Close.io

MAY 30, 2018

So you’re looking to build out your inside sales team and you’ve lined up a full day of interviews with potential new hires. To make sure you don’t waste time and money on a bad hire who doesn’t fit the culture, there are some questions you absolutely need to be asking in your interviews with prospective inside sales reps.

Inside Sales 101

Inside Sales Hiring Social Media Sales Qualified Lead 101

Sales Hacker

JULY 1, 2020

Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. Reshaping Your Sales Process. Ready to reshape your sales process, implement a few proven remote sales techniques, and become a remote sales expert? Let’s dive in.

Pivotal 79

Pivotal Inside Sales Strategy Face-to-face 79

Hubspot Sales

JULY 31, 2018

You know you need a CRM, but there are hundreds of CRMs and hundreds more features available. This CRM best practices guide will walk you through how to evaluate a CRM, from how it will help your business and how to map your needs to core features. What is CRM? What are the benefits of CRM? What is CRM?

CRM 95

CRM System Hubspot Lead Rank 95

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. Growth Carries Challenges.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Sales Hacker

MARCH 6, 2018

With effective sales pipeline management , you’ll be able to predict how much revenue your team brings in each week, month, quarter or any given period of time. Here are 5 tips to create a profitable sales pipeline: Reverse engineer the number of opportunities your reps need to hit quota. The answer is 75.

Pipeline 90

Pipeline Inside Sales Top of Funnel Sales Management 90

DialSource

JULY 15, 2020

Overnight, the concept of inside sales vs outside sales essentially disappeared. Field sales teams were grounded, and in response, many businesses scrambled to make internal changes. Inside Sales vs. Outside Sales. We covered this trend last September in our white paper, The Rise of Inside Sales.

Outside Sales 41

Outside Sales Inside Sales Travel Lead Rank 41

DialSource

JULY 15, 2020

Overnight, the concept of inside sales vs outside sales essentially disappeared. Field sales teams were grounded, and in response, many businesses scrambled to make internal changes. Inside Sales vs. Outside Sales. We covered this trend last September in our white paper, The Rise of Inside Sales.

Outside Sales 36

Outside Sales Inside Sales Travel Lead Rank 36

Hubspot Sales

JANUARY 7, 2019

Provides limited data/information in the CRM. Maybe they're a new rep who's close to hitting their quota but is just shy each month. Or they're a more tenured rep who's struggling to apply a new sales approach to their workflow. Prospecting and presentation skills are improving, but they rarely hit their monthly quota.

Sales Management 127

Sales Management Quota Margin Hubspot 127

ExecVision

MAY 18, 2018

Remote teams are nothing new in the sales world–field reps have been closing deals outside of the office since practically the beginning of time. Working remotely is however, a newer development in inside sales. Here are ten steps for building a remote inside sales team that smashes quota and remains engaged: 1.

Inside Sales 40

Inside Sales Hiring How To Coaching 40

The Spiff Blog

SEPTEMBER 1, 2022

And The Bridge Group, an inside sales consulting firm, calculated the average base salary for a SaaS inside sales rep to be $60,000 — with on-target earnings of $118,000 ( source ). Nearly 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management ( source ).

Compensation 81

Compensation Salary Incentives Incentive 81

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The sales development playbook presents six elements for building a new pipeline and accelerating revenue growth inside sales.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Close.io

NOVEMBER 26, 2018

It’s a no-brainer: If your sales reps over-achieve their quotas, you’ll have more prospects. That’s why the best sales managers spend time and money motivating their teams and sending them to training seminars to perfect the craft of cold calling. Only 60 percent of sales reps meet their quotas. The end result?

Cold Calling 106

Cold Calling CRM Quota Outbound 106

InsideSales.com

SEPTEMBER 24, 2020

With the tactics below, James has hit a net-new win rate of 29% on Stage-2-to-Closed-Won opportunities, and he has doubled his quota attainment two years in a row. Our inside sales team has achieved 7 straight quarters of quota attainment. We forget stuff and we can’t watch the CRM 24/7. . HERE’S HOW IT GOES.

Pipeline 75

Pipeline Quota CRM Objections 75

Pipeliner

AUGUST 18, 2020

We’re also, just for the sake of this article, going to assume our sales manager is named Lisa, and that she is female. Making That Quota. So Lisa has come into her new position as sales manager. The first concern she is going to have is making the quota that has been set for her, and her sales team.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

Mindtickle

DECEMBER 8, 2022

Managing a sales team is a lot of work, too. Ensuring that goals and sales targets are ambitious but reachable, taking broad business growth goals and distilling them down to a sales quota for every rep of every level, and mentoring and coaching sales reps throughout their tenure with your company are all just part of the job.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

Close.io

DECEMBER 19, 2019

At Close, we’re committed to helping sales organizations and sales teams unlock actionable insights from their data. That’s why our CRM reporting features are all built with a focus on gathering and delivering insights. As more sales reps within your organization embrace your CRM, the wealth of insights will grow.

Analytics 94

Analytics Hiring Data Scale 94

DiscoverOrg Sales

NOVEMBER 17, 2016

How do you see Sales Tech changing as an industry? Sales technology as a category in its own right is still fairly new, despite CRM platforms having been around for many years. Sales has been a late adopter of this automation trend; however, that’s changing and fast. How will that change in the next five years?

