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

Engage Selling

APRIL 2, 2012

Before you know it, inside sales is battling with field sales, direct reps are at the throats of the channel team, and you’re caught in the middle of the fray. Have competing reps (for instance, inside and outside sales) meet to establish relationships and build trust.

Compensation 79

Compensation Commission Territories Guidelines 79

Zoominfo

AUGUST 12, 2020

Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Considerations for Inside vs Field Sales Reps.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

SalesLoft

MARCH 8, 2016

But they forgot to figure out what was happening in the sales meeting. And sales didn’t know what was going on. ABE is the coordination of personalized marketing, sales development, and sales efforts to drive engagement and conversion at a targeted set of accounts. This generation is Inside Sales 2.0,

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Close.io

MARCH 6, 2020

Close has always been focused on offering the most powerful communication tools for salespeople, and now you can use Zoom directly in Close alongside the other communication channels you love like predictive dialing , email sequences , and SMS. Now let's look at this week's sales exposé: How to manage all of your sales meetings in one place.

Top of Funnel 19

Top of Funnel Discount Closing Up-Sell 19

Zoominfo

AUGUST 12, 2020

Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Inside sales reps can handle smaller, more local accounts and offer support to field sales.

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

criteria for success

APRIL 1, 2020

Why Social Media Matters, How to Strategize & What to Include in Your Sales PlayBook. Consider whether you’ll just replace that time with more calls and emails or whether you should create new channels for lead generation. Balance replacement activities with scheduling in-person meetings and events in the future.

System 97

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

Gong.io

JUNE 25, 2021

Sales Stat #7: Turn on your webcam! Outside sales reps went from in-person meetings to calls over video. Inside sales reps jumped on the bandwagon and moved from phone-only to video chats. Sales Stats #20: Stick to 9 minutes. 2020 was the year of the video call (and a few “other” things). Solve exactly.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Sales Hacker

DECEMBER 23, 2020

Social selling is a lead-generation technique where salespeople communicate with prospects over social media rather than more traditional channels like email or phone. Even if it’s not your favorite channel to use, it’s important to have at least a beginner’s understanding of it. LinkedIn Social Selling Guide. What is this tool?

Resources 79

Resources Webinar Metrics Hiring Hubspot 79

Sales Hacker

DECEMBER 8, 2017

The evolution of Sales & Marketing into Revenue Ops & Customer Ops. YoY Increase in CAC leading to increased reliance on channel partnerships. The role of text messaging and other unconventional communication channels in sales prospecting and customer success. Facing the Reality of A.I.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

Sales Hacker

MARCH 2, 2020

The ultimate account-based sales guide for the modern, digital seller, SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Outbound Sales, No Fluff. The New Handshake: Sales Meets Social Media.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

OCTOBER 7, 2021

Melissa Murillo is an award-winning and highly skilled sales leader with over a decade of experience in marketing and business development specializing in the IT channel. She has a passion for mentoring women and helping them find their love of sales. What is one a-ha moment you’ve had in your sales career? Deb Calvert.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Close.io

SEPTEMBER 4, 2019

It’s likely you already know some of the sales metrics that matter to your team. To fill out the rest of your list, you need to ask a few basic questions: Are there sales metrics your team regularly views during the day or during sales meetings? What are the sales KPIs that are driving your strategy and plan?

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Cience

MAY 7, 2019

For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation. The decision maker that your Sales Development Rep (SDR) contacts via email, phone and other channels of communication. Channels of the outreach.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Cience

MAY 7, 2019

For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation. The decision maker that your Sales Development Rep (SDR) contacts via email, phone and other channels of communication. Channels of the outreach.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

PandaDoc

SEPTEMBER 2, 2020

HubSpot Sales aims to help growing businesses transform the way they sell to match the way people buy. What to check out: The Remote Sales Playbook: 30+ Resources to Help Sell From Anywhere. What to check out: 10 Secrets To a Successful Sales Meeting Agenda. Inside Sales Experts Blog. Smart Selling Tools.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Mindtickle

OCTOBER 16, 2020

The downward trajectory of the on-site sales meeting. A Forrester survey conducted pre-COVID-19 revealed that one in seven business buyers prefers not to meet with a sales rep in person. The convergence of inside and outside sales. Companies are pouring money into the inside sales channel.

Networking 105

Networking Conversion Scale Face-to-face 105

Sales Hacker Training

NOVEMBER 21, 2022

And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional. You need empathy, grit, and drive.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Mindtickle

OCTOBER 16, 2020

The downward trajectory of the on-site sales meeting. A Forrester survey conducted pre-COVID-19 revealed that one in seven business buyers prefers not to meet with a sales rep in person. The convergence of inside and outside sales. Companies are pouring money into the inside sales channel.

Networking 52

Networking Conversion Scale Face-to-face 52

Pipeliner

AUGUST 20, 2021

ActiveCampaign allows you to develop a multi-channel marketing strategy, providing you use social media marketing tools. EngageBay’s omnichannel marketing makes it easy to promote your brand and connect with customers on different channels, including phone, email, SMS, web, and social media. CrankWheel.

Inside Sales 98

Inside Sales B2B Tools Top of Funnel 98

Sales Hacker

AUGUST 25, 2020

The result, more sales meetings, which means more money. Our second sponsor is Outreach, the number one sales engagement platform. We’ve had inside sales teams being super successful for a long time. Because the campaigns are structured on email best practices, your campaign warmup period will shrink.

Pivotal 72

Pivotal Face-to-face How To LinkedIn 72