Close.io

FEBRUARY 4, 2020

In today’s post, I'm going to give you step-by-step details on how to onboard sales talent with success. In fact: these are strategies that we’ve used and seen others use to turn people with no sales background into some of the best in the industry. What’s inside sales onboarding, you ask? Let’s jump right in.

Inside Sales 80

Inside Sales Hiring How To Negotiation 80

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.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Score More Sales

FEBRUARY 18, 2013

This brings me to something I was reminded of by a handy new e-book that Postwire just put out called Help Buyers Overcome Indecision (PDF download) which was written by Peggy Kriss, a clinical psychologist. You may think you drive all of your sales opportunities, and that you take control – until the opportunity goes dark, right?

Buyer 222

Buyer Inside Sales Exercises Outbound 222

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

OutboundView

AUGUST 16, 2019

You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Let’s take a look at the two: inside sales vs outside sales, and see how they square up. . Inside Sales.

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

SBI Growth

AUGUST 24, 2012

How do you plan on selling your sales strategy recommendation to the CSO? Over the last month you, the Sales Operations leader, have been thick in the weeds identifying growth opportunities to support your upcoming sales strategy plan. Download this tool for how to create a Motion Chart Gadget quickly and simply.

Strategy 257

Strategy Google Analytics ROI Penetration 257

SBI Growth

FEBRUARY 2, 2013

It’s killing me not being able to focus on our strategy!”. I hear this lament often from Sales Ops leaders. The highest priorities on your plate are often about reacting to the sales team. Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. “I’ve got too many things to do.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

SBI Growth

JULY 10, 2014

” It includes a downloadable tool to assess your readiness for successful implementation. Sales leaders regularly face the daunting task of delivering revenue and margin growth. Here’s what could happen: Inside Sales: Field sales reps continue to serve customers who could purchase on-line. Next Steps.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

Miller Heiman Group

MARCH 25, 2020

The COVID-19 crisis puts sales organizations on the same footing with the same challenges: organizations that adapt most quickly, with strategies like the three that follow, are the ones that will emerge unscathed. Maintain Selling Activity—with Perspective. With social distancing, only the type of activity must change—not the amount.

Inside Sales 80

Inside Sales Revenue Face-to-face How To 80

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. C ampaign – (strategy). Ready for it? The word is CLOSERS.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Nutshell

AUGUST 27, 2018

To get you started, here are a few helpful resources that cover researching and finding potential leads: “6 Sales Prospecting Strategies You Should Be Using” by PhoneBurner. “12 12 Sales Prospecting Methods to Use as Alternatives to Cold Calling” by LeadFuze. Why your cold calling strategy needs to evolve” by Nutshell. “5

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

SBI Growth

MAY 15, 2013

Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. You can download the SM Hiring Decision Guide here. In the scenario, Rams Sales Reps are highly competitive and tenured.

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Hiring Sales Management Forecasting Inside Sales 300

Score More Sales

DECEMBER 11, 2014

How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. Increase Opportunities. Expand Your Pipeline.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Score More Sales

NOVEMBER 14, 2014

Sellers goof up because they don’t have a strategy in place to optimize it. Stop being reactive – make a plan of attack and use business-building, professional connection strategies as your framework. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

Vengreso

DECEMBER 8, 2022

Our guest is not only an expert in this field, but her insightful new book is poised to give sales leaders a much-needed new perspective and tangible strategies to use to elevate how they lead and inspire their teams. Her innovative inside sales training tactics and proven approach gets her clients results every time.

Customer Service 85

Customer Service Motivation Top of Funnel Customer 85

SBI Growth

MARCH 16, 2013

As the VP of Sales, you are responsible for ensuring your lieutenants mentor and evolve their people. Download this VP of Sales Coaching Kit to get started. For the VP of Sales, coaching should take place in three ways: 1. The Opportunity Sit-In is where strategy meets actual call tactics. Field Ride-Alongs.

Coaching 288

Coaching Sales Coaching Follow-up Pipeline 288

SBI Growth

FEBRUARY 26, 2013

Discover how your potential customers are changing by conducting focused interviews: Download our Changing Buyer Interview Guide and discover your blind spots. Both are cases where the VP of Sales was blindsided by an evolving customer landscape. Also, he thought the sales reps could prospect locally for more leads.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

CloserIQ

MAY 8, 2018

The right piece of software could increase your sales productivity tenfold, so you don’t want to be out of the loop. Do you have any other sales personalization strategies? Leave them in the comments below.

Strategy 89

Strategy Social Media Twitter Face-to-face 89

Hubspot Sales

MARCH 1, 2019

visiting the company website, downloading a piece of content, interacting with your company on social media). Inside Sales vs. Outside Sales. So, how do sales teams sell? So, how do sales teams sell? It gives salespeople a visual representation of where prospects are in the sales cycle. Sales Plan.

