Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Janek Performance Group

JULY 11, 2023

Regardless of what side of the fence you are on, the bottom line is that the phone is still a valuable sales tool. Over the years, I’ve noticed a pattern among inside sales teams. Time to Talk Documentation We are sales reps, we are not accountants. We are paid to create revenue, not create documents.

Cold Calling 62

Cold Calling Scale Hiring Strategy 62

InsideSales.com

MAY 13, 2021

Many of the changes that happened in the past year are likely here to stay, and that has huge implications for sales teams that have had to go back to the drawing board on their sales organization and sales motions. Inside sales leaders will need to stretch their teams as well. Embracing Change and Changing Biases.

Outside Sales 99

Outside Sales Conference Inside Sales Territories 99

Allego

JANUARY 12, 2022

Scrolling through LinkedIn recently, I saw several sales leaders sharing their goals. One common theme: They want to empower their sales teams to succeed. Here’s a look at some more sales leader resolutions, plus advice on how to achieve them: Improve Virtual Selling. Plus, we discovered customers like virtual sales.

How To 116

How To Selling Skills Collateral Microsoft 116

Sales and Marketing Management

JULY 13, 2020

Inside sales teams have their own struggles to face, though their very nature may also provide ready-made solutions. Rethink Sales Collateral. The best tools of the trade are often physical pieces which are generally shared from person to person. In these areas, containment is key. He can be reached at deans@nbf.com.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

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

Zoominfo

SEPTEMBER 24, 2021

That technology permanently shifted the way sales teams operated. More than 20 years later, sales professionals are on the verge of another groundshift, this time to sales automation tools. No-growth firms are much more likely to have little or no automation strategy and few tools at their disposal.”

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Distribution Pricing Journal

SEPTEMBER 20, 2023

With better web-accessible software platforms and data tools, pricing managers no longer need to be tethered to the office to get real time data. Data analysts are jumping on new collaboration tools such as Slack or workflow management. Even inside sales for certain industries benefit from proximity to specialized stock.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. The sales skills required to effectively solve business issues for any solution can be documented and communicated for any company. We can do it cheaper inside. No solution is that difficult.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Close.io

JUNE 20, 2018

Prospective inside sales reps should know exactly what their responsibilities and objectives will be so that if they’re hired, they’ll fit seamlessly into the team. Create a process-driven sales culture. Get the right tools for the job. A tool like Trello makes it easy to manage each of these projects remotely.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Highspot

DECEMBER 19, 2023

This is where a comprehensive sales development playbook is essential to success for startups and established organizations. 6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

InsideSales.com

MAY 13, 2021

Many of the changes that happened in the past year are likely here to stay, and that has huge implications for sales teams that have had to go back to the drawing board on their sales organization and sales motions. Inside sales leaders will need to stretch their teams as well. Embracing Change and Changing Biases.

Outside Sales 52

Outside Sales InsideSales Conference Inside Sales 52

Showpad

MARCH 19, 2020

A global manufacturer of building materials and solutions for the construction industry realized it needed to recall its field sales team and switch to an inside sales strategy. MeetingIQ enables users to record and transcribe sales conversations, and gives managers a chance to view team recordings.

Company 71

Company Strategy Face-to-face SalesForce 71

SalesHandy

NOVEMBER 9, 2020

Hence both tools are equally good when it comes to safety features. Along with that, it provides a secure Gmail account and documentation suite (Google Docs, Sheets, Slides, and Forms). Apart from an Outlook email account for emailing needs, documentation apps like Microsoft Word, Excel, Powerpoint, and OneNote are included.

Comparison 98

Comparison Microsoft Campaigns Scale 98

SBI

JUNE 9, 2010

When Salesforce.com pre-announced “Chatter” at last year’s Dreamforce convention, it established collaboration tools as a legitimate sales application. Why would you need a collaboration tool when you’ve got email? Email is highly inefficient when it comes to collaborating.

Tools 50

Tools Networking Software Software 50

Close.io

MARCH 10, 2020

Having a sales enablement manager on your team can make it 10x easier for your sales team to be successful. For an inside sales team , the potential impact of sales enablement is huge. Free tools. Sales enablement manager job description template. Calculators. Worksheets. Demo videos.

Sales Enablement 87

Sales Enablement Hiring Salary Comparison 87

SBI Growth

SEPTEMBER 5, 2012

Working with Sales Management and Sales Operations to review sales reports, the HR Leader will also look in personnel files to see if a Sales Rep: Has a career history that shows he/she is at the usual job change frequency point. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Hubspot Sales

SEPTEMBER 16, 2020

Once they’ve entered the pipeline, reps should closely track and document how opportunities move through the sales process, noting what methods of communication and sales tactics work best when converting opportunities into customers. Sales Automation. Who are the stakeholders you need to engage with?

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Is it time for a change?

Hiring 52

Hiring How To Salary Scale 52

Sales Hacker

JUNE 7, 2021

This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Using the web and other research tools you have access to, conduct research into current themes in customer markets that could be driving opportunities and challenges your company can solve.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Sales Hacker

DECEMBER 7, 2018

And in this day and age of cutthroat competition, the War for Talent, and fast-evolving B2B sales and marketing environments, you need the best B2B sales and marketing professionals serving on your behalf. Hiring for Your B2B Sales Team. Segmenting Your B2B Sales Team. Pro-Tip: Do not over-segment your sales team.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

InsideSales.com

OCTOBER 10, 2019

Have a Shared Document. The right coaching arms them with the right tools to oversee operations and increases employee engagement. One of the things new sales managers need a bit of help in is leading a tactical discussion. Have a Shared Document. RELATED: Essential Tools and Tips for Time Management in Sales.

