Sales Benchmark Index

MAY 21, 2020

Article Sales Strategy Uncategorized b2b b2b blog business Chatbots consulting blog consulting firm conversational commerce guide CRM cs csm customer experience CX data discovery download inside sales insights lead lead gen make the number make your number Marketing organization preston gray relationship response time revenue growth sales Sales Benchmark Index sales rep sbi SBI blog strategy technology tool top articles

Inside Sales 189

Inside Sales Customer Prospecting Conversion 189

Score More Sales

APRIL 4, 2014

What other movies, video, or TV episodes are good for sales professionals to see? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 181

Inside Sales Conversion Google Twitter 181

Mr. Inside Sales

AUGUST 18, 2018

Inside Sales Management Made Easy. Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices. Being an inside sales manager is tough these days. Lead conversion rates per vertical? And, by the way, how are sales and how are you trending this month? Here’s how: sales management is easier than you might think if you break it down to its three most important elements.

Inside Sales 142

Inside Sales Training Film Coaching 142

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps. In the five years between 2010 and 2015, the number of inside sales reps doubled. In fact, high-performing sales teams are 3.5

Trends 179

Trends Inside Sales Data Vendor 179

Score More Sales

FEBRUARY 14, 2014

To make this a practical and valuable day, I thought I’d send a message to those in an inside sales career – sellers and sales managers alike. A Valentine for Inside Sales. You work in a position in an industry that is ever growing – be it individual contributor or sales leader -. You have live conversations and sound both interested in the other person as well as helpful to add value and ideas for them.

Inside Sales 178

Inside Sales Outbound Google Twitter 178

Mr. Inside Sales

AUGUST 10, 2018

Inside Sales Management: Are you Measuring What Matters Most? Learn about successful inside sales force management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives. If you’re an inside sales manager , then you know all about metrics. The problem, though, is that those metrics are not what drive sales. Again, it’s how they perform during a sales call that matters most.

Inside Sales 131

Inside Sales Closing Training Call Monitoring 131

The Digital Sales Institute

OCTOBER 16, 2018

What does the future hold for the inside sales jobs role for a salesperson and will its job description come to mean anything more than facilitating a customer’s purchase. The future of sales is not an Outside V Inside salesperson argument but a Salesperson V Technology one, because even today technology is now facilitating greater numbers of sales conversations (up to sale completion). The inside sales role will evolve in line with technology.

Inside Sales 46

Inside Sales Buyer Trends Territories 46

Hubspot Sales

MAY 31, 2020

Sales organizations that wait until a sale is won or lost to judge a playbook’s success only have one metric by which to measure their efficacy. Without tracking their sales and pipeline activity, in addition to results at both an individual and company-wide level, it’s impossible for sales leaders to pinpoint weak areas. For example, high attrition throughout a sales process might alert you to an issue with moving opportunities to close. Sales Results Metrics.

Inside Sales 57

Inside Sales Pipeline Forecasting Quota 57

Showpad

MAY 29, 2019

Inside sales definition. Inside sales is a type of sales where representatives perform regular sales activities remotely rather than consistent face-to-face meetings. Inside sales relies greatly on technology, from mobile devices to CRM software and social media, to keep ongoing communication with customers and leads. With this shift in sales processes comes the increased popularity of inside sales across B2B organizations.

Inside Sales 64

Inside Sales Sales Enablement Travel Salary 64

Score More Sales

JUNE 3, 2014

Last week I had the pleasure of spending a day with Ken Krogue, co-founder of InsideSales.com , inside sales pioneer, and Forbes columnist It was great. Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career.

Inside Sales 199

Inside Sales InsideSales Trade Show Campaigns 199

Score More Sales

APRIL 5, 2014

If you are not using the phone at least half of the time you are reaching out to buyers, then I hope you are using video conversations to a great extent. While being in front of someone is, in fact, the BEST way to communicate, a good two-way video conversation is the next best thing. These are not universally used yet, but more innovative sales teams are using Skype video calls, Google Hangouts, and other means to facilitate seeing each person on the call.

Inside Sales 204

Inside Sales Skype Video Google 204

Score More Sales

DECEMBER 3, 2014

That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. Get a valuable conversation going with a decision maker. Revisit that stalled sales opportunity and BRING IT TO CLOSURE! Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Inside Sales 177

Inside Sales Gatekeeper Decision Maker eBook 177

Score More Sales

SEPTEMBER 30, 2013

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. Most people will not immediately throw out a card showing appreciation for a conversation as well as your business card for at least a couple of months.

Inside Sales 202

Inside Sales Decision Maker Outbound Pipeline 202

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity. According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1.

Outside Sales 77

Outside Sales Inside Sales Jigsaw Collateral 77

Score More Sales

OCTOBER 14, 2013

If you are in a sales role and do not experience regular wins of some type, you probably won’t feel very motivated or inspired. Why not create a different sales activity goal each week for yourself or with your team? Some ideas to consider: The first person to set a demo (or appointment) today gets to the top of the sales activities winner list. In selling you need to be focused on doing activities that lead to sales. Winning is fun and it gives you energy.

