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 ). So we recommend, doing your own research and relying on the data to guide your sales compensation planning process.

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Compensation Salary Incentives Incentive 81

Sales Hacker

MARCH 19, 2021

For every dozen sales professionals, there are only one or two who advance their career to the next level, growing into a sales leader. So what is the trend among the few who grow their careers from individual sales contributor to leader ? So ask yourself, what are you looking to learn today?

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InsideSales.com

JULY 15, 2020

Related: WHAT C-SUITE EXECS REALLY THINK WHEN CONTACTED BY INSIDE SALES REPS. Examples of Traditional V’s Digital Sales. However, without that brand awareness, they will fall out of fashion with those who can afford the products. Oreos have over 40million online followers—more than fashion behemoth H&M.

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Top of Funnel Funnel Marketing Social Media 52

Lead411

MARCH 31, 2021

Keeping track of your current customers may seem easy, and more of an “inside sales team’s” responsibility. As a sales contract moves through an organization, it can pass through many departments. 3 Tips To Gain More Insight From Your Leads and Close More Sales. read more.

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Hiring Customer Intent Data Fashion 52

Partners in Excellence

OCTOBER 1, 2017

It’s amazing to me (and to most sales people) that we have lost, or perhaps never seen, the faces of our customers. If you are a marketing person, a product manager, even a SDR, Inside Sales, Sales Ops or Sales Enablement person, make the time to go visit a customer.

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Customer Face-to-face Trade Show Fashion 52

SugarCRM

APRIL 1, 2020

When that happens, you may need to give your ideal prospects a nudge in the right direction by getting in front of them with some good old fashioned outbound marketing—but with a modern a twist. Inside Sales (aka Sales/Business/Market Development).

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Inbound Marketing Outbound Webinar Metrics 48

ROI4Sales

APRIL 17, 2017

Seller MUST: invest in technology that will enable sales reps to have all the relevant information at their fingertips so they can engage, educate and guide the buyer to the right buying decision. The statistics are firmly established and organizations with inside sales are well aware of the changing buying environment.

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Training Hiring Journal Education 71

Sales Hacker

FEBRUARY 16, 2021

Subscribe to the Sales Hacker Podcast. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. Sam Jacobs: This week, we’ve got another great episode for you with Kristin Twining , VP of business development and inside sales for FireMon. We’re on iTunes. And on Stitcher.

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Inside Sales Field Sales Policies Travel 102

SBI

OCTOBER 9, 2013

The scenario I’ll take a look at is where salespeople are out in the field making sales calls for most or all of the day. First let me say that re-jiggering standard CRM technologies so they work in a mobile environment is like putting cell phone technology inside an old-fashioned land-line phone.

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Sales Tools Tools InsideView Field Sales 139

Lead411

SEPTEMBER 28, 2020

This is another MUST HAVE feature these days for any tools your sales team is using. Finally, if you are still the leader who thinks your SDR, Inside Sales Team or Field Sales Team should be doing this manually, I’ve got news for you. 3 Tips To Gain More Insight From Your Leads and Close More Sales. read more.

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Data Ideal Customer Profile Hiring Intent Data 52

Chorus.ai

MAY 6, 2020

Before getting started, they discussed the impact of COVID-19 on inside sales teams. People are looking at their buyers in a more segmented fashion.” They discussed the different paths to revenue, specifically, how companies are pivoting from Land and Expand playbooks to include more customer success selling.

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Ideal Customer Profile Churn Outbound Pivotal 62

Sales Hacker

JUNE 27, 2018

At one point in my career, I was handed a MEGA enterprise account from an inside sales team under the premise of having “the best and biggest accounts with the best salespeople.”. All parties, thus, were destined for failure. The goal here is to figure out what is going on and make sure you can articulate it.

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How To Fashion Relationals Follow-up 65

Tony Hughes

MARCH 4, 2018

With advanced stealth B2B technologies I'm aware of right now, essentially one person can do the work of an entire traditional inside sales team of 50 and the CEO can just fly in and seal the deal. Inside sales doesn't have to be a career path to outside sales. Different skill sets, different professional paths."

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Hiring Top of Funnel Lead Rank Lead Scoring 68

Don on Selling

SEPTEMBER 2, 2018

Sometimes people like doing things the old fashion way by making phone calls. Many start-ups began their business with one idea, but then slowly decided to move to a new direction based on ideas and suggestions from clients. Third, support. Not everyone feels comfortable or has the time to send emails, texts or use online chats.

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Cold Calling Fashion Inbound Referrals 40

Velocify

OCTOBER 6, 2017

Increase the chance of a callback by being very specific about how you want your lead to communicate back to you in a timely fashion. Minimize any potential confusion that may come with additional CTAs like asking the lead to check their inbox so they can visit your website. Keep it simple! 3) Being Overeager.

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Strategy Call-back Fashion Channels 45

Crunchbase

JUNE 21, 2022

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is inside sales?

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Outside Sales Inside Sales Hiring Face-to-face 97

A Sales Guy

SEPTEMBER 15, 2016

The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related. This list is all sales books. A lot has changed in the sales world in the last 13 years. This updated list is a little different.

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Account Based Marketing Social Selling Hiring Decision Maker 83

Green Lead's B2B

NOVEMBER 4, 2010

I venture to say that there may be thousands of fast-talking, smart teens out there in their basements with Wii high scores who might some day make fantastic inside sales professionals and fill our appointment setting jobs. Lastly, the Wii session inspired a contest at Green Leads this month. Congrats to all! Check out the booty below.

