DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. At the highest level, we are looking to identify organizational trends regarding the use of sales technology and see how companies are equipping their sales reps to become more productive and collaborative.

Scale 120

Scale B2B Trends Lead Rank 120

LevelEleven

AUGUST 15, 2019

Four years ago, in the sales tech space, there were approximately one-third of the companies that exist today. The sales tech industry has exploded in the last few years and continues to show extreme growth potential. The sales industry is evolving as more technology becomes available. This story is not uncommon.

Decision Maker 48

Decision Maker Case Study Inbound Sales Automation 48

Velocify

DECEMBER 20, 2012

The growing adoption of marketing automation presents a significant opportunity for inside sales. According to a recent Marketo blog post , companies that use marketing automation platforms source 45 percent more leads from marketing than companies that don’t use marketing automation.

Leads360 79

Leads360 Marketo Top of Funnel Marketing 79

Sales Hacker Training

AUGUST 28, 2019

It’s your responsibility to show them the ropes so they can start producing for your company. For many companies, the ramp-up time for new sales professionals typically is 6 months or more, but inside sales has changed. Create a Library of Sales and Company Resources.

Hiring 98

Hiring Training Cold Calling Scale 98

OutboundView

JUNE 17, 2019

The ability of sales reps to consistently fill sales pipeline by finding new qualified opportunities proves a lot of benefits for a growing business. You are reaching out to people who most likely don’t know you or your company, so they might be reluctant to take the call. Building an inside sales team internally OR.

Outsourcing Services 34

Outsourcing Services Hiring Inside Sales Scale 34

Hubspot Sales

APRIL 9, 2020

Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Not to mention, just because the tools and tech you have in place for your outside sales team work well for their needs, doesn't necessarily mean they'll be an ideal fit for your inside sales reps, too.

Inside Sales 102

Inside Sales Sales Technology Wireless Hubspot 102

SBI

NOVEMBER 14, 2019

With several signals available to trigger, tune and manage, Sales teams can stay on track and follow the right steps at the right time and close more deals, faster. Sales process is constantly evolving. Make sure your sales organization is ready to do so as well. And that amount is just for one sales rep.

Sales Process 100

Sales Process Data Top of Funnel SalesForce 100

Velocify

JULY 26, 2017

In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies. As a sales rep, it was an eye opening experience because it offered everything I had been searching for in all of the systems I used in the past. “I

Siebel 53

Siebel NetSuite GoldMine Online Lead Generation 53

Velocify

DECEMBER 3, 2012

Substantiating this point, an open poll by SalesOpShop.com is revealing that the two top priorities for sales teams in 2013 are (1) top line sales growth and (2) improving sales processes. A disciplined lead management process by your inside sales team can make all the difference.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Nutshell

JANUARY 14, 2020

Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices. Glassdoor currently puts the average base pay for a SaaS Sales Specialist at $86,400 per year , not including commissions.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Tenfold

SEPTEMBER 19, 2017

When discussing digital transformation, it’s impossible not to discuss social selling and its impact on the sales cycle. Marketing and sales automation tools have made it possible to reach hundreds, if not thousands, of potential buyers instantly. You’re correct, a lot of companies still don’t see the value.

Social Selling 89

Social Selling Social Media B2C ROI 89

PandaDoc

APRIL 3, 2023

Closing more sales makes for a more successful business, but how can you figure out what kinds of sales suit your company best? We’ll explore inside vs. outside sales to show you what both entail and which kinds of companies need either one. What is inside sales? What is outside sales?

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

Vengreso

JULY 10, 2023

However, the same requirement doesn’t usually apply to direct sales roles or for outside sales representatives for product companies (i.e. door-to-door solar companies). Sales roles can be broadly categorized into two groups: inside sales and outside sales (also referred to as field sales).

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Partners in Excellence

JANUARY 25, 2015

.” Depending on the point of view being promoted and the services or tools being sold by the writer, things are shifting to social, marketing automation, content, inbound inside sales, and any other configuration of whatever is being promoted. 90% of their buying process—leaving it to them.

Buying Cycle 48

Buying Cycle Ideal Customer Profile Customer Education 48

Velocify

MAY 31, 2012

I realized this truth in my tenure at a previous technology company at a day in the life visit with a client. Most of our customers are in a sales role, and in a sales situation, listening to understand is such a critical part of the job.

Leads360 40

Leads360 Epiphany Software Software 40

Understanding the Sales Force

JUNE 20, 2014

I read most of the other sales blogs too. Some of them are from companies within the Inside Sales community which, in an attempt to sell their services, are also publishing misinformation. And the misinformation is killing sales forces. They must differentiate themselves and their companies by being the value.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

Velocify

OCTOBER 6, 2017

One of the major benefits of working at a sales lead management technology company is that we house millions of data points that we can analyze and learn from. We’ve come across four common mistakes that our prospects use with leads that come into their database.

Strategy 45

Strategy Call-back Fashion Channels 45

Hubspot Sales

FEBRUARY 21, 2018

Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. Sales Benchmark Index. The Ambition Company Blog. Inside Sales Experts Blog. Sales Source. The Sales Leader. The Center for Sales Strategy Blog. Jill Konrath’s Fresh Sales Strategies.

Top of Funnel 145

Top of Funnel Hiring Cold Calling Social Selling 145

Velocify

FEBRUARY 27, 2013

However, the average number of lead assignments per rep per hour remains about the same Monday through Saturday, indicating that most companies reduce the number of active sales staff and/or the number of hours worked on Fridays and Saturdays in proportion to the drop in lead volume.

Leads360 86

Leads360 Lead Rank Lead Scoring Leads 86

Velocify

MAY 30, 2017

A customer-first approach is essential for company growth, and sales reps that put the customer’s needs first are rewarded with loyal customers, industry credibility, respect and referral business. NPS is measured by asking a customer a single question: how likely they are to recommend the company to a friend or colleague.

