Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If The truth is that most sales meetings, online or in person, always were and often still are boring lectures. . The basics: What is sales enablement?

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Zoominfo

MAY 9, 2021

Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. For instance, in the fintech example, why would you willingly waste marketing spend on retargeting the perfect and not-so-perfect prospects? But marketers still do.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? So, which go-to-market should you choose?

Outside Sales 131

Outside Sales Hiring Face-to-face Inside Sales 131

Zoominfo

MAY 9, 2021

Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. For instance, in the fintech example, why would you willingly waste marketing spend on retargeting the perfect and not-so-perfect prospects? But marketers still do.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Emissary

FEBRUARY 2, 2022

Retailers rely on technical innovation to compete for consumers in a turbulent post-pandemic market. When considering large technology purchases, retailers expect a customized buying experience with marketing and outreach targeted to their needs. Integrate Your Sales and Field Marketing Organization in the Retail Vertical.

Retail 52

Retail Industry Marketing Buyer Persona 52

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

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Negotiation Closing Case Study Buyer Persona 52

Mereo

SEPTEMBER 24, 2020

With the business world still experiencing great disruption from COVID-19, we are taking an in-depth look at exactly how sales teams are being altered by this situation — and the best ways to adapt for success in the uncertain future. Inside Sales Teams. Sales will follow. Field Sales Teams.

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Inside Sales Face-to-face Field Sales Sales Enablement 78

SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. These tools will help you excel in your current and future sales positions. A close second is “post-sale support” clocking in at 16.4%.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

SBI

JUNE 25, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. This trend has collided with the workplace effects of COVID-19, in that not only are we in an exclusively virtual sales environment, but budgets are under greater pressure.

Scale 120

Scale Buyer Case Study Banking 120

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

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Sales Management Hiring Inside Sales Cold Calling 257

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Here’s a basic framework for our case study format that you can start with. Account executives (your quarterbacks).

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Pipeline Case Study Top of Funnel Territories 93

HeavyHitter Sales

JANUARY 18, 2014

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness.

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Telecommunications Quota Inside Sales Field Sales 126

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

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Pointclear

MARCH 22, 2011

How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0 OK, this a consumer example. Well, let me share another example—and this one is not hypothetical.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

SBI

OCTOBER 27, 2019

Resources All Blog Article Case Studies ebooks & Guides Funding & Acquisitions Guide Industry News Interview Video Video Reviews Webinars. Sales Enablement. Sales Enablement. Mediafly has acquired sales enablement pioneer, iPresent. Mediafly has acquired sales enablement pioneer, iPresent. Sales Enablement.

Video 59

Video Cost Per Thousand Case Study Collateral 59

Pointclear

JUNE 26, 2012

Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Chorus.ai

JULY 28, 2020

Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’ll get to individual sales objections in time.

Objections 104

Objections Case Study ROI Lead Rank 104

Repsly

JULY 8, 2021

Field sales leaders and executive teams are constantly seeking a baseline understanding of their field teams’ ability to cleanly execute and impact their sales goals.

Retail 62

Retail Data Field Sales Sales Goal 62

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

Cincom Smart Selling

FEBRUARY 16, 2018

At one time, managing sales was a matter of looking at the annual revenue target and making adjustments to the capacity of the sales force by adding or taking away head count. The individual hiring decisions and talent appraisals for sales-position candidates are being made at the local level by local managers.

Hiring 48

Hiring Margin Proposal Penetration 48

Mindtickle

JANUARY 31, 2018

In this 25 minute podcast Steve explains: What makes a great sales team. How sales enablement needs differ within sales teams and how technology can help address this. How Kaizen can be applied to sales teams to improve their productivity. Steve began his career in software sales and has worked for IBM, HP, and Google.

Hiring 52

Hiring Sales Enablement Territories Inside Sales 52

Mindtickle

JANUARY 31, 2018

In this 25 minute podcast Steve explains: What makes a great sales team. How sales enablement needs differ within sales teams and how technology can help address this. How Kaizen can be applied to sales teams to improve their productivity. Steve began his career in software sales and has worked for IBM, HP, and Google.

Hiring 52

Hiring Sales Enablement Territories Inside Sales 52

Velocify

JANUARY 29, 2013

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. The key success factors in this environment are: Response time.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

Chorus.ai

DECEMBER 1, 2020

Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’ll get to individual sales objections in time.

Objections 73

Objections Case Study ROI Lead Rank 73

Vendor Neutral

AUGUST 25, 2021

Learn to create a more collaborative environment, building the credibility and trust you need to position yourself as a strategic partner, to justifiably grow your price points, to expand your product or service offerings, to increase win rates, and to reclaim the sales power in every deal! The power of story-based messaging. Our Panelists.

Buyer 52

Buyer How To Webinar Metrics Journal 52

SBI Growth

OCTOBER 5, 2012

This post is for Small Company CSOs and VPs of Sales. One of the core strengths of any small business is its ability to adapt and pivot with the market. Despite this luxury, the small company sales compensation plan is usually left on the backburner. Are you clinging to a legacy Sales Compensation model?

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Compensation Company Hiring Salary 257

Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

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Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

The ROI Guy

MARCH 12, 2015

Despite a growing economy, research indicates that there will be over 1 million less B2B sales reps employed in 2020 compared to today. At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years.

Inside Sales 90

Inside Sales B2B Field Sales B2C 90

Hubspot Sales

NOVEMBER 17, 2020

To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model.

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Hubspot Lead Rank Opportunity Lead Scoring 125

SugarCRM

FEBRUARY 2, 2022

Before delving into the overall lead management process, it’s important to understand the typical cycle of a customer from lead to purchase: Consumers become prospects when they’re part of your target market. Marketing efforts generate leads. Your digital ad network or other marketing tools may capture information about the visitor.

Lead Management 49

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 49

Miller Heiman Group

JULY 11, 2019

T ransformations in the market have put the locus of power squarely in the hands of buyers: the world revolves around buyers and their needs. To forge these lasting customer relationships, sellers must create a world-class sales system that consists of three components: customer engagement, performance support and sales enablement.

Customer 55

Customer Face-to-face Top of Funnel Channels 55

LeadFuze

JANUARY 1, 2022

Sales Outsourcing Guide With 6 Dos & Donts for Choosing the Right Outsourced Sales Professionals. There are many ways that a sales leader or organization can gain scale, accelerate revenue, drive cost savings and augment their outsource sales team. Will your outsource sales team really affect the top and bottom line?

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Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Velocify

JUNE 28, 2017

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). See full study for more. 1) Sales Gamification.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Miller Heiman Group

APRIL 18, 2018

. … In turn, both content and training services require coaching to ensure the services are implemented and adopted appropriately.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. This includes internal content such as an industry-specific playbook or sales guide.

Sales Enablement 66

Sales Enablement Face-to-face Demand Generation Agencies Handbook 66

Xactly

JULY 16, 2018

The ability to find and capitalize on a sales trend can differentiate your company within your industry. It can also increase sales in a creative way. Sales trends can help to grow your business with a bit of an edge. Here are the steps you should take to capitalize on sales trends and beat your competition.

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Trends Hiring How To Social Media 55

Pointclear

AUGUST 30, 2012

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.

Software 187

Software Software B2B Top of Funnel 187