Scale 120

Scale B2B Trends Lead Rank 120

Close.io

FEBRUARY 7, 2020

What the future of sales coaching looks like (SaaS specific). According to CEB research, sales people who receive sales coaching typically exceed their quota and increase their average close rate by 70%. But in today's SaaS landscape, Sales is becoming even more challenging. COMMISSION IMPOSSIBLE ?. That's insane.

Sales Coaching 70

Sales Coaching Coaching Compensation Commission 70

Nutshell

NOVEMBER 9, 2018

It’s a tale as old as time: Your sales team isn’t meeting its goals. You thought you hired the right people and that everyone was a good fit for the company, so why aren’t they exceeding their quotas? It’s a technique that has just as much usefulness in the sales room as on the factory floor. They aren’t closing enough sales.”.

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

Pointclear

JUNE 30, 2015

Marketing management must travel with salespeople and listen to a few dozen sales presentations. Inside sales? Survey the sales reps. CRM and marketing automation systems. Of course, this depends on the size of your organization and the number of prospects that can be consumed by a sales rep each month.

Sales Qualified Lead 100

Sales Qualified Lead Telemarketing Trade Show Hiring 100

Hubspot Sales

SEPTEMBER 16, 2020

This sales process tracks the workflow of a sales deal from beginning to end, providing valuable data and insight into ways the process can be optimized for more sales. It certainly helps to have a world-class CRM help us map out our month and surface up leads that are most likely to convert.”. Sales Automation.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Hubspot Sales

MARCH 1, 2019

In a survey of businesses with sales and marketing departments, the 2018 State of Inbound Report found that the top three priorities of the sales organizations were to close more deals, improve the efficiency of their sales processes, and reduce the amount of time it takes to make a sale. Inside Sales vs. Outside Sales.

Sales Qualified Lead 118

Sales Qualified Lead Inbound Face-to-face Outside Sales 118

Understanding the Sales Force

JANUARY 8, 2014

Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. As you might expect from groups who spend all of their time at the top of the sales funnel, there has been a positive impact on their ability to add opportunities to the pipeline.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

LevelEleven

JULY 16, 2018

Sales development professionals, sometimes called SDRs, are typically non-quota carrying salespeople whose job is to set up qualified sales opportunities for the inside sales and field sales teams. Inside Sales . Field Sales . CRM (Customer Relationship Management) .

Lead Rank 48

Lead Rank Marketing Qualified Lead Ideal Customer Profile Sales Qualified Lead 48

Mr. Inside Sales

NOVEMBER 4, 2016

In addition, I have experience with Sales Force as well as other CRM systems.”. Here is how to turn this around: “At Safeco International – a leader in the cloud computing space – I was an upper tier producer out of an inside sales team of fifteen reps. Are you yawning yet? The hiring manager sure is!

Hiring 120

Hiring Outbound How To Sales Qualified Lead 120

Pointclear

DECEMBER 20, 2011

I appreciate the manner in which each has clearly presented B2B marketing and sales challenges, solutions (in the form of best-practice strategies and tactics), and results in areas like the following: Content marketing. Inside sales. B2B marketing and sales strategies and tactics. What if CRM had not been invented?

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

Hubspot Sales

JUNE 8, 2021

Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep. This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Inside Sales Rep. using Zoom, Skype, email, and CRM).

Hiring 104

Hiring Salary Top of Funnel Commission 104

Close.io

JUNE 20, 2018

with a distributed team: And in this blog post, we want to break down some of the steps to maintaining a quality culture for a remote sales team. If your remote sales team doesn’t have concrete sales goals and objectives to work toward, their natural instinct will be to go through the motions.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

InsightSquared

DECEMBER 19, 2017

Leaders of sales operations teams are involved with prioritizing and distributing work, but they count on sales operations analysts to deliver the lion’s share of it. Even when the sales team is crushing its quota, there are always new opportunities for optimizing processes. Their to-do list is never-ending.

Sales Operations 54

Sales Operations Hiring SalesForce CRM 54

A Sales Guy

MARCH 14, 2017

In the past 15 years, there have been crazy advancements in the area of sales tools, from CRM’s that do just about everything except your laundry to data or insights applications that deliver a full dossier of your client’s life straight to your phone or desktop. Rule 7: Yes, you have to use the CRM.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

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

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

InsightSquared

OCTOBER 24, 2017

Navigate the Sales Tech Noise and Get Back to the Basics – Wednesday, November 8, 8:30 AM – 9:10 AM – Metreon AMC Theaters, City View Presidio. Trish Bertuzzi, @bridgegroupinc : Sales Development & Inside Sales Thinker, Writer, Builder. Sales Summit: AI – Friend or Foe to Sales?

Twitter 63

Twitter Influencer Hotels SalesForce 63

Score More Sales

JANUARY 5, 2015

It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. Doesn’t it feel good to get a fresh start?

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

LeadIQ

JULY 5, 2018

It doesn’t matter what you call the role: the sales development rep (SDR), the business development rep (BDR) or the inside sales rep (ISR). In the world of B2B sales, prospecting is often defined as the art and science of contacting leads or target accounts in hopes of creating opportunities for account executives.

Lead Rank 49

Lead Rank Lead Scoring Salary Comparison 49

Janek Performance Group

MARCH 9, 2022

There’s a statistic floating around the internet that says the average inside sales rep only spends 33% of their time actively selling. I’m not sure if I agree with that figure but time management is an undervalued skill among sales reps. But what activities can you track that are not found in your CRM? hours per week.

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62