Tony Hughes

FEBRUARY 22, 2018

Study the great books that deal with complex sales challenges and parameters such as Jeff Thull's Mastering the Complex Sale or Mahan Khalsa's work with Franklin Covey. My research and experience bears out that it can only become a core strategy once the aforementioned materials are studied and lived.

Social Selling 66

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

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.

SalesForce 78

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.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

OnePageCRM

FEBRUARY 6, 2017

That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. In the Harvard Business Review, a study based on a survey of live sales people and their meetings found that of eight common types of sales people, only three were effective.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

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. Share a case study. If you’re simply writing them to check-in, you’re most likely annoying them. There’s a better way!

How To 79

How To Follow-up Lead Rank Lead Scoring 79

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. There are many studies that show humans have a sixth sense. The customer was angry and all parties were destined for failure.

Negotiation 52

Negotiation Hiring Commission Lead Rank 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.

Leads360 96

Leads360 Distribution Sales Automation Fashion 96

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.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130