Inside Sales 192

Inside Sales Sports Outbound Referrals 192

Score More Sales

APRIL 6, 2014

Over my selling years, I had 22 sales managers whom I directly reported to. Somehow, even in my early sales days, I learned to find someone upbeat, positive, and skilled who I could emulate and hopefully be coached by even if they were not my manager. Other times I had a horrid sales manager and needed inspiration and someone to bounce my ideas off of since I could not with the person I directly reported to. Three Ways to Be Coachable and Grow Your Sales.

Inside Sales 181

Inside Sales Coaching Google Report 181

Score More Sales

NOVEMBER 25, 2013

Are you in sales and get distracted easily? It creeps in when a sales rep goes to look up one thing online, sees something else, goes there, sees something else, and eventually you don’t get done what you originally set out to do. For both of these sales reps, they need to immediately set goals for what they can accomplish toward sales. The post Inside Sales Power Tip 142 – Distraction Plan appeared first on Score More Sales.

Inside Sales 184

Inside Sales Outbound Quota Influencer 184

InsideSales.com

NOVEMBER 7, 2019

A great inside sales representative can deliver many wins for a sales team. What Is Inside Sales? What Are Agile Inside Sales Professionals? The Importance of Having Agile Inside Sales Reps. How to Become Successful Agile Inside Sales Reps. The Defining Trait of an Agile Inside Sales Representative . 3 Habits That Can Help Inside Sales Representatives Develop These Skills and Behaviors.

Inside Sales 53

Inside Sales Outbound Campaigns Inbound 53

Score More Sales

DECEMBER 17, 2013

In sales it is all about execution – the art of making things happen. Instead of rewriting your pitch or re-organizing your list of who to contact, pick up the phone and reach out to have conversations. If your title is sales rep or business development or account executive, you should be talking with these folks more than a dozen times a day. Work to have 12 actual conversations today. Must be in a B2B sales role.

Inside Sales 175

Inside Sales Buyer Outbound Referrals 175

Score More Sales

MAY 15, 2013

It comes through when you follow-up, and when you summarize the conversation – sending them notes in an email after talking. She is building a big, solid sales pipeline and gaining referrals from existing clients. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. The post Inside Sales Power Tip 113 – Energy appeared first on Score More Sales.

Energy 190

Energy Inside Sales Buyer Outbound 190

Score More Sales

APRIL 1, 2013

When you have a true inside sales job you are either working with a quota to get a certain number of quality tasks accomplished each day. number of dials or good “talk-to” conversations. Isn’t that like your sales job? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 191

Inside Sales Infusion Outbound Quota 191

Score More Sales

DECEMBER 9, 2013

No Means Many Things in Sales. Use real curiosity to lead your conversation rather than some set of targeted questions. I’ve seen sellers so disappointed when they hear NOs rather than them thinking what they can do to further their conversations. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 179

Inside Sales Retail Outbound Buyer 179

Score More Sales

AUGUST 12, 2013

Once you have a live conversation and you start with the sentence, “I’d like to share with you a story” – the recipient’s physiology shifts from “this is a salesperson giving a pitch” to “I like stories- hope it’s a good one” No matter the science we employ, or the technology tools we use, people still buy from emotion and justify rationally. The post Inside Sales Power Tip 127 – Share Stories appeared first on Score More Sales.

Inside Sales 182

Inside Sales Outbound Cold Calling Referrals 182

Score More Sales

FEBRUARY 11, 2013

If you are an inside sales person, it is important to put yourself in the receiver’s shoes – the person who you are trying to connect to. I get a lot of these calls and messages from eager sales reps every week, and I can tell you that there is one thing overall that shuts a conversation down quicker than anything else for me. That can cause a good conversation to happen, if it seems that what they do ties in with what we do in some manner.

Inside Sales 187

Inside Sales Health Care Insurance Insurance 187

Score More Sales

NOVEMBER 5, 2013

In a conversation with a very busy CIO (Chief Information Officer) recently he said that he hates when sellers do any of the following: lie about being connected to someone he knows when they aren’t, in order to get him to respond. He regularly receives 200-300 emails in a day and cannot be bothered with most sales “pitches” Like other C-level executives I speak with, he says that sales people can seem lazy and are not persistent.

Study 171

Study Inside Sales Buyer Outbound 171

Score More Sales

OCTOBER 28, 2013

It is a tricky thing in sales careers when it comes to confidence. How could even a confident person be confident as a newer sales rep? Speak up and use language in your phone conversations and voice mail messages that match up with any C-level contact you may have. Quit wasting your time and damaging your company’s brand – re-tool your sales messaging. I have also been a coach to other vendors at companies I was in a sales role with.

