may share that they’re pausing on projects or vendor meetings. They will push out/cancel demo meetings or they might just completely go dark in the middle of a deal cycle. Ralph Barsi.

Cost per Lead 93

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 93

Sales Hacker

JANUARY 4, 2022

In this episode of the Sales Hacker Podcast, we have Jason Bay , Chief Prospecting Officer at Blissful Prospecting , a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework. We’re training and coaching.

Cold Calling 76

Cold Calling Outbound Segment Call-back 76

Igniting Sales Transformation

SEPTEMBER 5, 2018

What does it take to make the transition from individual contributor to sales manager? Learning/research is also a critical element to selling in that we should never go into a sales meeting or get on a sales call without having learned about them, their company, their industry, competitors, etc. Listen HERE.

Sales Leadership 86

Sales Leadership Microsoft Margin Face-to-face 86

SalesLoft

JANUARY 31, 2019

This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel. For closers, this is bookings.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. Sales Conferences 2018. 5) AA-ISP Digital Sales World 2018. Speakers include: Kyle Porter (CEO, Sales Loft).

Conference 111

Conference Scale Inbound Hiring 111

Chili Piper

NOVEMBER 21, 2018

The first challenge is the numerous communication channels your buyers can use to request a demo or contact sales. And sophisticated SaaS companies are even giving their buyers the option to pick a time and set their own meeting with sales without first having to talk to a sales rep. We don’t need a new metric.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Pointclear

SEPTEMBER 9, 2016

Mike Weinberg, The New Sales Coach , Principal. I will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. The second is the abundance of firms that make outsourced calls to schedule meetings for salespeople.

Outsourcing Services 100

Outsourcing Services Cold Calling B2B Ideal Customer Profile 100

SalesLoft

OCTOBER 6, 2022

What Is Inside Sales? Inside sales refers to the practice of remote selling, wherein inside sales representatives solely use technology to conduct sales activities. The rise of remote selling has blurred the line between inside sales and outside sales. What Is Outside Sales?

Outside Sales 52

Outside Sales Inside Sales Face-to-face Sales Cycle 52

Igniting Sales Transformation

MARCH 4, 2019

As we think about how business and buyer expectations keep evolving, Kristina told me there certain critical skills that every seller should have and/or be developing to meet these evolving dynamics. Sales leaders should pay particular attention to this portion of the interview! Kristina shared a couple of key takeaways.

Microsoft 91

Microsoft Lead Rank Oracle Conference 91

criteria for success

APRIL 1, 2020

When selling through uncertainty, make sure you work with sales leadership and marketing to adjust your message to meet market needs. But if you depended on in-person meetings, networking events, or conferences, you’ll need to replace those lead sources for now. Advisors, Coaches, & Mentors. Social Selling.

System 97

System Up-Sell Call-back Face-to-face 97

The ROI Guy

JANUARY 11, 2017

Based on independent research from MHI Global / CSO Insights, taking your value marketing and selling to the next level can: Reduce the number of deals ending in “No Decision” by 30% Improve win rates to 51% (a 40% improvement) Boost the number of sales reps meeting / beating quota to 69% and increasing the average annual revenue attainment to 87%.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Green Lead's B2B

AUGUST 6, 2021

What is your outbound methodology (Channels) - Phone, Email, Text, LinkedIn, other? What are typical outbound activity KPIs for each channel per month? Do you record calls for coaching and QA? When we get a lead or a meeting, what do we get? How do you generate the list of accounts to call? How do you pay your SDRs/BDRs?

Outsourcing Services 46

Outsourcing Services Lead Gen Cost per Lead Vendor 46

ExecVision

MAY 16, 2018

The concept of the sales gong is an integral part of building an inside sales culture. Here’s why: Sales Gongs Benefit Your Organization. In sales, we get beat up a lot and hear a lot of NOs and ‘no response’ answers. The gong is a great physical outlet to channel your energy into. Big ass gongs are fun.

Hiring 40

Hiring Energy Inside Sales Face-to-face 40

Chorus.ai

MARCH 19, 2019

Key Finding: Successful cold-calls that moved to a discovery meeting last an average of 7.5 Unless you’re having a highly transactional sale, your goal is likely to get a meeting scheduled, rather than to close a sale. Why should they want to meet with you? First, you get free call coaching! Know their “why.”

Cold Calling 67

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

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Channels (799). 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. Customer 2.0

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

InsideSales.com

MARCH 24, 2020

Consistent and open communication is a must when you’re managing a sales team remotely. To do this, you need to know how to maximize your online and offline communication channels. . It’s more efficient to streamline communication channels. As you coach and manage your team remotely, try to do it with empathy.

