Inside Sales Growth Beyond CRM


According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. Recent acquisitions of Pardot, and Eloqua, and rumblings of IPO prep for other players in the space validate the attraction to marketing automation. But how are their sales teams capitalizing on the flow of leads coming their way?

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9 Sales Tools to Increase Productivity

When it comes to increasing sales productivity, the simplest answers are still the best. AI-Driven Sales Engagement. There are constantly new innovations to sales tools. Today it’s possible to check your CRM, manage relationships with your clients, and organize trip expenses entirely through mobile apps (to learn more about the latest and greatest, read Kelly Liyakasa’s “ 5 Emerging Sales Productivity Tools ”).

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Social Selling Success Stories

Score More Sales

Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales. to help entrepreneurs grow sales to ultimately grow their businesses. In the latter part of 2010, I shifted working less with business owners and more toward helping mid-sized companies’ front line sales reps and their managers grow sales. Ken truly is a leader in inside selling strategies.

Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads


A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs.

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Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics


Lauren Carlson, an analyst at Marketing Automation Software Guide , recently wrote an article that looks at marketing automation vendors like Marketo and Eloqua who are considering IPOs, their recent venture capital funding, and the type of financial performance they may need to warrant shareholder valuations comparable to publicly-held SaaS companies. Sales and marketing activity. Selling subscriptions via a direct sales force.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software


My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Click to start video at this point — Asked about what has or hasn’t surprised him in marketing and sales this year, Craig says he’s seen some great developments.

Business Value Summit Interview – Getting The Most from your Business Value Program

The ROI Guy

The situation facing Microsoft was, that after a very successful Window 7, adoption and sales of Windows 8 and 8.1 When developing a business value sales or marketing program, one of the greatest challenges I see is unnecessary complexity in the programs and tools. Product marketers and sales specialists live and breathe their solutions every day. Sales reps and channel partners will resist using a complex business case / ROI tool with customers.

B2B Marketing Guide


If you’re a small businesses or startup that is looking for strategies to identify new sales opportunities, this guide is for you. If you’ve proven product/market fit, have your first 10-15 customers, and now want a strategy to scale sales and marketing, this guide is for you. If you’re a company that has just received funding and want to properly allocate resources across sales and marketing, this guide is for you. How much do you spend on sales and marketing?

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Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

Sharing best practices in sales and sales management In this position, her organization delivered $151 million in sales from corporate customers in addition to managing one million plus Customer Service inquiries. She also established a successful Small Business Sales organization that was responsible for bringing in $32 million in new business its first full year of operation, 100% via telephone. Subscribe To The Sales Association.