Inside Sales 173

Inside Sales ACT Outbound Vendor 173

Score More Sales

SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. So do you think you can take an on-the-road sales rep and expect him or her to hop into their office chair and replicate their outside sales success?

Inside Sales 161

Inside Sales Travel Margin Outbound 161

Score More Sales

OCTOBER 7, 2013

You arrive to your office and your work-space after a great (or not so great) weekend, feeling behind and somewhat overwhelmed about the sales numbers you need to hit to achieve quota or make bonuses. At some point you do have to take a few steps back, grab a deep breath, and go back into building your sales pipeline and your business. Have you had a powerful, passionate conversation about your industry with a prospective buyer when you were feeling sorry for yourself?

Inside Sales 172

Inside Sales Outbound Pipeline Quota 172

Score More Sales

APRIL 8, 2013

Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. Translate that to your sales career. I’d love to see this conversation continue via comments since it is such a rich topic. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 194

Inside Sales Outbound Conference Small Business 194

Score More Sales

JUNE 17, 2013

Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? You should find that they either were not as interested as you may have thought, or they will appreciate you furthering the conversation. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. The post Inside Sales Power Tip 118 – Share Insight appeared first on Score More Sales.

Inside Sales 172

Inside Sales Outbound eBook ROI 172

A Sales Guy

JUNE 1, 2014

Inside Sales did this right. It was a lively conversation with some great sound bites, #reachbitch seemed to get the most play. Events inside sales accelerate 14 jim keenan speaking engagements keenan speaking engagements social selling speaking engagements I love speaking engagements. They are a blast and my most recent was no exception. I had the honor of being asked to speak at their first annual Accelerate Conference.

Inside Sales 92

Inside Sales Conference Data Revenue 92

Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Have a good conversation with a potential buyer. Instead of the same old email follow-up, choose more probable prospective customers during the course of your week and send a quick note, thanking them for a good conversation. The post Inside Sales Power Tip 123 – Snail Mail appeared first on Score More Sales.

Inside Sales 171

Inside Sales Outbound Prospecting System 171

Score More Sales

FEBRUARY 18, 2013

One of the most talked-about sales books in the last couple years is The Challenger Sale. The complete title is: The Challenger Sale – Taking Control of the Customer Conversation. You may think you drive all of your sales opportunities, and that you take control – until the opportunity goes dark, right? The sales people who think they need to be forceful, loud or aggressive are not selling anymore.

Inside Sales 189

Inside Sales Buyer Outbound Exercises 189

Score More Sales

FEBRUARY 4, 2013

For this conversation, a toleration is an annoyance – something you put up with, and it adds to your stress, often making you less productive. The issues vary if you are in a noisy sales group environment (especially if the noise distracts you) or if you are in a home office that might be so quiet it doesn’t encourage you to pick up your pace a bit.

Inside Sales 189

Inside Sales Outbound Conference Energy 189

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. The truth is, though, that they’re just two sides of the same sales coin — and you likely need both in your company if you’re going to succeed. Sales Cycle.

Outside Sales 81

Outside Sales Inside Sales Telemarketing Skype 81

Close.io

MARCH 3, 2020

There’s definitely room for non-scalable conversations and manual email outreach, but having the right automated drip sequences in place can be a game changer. Whenever I see a sales team taking the manual-only approach to email outreach and lead nurturing, there’s one problem that keeps coming up: They don’t reach out enough. Your sales reps only have so many hours in a day. And the truth is, a lot of sales teams aren’t opposed to using automated email sequences.

Inside Sales 46

Inside Sales Churn Case Study Lead Nurturing 46

Score More Sales

APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. There are two main reasons you want to listen more than you talk when having a conversation with a buyer: 1) You won’t learn anything if you do all the talking. ” Consider the art of conversation, not just the opening of your mouth and stuff spewing out.

Inside Sales 175

Inside Sales Outbound Buyer Examples 175

Pointclear

FEBRUARY 21, 2013

My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. “We

Inside Sales 193

Inside Sales Skype Field Sales Commission 193

Closer's Coffee

OCTOBER 2, 2019

Look at any job description for an inside salesperson and there is something very important missing. Inside sales representatives work with customers to find what they want, create solutions and ensure a smooth sales process. Sales representatives might work to find new sales leads, through business directories, client referrals, etc. Inside sales reps are friendly, well-spoken and ready to close the deal.”.

Inside Sales 54

Inside Sales Skype Face-to-face LinkedIn 54

Close.io

NOVEMBER 14, 2019

To crush the sales world, all you need to do is to hustle and sell better. And in this post, we’re going to unpack 4 different sales techniques you should be considering today. And if somebody tells me they need two weeks, I will set a reminder to follow up using our sales CRM. Hire a better sales leader. This might sound harsh, but the truth is this: You need more sales. You’ll need a sales leader who can manage sales managers/directors.

Inside Sales 50

Inside Sales Closing Follow-up Commission 50