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Lead Gen Lead Rank Lead Scoring Leads 32

A Sales Guy

SEPTEMBER 15, 2016

The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related. This list is all sales books. A lot has changed in the sales world in the last 13 years. This updated list is a little different.

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

Sales Hacker

JUNE 7, 2021

This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. A small team in marketing or sales enablement needs to keep an eye on market shifts, new regulations, moves by big players in an industry, etc., and capture them.

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Conversion Ideal Customer Profile Customer Face-to-face 107

SalesLoft

MARCH 23, 2015

), then the Sales Development Rep will not receive credit or commission for the demo. Outbound: Outbound SDRs agree that they will identify and prospect only into the ideal customer profile: Titles: VP’s, Manager’s, Directors of Sales, Marketing, Inside Sales, Business Development, Sales Development, Market Development, etc.

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Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Lead Rank 52

Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Inside sales. Low-touch sales. No-touch sales. Inside Sales.

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Top of Funnel Examples Lead Rank ActiveConversion 108

Sales Hacker

JUNE 9, 2020

And today we’re going to be talking about moving a field sales team to remote, and moving an inside sales team to remote, given everything that’s happening in the COVID crisis, and what the challenges are. In a very prescriptive fashion, we’ve put in prospecting blocks on the calendar.

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SalesForce Video Call-back LinkedIn 78

SalesHandy

APRIL 25, 2021

When done correctly, a sales call process will enable you in making successful sales calls, repeatedly and predictively. As per KBCM survey , companies using inside sales as a primary sales channel enjoy a 10% higher median growth rate. Making sales calls is one of the core functions within inside sales.

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Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

Tony Hughes

FEBRUARY 22, 2018

Why not always build in some key takeaways on sales process, frameworks, methodologies, syllabi and good old fashioned roll-up-your-sleeves training into the mix? Challenger Sale gave organizations an excuse to throw the baby out with the bathwater and announced the death of Solution Selling.

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Social Selling Call-back Up-Sell Ideal Customer Profile 66

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. Does it still apply?

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Webinar Metrics Cold Calling Marketo Hiring 11

Close.io

SEPTEMBER 25, 2019

The first check in is likely fair game but the third, fourth, and fifth check-ins can come across as good ol’ fashioned spam. This is where the best inside sales reps differentiate from the rest. If you’re simply writing them to check-in, you’re most likely annoying them. But don’t stress – keep reading. There’s a better way!

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How To Follow-up Lead Rank Lead Scoring 79

OnePageCRM

FEBRUARY 6, 2017

The best sales people are not looking for a new job. Use a recruitment firm for good old fashioned head hunting. There are firms that specialize in finding top sales talent. You need to search them out on sites like LinkedIn , AngelList and Crunchbase and you need to approach them. Use your network.

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Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Chorus.ai

APRIL 27, 2018

That might include lunch invitations from your CEO to the account CEO, super-targeted ads or even good old fashioned direct mail. This is what it takes to get to engagement, which nowadays, is the hardest part of the sales process. Together, this team determines a series of plays that are hyper-personalized to the target account.

Account Based Marketing 48

Account Based Marketing Revenue Strategy Demand Generation 48

Gong.io

NOVEMBER 25, 2019

We [Bain] tend to approach this in a very agile fashion. The Evolution of Sales Tech. If you look at inside sales and where that is versus 10 years ago, where 10 years ago you were probably cold calling numbers out of a phone book and trying to figure out who the right person was to talk to. . Integrating Tools and Data.

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Revenue Lead Rank Lead Scoring Scale 71

The Spiff Blog

APRIL 21, 2022

For many teams, this means turning to many manual, ad hoc workflows and a good ol’ fashioned commission spreadsheet. months, and inside sales reps 5 months ( source ). the number of productive days you’ll lose during each reps ramp time) by the number of reps you’re expecting to lose to sales turnover.

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Hiring Commission Compensation Churn 70

LeadFuze

DECEMBER 31, 2021

I once had a MEGA enterprise account handed to me from an inside sales team. The last day of the previous quarter is when I found out that someone had set up a deal in such an unrealistic fashion. The customer was angry and all parties were destined for failure.

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Negotiation Hiring Commission Lead Rank 52

Sales Hacker

OCTOBER 7, 2021

I spent 13 years in massage therapy, which included running my own business, before I moved to sales. Ashleigh Early focuses on helping companies and sales professionals achieve sustainable growth by emphasizing empathy and humanity through science. What would you tell a woman just starting a career in sales? Alicia Berruti.

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Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker Training

MAY 12, 2020

Sam Jacobs : I imagine that across EMEA you have some experienced field sales reps that have relationships in the market. Have you tried to put in activity metrics for calls per day, emails per day, for experienced leaders as you try to essentially transition a field sales team to an inside sales team?

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Hiring Scale Lead Rank Call-back 52

Velocify

APRIL 18, 2013

While the Mad Men Era lives on through Hollywood depictions and fashion trends brought back from the past, the era has ultimately come to an end and a new chapter in the history book of sales has begun. Door-to-door sales existed before the 1970′s, but the era became known for the in-house vacuum cleaner pitch.

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Leads360 Distribution Sales Automation Fashion 96