Company 40

Company Customer Churn Referrals 40

Hubspot Sales

FEBRUARY 8, 2023

Interacting with humans intelligently.The Need for Artificial Intelligence in Sales The Need for Artificial Intelligence in Sales An estimated 33% of an inside sales rep’s time is spent actively selling. Artificial intelligence presents a compelling opportunity to improve this stat and level up your sales operation.

Forecasting 115

Forecasting Lead Rank Lead Scoring Hubspot 115

Close.io

OCTOBER 28, 2019

Wondering what the right sales approach for your company is? Should you build an inbound sales machine, set up an outbound sales team, or take a hybrid approach? Inbound sales is famous for being able to attract customers to any business, be cost effective, and scale really well. Inbound or outbound?

Paid Content 64

Paid Content Outbound Inbound Top of Funnel 64

Salesmate

MAY 13, 2021

Many small-sized SaaS companies don’t reach their full potential because they focus on doing everything manually. While other SaaS companies can’t move towards workflow automation due to the high costs. Workflow automation would make processes faster and more efficient. Many companies are already using SaaS applications.

Lead Rank 97

Lead Rank Lead Scoring Top of Funnel Follow-up 97

OutboundView

JULY 16, 2019

B2B Appointment Setting is a service where companies who sell to other businesses perform outreach (via phone, email, or social media) to try and set appointment to pitch their product or service. We touch on process, services offered, companies, cost, and provide you with on overall guide to all things B2B Appointment Setting!

Outsourcing Services 34

Outsourcing Services B2B Demand Generation Targets Inside Sales 34

Sales 2.0

MAY 26, 2014

That’s what a company called Sendbloom is working on. Sendbloom is a “sales automation” tool. It helps a sales person produce customized emails that can also be sent out in volume. So for example it can see if they are running a marketing automation solution (such as Marketo or Hubspot.). Something in the middle?

Social Selling 231

Social Selling Marketo Hubspot Construction 231

Hubspot Sales

OCTOBER 28, 2020

Instead of having to save all of these emails as drafts in my inbox and do a major email dump on Tuesday morning, I use sales automation to schedule them to go out at the right time. Here’s a reality check: 90% of companies report they will only buy from organizations they trust. Step 2: Schedule the emails. 2) Establish trust.

Data 92

Data Prospecting Top of Funnel Lead Rank 92

Hubspot Sales

APRIL 20, 2018

Over-reliance on sales automation platforms. Sales automation platforms are the latest iteration of this trend. A churn and burn approach -- where sales reps send mediocre emails to hundreds of prospects at a time -- creates a nightmare for future expansion when companies look to improve their growth curve.

Referrals 98

Referrals Networking Decision Maker Churn 98

Nudge.ai

DECEMBER 8, 2017

We sifted through B2B sales tools on Capterra , G2 Crowd , Gartner and more to pull out our top 126 picks for everything from new-age social selling tools to B2B sales automation software. Base: Next-generation CRM software for leading B2B sales teams. Close.io: The inside sales CRM of choice for B2B startups and SMBs.

Lead Rank 51

Lead Rank Lead Scoring Sales Tools B2B 51

Velocify

MAY 24, 2017

Chatbots and the Power of Automation. Slack’s investment earlier this year in 11 different chatbot companies is a good indication of the sizable portion of the industry’s focus. AI and automation are the buzzwords of the day, and for good reason: they get things done.

Inside Sales 56

Inside Sales Negotiation Enterprise Enterprise 56

Sales Evangelist

JANUARY 22, 2019

Tom Libelt has been a salesman for almost 20 years; inside sales, outside sales, retail, large corporations – you name it. He has a couple of his own companies as well and is currently focused on the marketing of online courses. ow do you deal with uncertainty as a salesperson? Leave the outrage and softness at the door.

Top of Funnel 40

Top of Funnel How To Lead Rank Lead Scoring 40

PandaDoc

DECEMBER 14, 2021

PandaDoc sales proposal templates can be of great use here – it takes just a few minutes to update your pitch and move on to a new, unplanned meeting. This strategy can also be used in inside sales. Similar activities can be grouped together to help sales staff be more efficient. Use the most effective sales tools.

Webinar Metrics 52

Webinar Metrics Strategy Sales Qualified Lead Call-back 52

Velocify

APRIL 7, 2013

Regardless of what your company sells, if you’re selling to a business that sells to other businesses or consumers, it is crucial to know the customers or markets that drive your customer’s business. your sales efforts should speak directly to the issues that are top-of-mind.

Leads360 96

Leads360 Lead Rank Lead Scoring Distribution 96

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

Pipeliner

AUGUST 20, 2021

B2B companies sell their products or services to other companies instead of selling them to customers. In SaaS companies, marketers face challenges like attracting free users who can later be converted to paid. The sales process at these companies usually looks like this: Inbound/outbound traffic.

Inside Sales 98

Inside Sales B2B Tools Top of Funnel 98

SBI

NOVEMBER 7, 2019

Both of our companies endeavor to foster better alignment between marketing and sales and improve the buyer/seller interaction, resulting in accelerated deals and pipeline for our customers. To see how Seismic is being used by companies in your industry, visit seismic.com. Sales Enablement. Sales Enablement.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Zoominfo

APRIL 4, 2022

By replacing outdated industrial lighting with highly efficient, network-connected LEDs, the company can shave hundreds of thousands of dollars from a customer’s annual electric bill — all while improving worker safety and reducing their carbon footprint. Pacific Energy Concepts turns blue-collar buildings into marvels of modern technology.

Data 130

Data Scale Face-to-face Lead Rank 130