Sales Qualified Lead 125

Sales Qualified Lead Inbound Face-to-face Outside Sales 125

Close.io

DECEMBER 6, 2019

Our sales brief also features two live talks from Duo's VP of Inside Sales and our very own CEO, Steli Efti that you'll definitely want to watch! billion inside sales team. SaaStr posted a very insightful talk from their annual conference , featuring Jennifer Lawrence, VP of inside sales at Duo Security.

Scale 74

Scale Inside Sales Proposal Cold Calling 74

Score More Sales

JULY 7, 2014

Your buyers deserve nothing but the best from you – this differentiates you as a professional rather than a “sales guy” or “sales gal”. Download the “Strategic Prospecting Plan” here. Download the “Strategic Prospecting Plan” pdf here. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Prospecting 222

Prospecting Education Territories B2B 222

Score More Sales

NOVEMBER 6, 2014

You can download Roundpegg’s Culture Book to learn more – they will require your name and email in exchange. Assessment Tool: Objective Management Group Sales Candidate Assessment. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Score More Sales

NOVEMBER 26, 2014

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Close.io

DECEMBER 20, 2019

We recently released a piece on sales analytics : what it is, how it works, and why it can give you a massive sales advantage. Beyond the topic of sales data, our roundup also features an insider's take on freemium vs free trials , a resource on insider sales training , and a think-piece on seller expectations.

Guarantee 72

Guarantee Analytics Hiring B2C 72

Score More Sales

MAY 15, 2014

LR: Do you believe sales professionals can be online influencers, or is that role better for the face of a company – a C level leader? (in in other words, is this one strategy for growth in an SMB or smaller mid-market company? ). You can find out more about it and download a chapter here. .

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

Score More Sales

JANUARY 14, 2015

In the spirit of offering value, I’d love to share one of our most popular downloads from last year – the ebook with 50 Inside Sales Power Tips – to help support the year of the SDR. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

Score More Sales

APRIL 29, 2014

Click here to download the study. Consider a human plus automated strategy for success. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Retail 239

Retail Lead Rank Lead Scoring Study 239

SBI Growth

JANUARY 24, 2013

Field Sales has seen a resource shift from outside to inside sales. Sales relies more than ever on marketing to engage the buyer early in the process. All this requires seamless coordination between sales and marketing leadership, field sales, and strategy. Sales Leadership.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

MarketJoy

AUGUST 3, 2018

MarketJoy hosted a live webinar with AA-ISP (American Association of Inside Sales Professionals) on 26th July 2018. Curtis explained how to approach different types of buyer personas and what they’re looking for so that while preparing your marketing strategy you can focus more on relevant lead generation channels and tools.

Webinar Metrics 53

Webinar Metrics B2B Buyer Persona Lead Generation 53

No More Cold Calling

JANUARY 24, 2019

Consider the following situations: You call someone who downloaded a whitepaper or watched a webinar. That means sales reps spend a lot of time on the phone, getting absolutely nowhere. Worse yet, Inside Sales reports that sales reps can spend up to 40 percent of their time just looking for somebody to cold call.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Close.io

NOVEMBER 25, 2019

5 ways to leverage direct sending for inside sales teams. Joe Venuti is the Senior Director of Inside Sales at Sendoso , the leading Sending Platform. He was brought on to build an inside sales team in Sendoso’s Arizona office and has scaled that team to more than 25 reps in less than a year.

Scale 76

Scale Direct Mail How To Inside Sales 76

InsideSales.com

MAY 12, 2020

Create an efficient and productive sales team with the right sales cadence tool. In this article: Give Your Sales Team the Right Tools What Is a Sales Cadence and Why Do You Need it? Finding the right sales cadence and then having sales representatives flawlessly execute it is a complex process.

Lead Rank 97

Lead Rank Lead Scoring Tools Sales Qualified Lead 97

Braveheart Sales

FEBRUARY 20, 2020

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t despair, you may still find a nugget or two of helpful information as well. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Source: com].

Revenue 52

Revenue Hiring PointClear Inside Sales 52

SalesLoft

MARCH 16, 2020

If you’re an iPhone user, download the SalesLoft Mobile app so you can access all your SalesLoft contacts and their activities in the palm of your hand. Both reps and sales managers should take advantage of activity logging and analytics data during remote coaching or strategy sessions.

Analytics 129

Analytics SalesForce Hiring Call-back 129

Close.io

JANUARY 15, 2020

For many of the organizations embracing inside sales today, sales are being lost due to a lack of persistent and strategic communication. The best sales professionals reject the idea of being a one trick pony and relying JUST on email or just on cold calling. Download your free copy of The Follow-Up Formula today.

Prospecting 104

Prospecting How To Face-to-face Cold Calling 104

InsideSales.com

DECEMBER 1, 2019

If you don’t already have a strong pipeline leading into the holidays, the inside sales world struggles. Vacation days for both the sales rep and the leads are just around the corner. Getting in touch, closing a deal , and hitting the sales quota can be tough. Download this infographic now and reference it later.

Quota 74

Quota Discount How To Decision Maker 74

Score More Sales

APRIL 28, 2014

Click here to download the study. Consider a human plus automated strategy for success. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Retail 123

Retail Lead Rank Lead Scoring Study 123