How To 63

How To Motivation Promotion Maximizer 63

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Who should read this : For inside sales professionals that do a lot outbound prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales Evangelist

MARCH 31, 2020

Today’s episode will discuss the differences between a BDR and SDR in terms of what they do, how they do it, and how they earn. In the previous episode, Donald was joined by his sales coaching client, Scott Romney. While they may meet many people, not all of them will convert.

Sales Qualified Lead 52

Sales Qualified Lead Inbound Outbound Trade Show 52

Partners in Excellence

JUNE 6, 2012

How they buy shapes our sales deployment model–Do we have a field sales model, inside sales, channel, retail, eCommerce, or some combination? In Business Management, we would look at things like the sales process, metrics, systems, tools, training, incentives. Layer 2: The sales professional.

Hiring 82

Hiring Ideal Customer Profile Maximizer System 82

CloserIQ

OCTOBER 30, 2018

You can also get insights into how your sales team is using (or not using) content, if they’re nurturing leads, how quickly they’re following up with customer requests, what their daily behaviors are, and which channels they use most to communicate with prospects. Actionable takeaways.

Training 98

Training Top of Funnel Scale Sales Enablement 98

Xactly

JULY 16, 2018

For instance, one perceived sales trend is the idea that inside sales will replace field sales. In previous times, field sales might treat valuable clients to expensive lunches, dinners, concerts, or golf games. Now, reps can give a full presentation in a web meeting and answer any questions instantly.

Trends 55

Trends Hiring How To Social Media 55

LeadFuze

JANUARY 1, 2022

Outsource sales team can be a good thing, but you need to make sure that expectations are set before the process begins. When I began hiring salespeople, it was difficult to know which outsourcing company would be able to help my business meet its quota. Will your outsource sales team really affect the top and bottom line?

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Partners in Excellence

NOVEMBER 1, 2016

Face to face meetings, while still important, are less frequent. Social tools enable us to engage customers in very different ways, through multiple channels. ” We know growth and improvement come through learning (and coaching is a vital part of learning). The tools we leverage and how we do our jobs has changed.

Face-to-face 48

Face-to-face Decision Maker Tools Education 48

Zoominfo

AUGUST 12, 2020

Burning out SDRs is stemmed by a multitude of issues: tedious workflows, low call-to-contact ratios, poor coaching, etc. Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. Considerations for Inside vs Field Sales Reps.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Alice Heiman

MAY 23, 2018

We also know that business we get from referrals is more likely to close faster, buy more and stay longer than customers that come through another channel. Salespeople count on referrals to bring in sales. Salespeople count on the relationships they develop to close sales, get additional sales and get referrals.

Lead Rank 99

Lead Rank Lead Scoring Top of Funnel Hiring 99

ExecVision

APRIL 23, 2018

Further exacerbating this problem, many of the booth jockeys and inside sales reps aren’t used to meeting people face-to-face, and then are left to man the table alone, without a mentor in sight. This isn’t the time for a hard sales pitch. Sales Pro Tip: Remember who you meet.

ROI 40

ROI Ideal Customer Profile Maximizer Closing 40

Sales Hacker Training

OCTOBER 6, 2020

And at this point, I play somewhat of a player coach role where I definitely am still an individual contributor, still responsible for quotas, but I also simultaneously help with ongoing professional development and training, which is probably second to Career Pipe the thing I’m most excited about always.

Hiring 82

Hiring Enterprise Enterprise Face-to-face 82

Zoominfo

AUGUST 12, 2020

Burn Out Burning out SDRs is stemmed by a multitude of issues: tedious workflows, low call-to-contact ratios, poor coaching, etc. Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. Which Channels are You Having the Most Success In?

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

Hubspot Sales

MAY 3, 2018

The new language of selling is coaching. So, instead of a conversation between a manager and a direct report, it’s a coaching conversation between the salesperson and prospect or customer. So, instead of a conversation between a manager and a direct report, it’s a coaching conversation between the salesperson and prospect or customer.

Top of Funnel 142

Top of Funnel Hiring Lead Rank Sales Qualified Lead 142

Zoominfo

FEBRUARY 26, 2018

But, what if we told you a quick reading break might actually increase your sales productivity? We won’t go so far as to say you should skip important meetings or spend half of your day reading blog posts—but we definitely recommend that you spend a few minutes every day catching up on industry news and sales blogs.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206