Sales Management 40

Sales Management Top of Funnel How To Negotiation 40

Crunchbase

DECEMBER 16, 2020

Not only that, but they touch on topics that range from “Finding Your Why” to “Sales Skills are Life Skills” and more, so chances are, no matter what obstacle you’re facing, there’s a podcast with nuggets of wisdom here for you.”. Hosted by Kevin (KD) Dorsey, VP of inside sales at PatientPop Inc. Live Better. Sell Better.

Face-to-face 111

Face-to-face Sales Enablement Sales Qualified Lead Sales 111

SBI

JUNE 23, 2010

We selected it as one of the must-have tools in our recent “Smart Inside Sales Tools” ebook and it’s the one I use. It’s 100% automated, and no one but you and the intended recipients ever receive or read the document. I’ll use Echosign as an example. Echosign has over 1 million users.

Prospecting 77

Prospecting Incentives Incentive eBook 77

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Document reviews. Selling complex software to enterprise clients calls for employing more advanced tools.

Quota 75

Quota Social Media Face-to-face Follow-up 75

Nutshell

JANUARY 14, 2020

What’s the Length of a SaaS Sales Cycle? The Unique Challenges of SaaS Sales. The Most Important Metrics for SaaS Sales. SaaS Sales Techniques That Work. Stages in a SaaS Sales Process. Essential Software Tools for SaaS Sales. What Is SaaS Sales?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Close.io

OCTOBER 30, 2019

With those ideal customers, you'll be able to analyze them and their needs, so that you can create a document that shows what they have in common: What industry are they in? That's why qualifying your prospects properly early on in your sales process is so crucial. Here's an example: Our sales CRM does not have a mobile app as of 2019.

Ideal Customer Profile 57

Ideal Customer Profile Customer Social Media Scale 57

Partners in Excellence

AUGUST 14, 2014

This afternoon, we had a problem with a critical tool that we use. Or all our contracts, documentation, and so forth is in English–but we want to address a global market. We had 3 teams of 5 people in the major locations, and a team of 8 inside sales people–split between two locations to cover everything else.

Customer 93

Customer Territories Account Call-back 93

SBI

MAY 26, 2010

Can you add audio to your documents so they have the most impact on the viewer? Can you include live polls and surveys in your documents? You can communicate at your buyer’s convenience with engaging, trackable, multimedia documents. Brainshark is also included in our “Must-Have Tools for Inside Sales ” Ebook.

Proposal 54

Proposal Software Software Travel 54

CloserIQ

MAY 8, 2018

You can also send personalized mass email using a tool like SalesHandy that supports multiple customizable variables that you can insert in the email body. Recommendations you receive from a cross promoting partnership could also provide additional sales leads. Use technology to assist you.

Strategy 89

Strategy Social Media Twitter Face-to-face 89

Hubspot Sales

JUNE 1, 2018

Here are a few examples: PandaDoc , which integrates with HubSpot, is a good tool for reps who send sales collateral and quotes. The best tools will depend on your industry, daily tasks, and specific role, so this is by no means a comprehensive list. This tactic also applies to inside sales.

Pivotal 111

Pivotal Call-back Follow-up Maximizer 111

DocSend

APRIL 13, 2019

The bottom of the sales funnel is where you have to close the leads — a crucial stage, and the worst stage to lose your customers. You should use tools that allow you to score your leads effectively of which an automated CRM is one. Here is a valuable diagram of a lead prioritization model from Inside Sales. Conclusion.

Top of Funnel 40

Top of Funnel Funnel Lead Rank Customer 40

InsideSales.com

MAY 27, 2020

Productivity tools are a great way to work smarter. In this article: Productivity Tools. AI-Driven Sales Engagement. There are constantly new innovations to sales tools. However, despite these innovations, there are several sales tools that are still necessary for any company hoping to increase sales.

Sales Tools 63

Sales Tools Tools Social Media Hiring 63

Sales Hacker

DECEMBER 13, 2017

There is often a mix of Word and Excel documents gathered from past jobs that have been loosely cobbled together and then tossed up on the intranet. Contributors to this information come from varying points of view, not to mention departments and see the world differently: sales reps, managers, VP’s, marketing, etc.

Hiring 88

Hiring Exercises Scale Training 88

Appbuddy

MAY 16, 2018

So why aren’t users documenting their data in your CRM—and why is so much CRM data bad? Most CRM systems are overly complicated, so out of necessity, sales reps resort to other measures in order to get their work done. Do you use any software, tools, or consultants to better organize your CRM? Human nature, of course.

Outsourcing Services 40

Outsourcing Services CRM Data Lead Capture 40

Velocify

SEPTEMBER 14, 2017

Vermillion cautions that many consumers are accustomed to a much faster process and a lot less documentation, disclosures, and requirements. No matter how much technology you throw at your customers, without a great sales force to back that technology up, you’re not going to succeed,” Vermillion says. S2: Specialize for Success.

Competition 75

Competition Marketing Consumer Loyalty 75

Sales Hacker

DECEMBER 12, 2017

Performance is typically highly quantified and clearly laid out in a legal document called a compensation plan. For insides sales roles these should pretty much exclusively be monthly. SPIFs are everyone’s favorite tool to throw money at the problem. monthly, quarterly, annually) as stipulated in the compensation plan.

Compensation 79

Compensation Hiring Incentives Incentive 79