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JULY 22, 2014

Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. Are there any new executives?

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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DECEMBER 11, 2014

Nancy Nardin , Expert on Sales Productivity Tools & Strategies , Smart Selling Tools. I predict we’ll see the use of more video tools for messaging and video integrated into websites like never before. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

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APRIL 2, 2014

This is the first in a multi-part series on how sales professionals can learn ways to create content, grow visibility and become a thought leader in their industry. Online visibility for you in your industry is the new trade show. More on the other tools next. Content (other content, such as video, audio and webinars).

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

SBI Growth

JANUARY 25, 2013

Ray Kurzweil, author, inventor, futurist and Director of Engineering at Google. Life as a sales rep is no exception. Improve career mobility (flexibility towards other industries). They’re also elaborated on in the Top 10 ‘A’ Player Competency Tool. Many industries are trending towards inside sales.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

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MARCH 25, 2014

I am very humbled, and quite honored, since it seems that quite a process was put into place and many different tools to measure reach was used to take a list of 500 influencers down to the top 30. LinkedIn is certainly a social selling tool and Koka the perfect representative of how adding insight to help potential buyers builds your brand.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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JULY 31, 2014

Google alerts was the first to send emailed updates on what is happening with key words you’ve selected to monitor. Now there are bigger and better ways – from tools like GageIn to data tools like Avention we can track new contacts at our prospective customer companies – a key way to grow opportunities. What did you learn?

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

SBI Growth

AUGUST 14, 2013

Competitors are beating your sales team consistently. Your industry has shifted. Think about the last 3 meetings you took with a sales rep. Modernizing Your Sales Process. The New ‘A’ Player Sales Rep. Sign up for our research tour and get a free tool: 5 Traits of Social Sellers. Your customers are smarter.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

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FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. Nancy made some great points about sales metrics and hitting sales numbers. Increase Opportunities. Expand Your Pipeline. Close More Deals.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. In fact, look up your company’s website as well as your industry counterparts and competitors. For this experiment I looked up webinar tools and webinar platforms. It could have been any B2B product or service.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Listen for prospective buyers who are asking about which products / brands are best in your industry niche. Are they on Google + or Twitter?

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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JULY 28, 2014

The other list I like to keep is either a list of industry counterparts of my clients, if I am an industry rep, or a geographic list if I’m a regional rep. Other lists you should have if you are a newer sales rep: List what sets our company apart from others in the industry. This is a confidence builder.

Buyer 207

Buyer How To Sales Qualified Lead Lead Rank 207

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NOVEMBER 5, 2014

There are at least two types of prospective customers on LinkedIn – Industry / Niche Specific. If I’m an oil and gas company and you have cornered that market with your expertise and specific solutions for my industry – you can approach me as an expert in that market niche. Anyone Else. Think About It.

LinkedIn 229

LinkedIn Ideal Customer Profile Twitter Inside Sales 229

Sales and Marketing Management

NOVEMBER 28, 2017

For good accounts, those that are natural fits for your organization and should be easy to land, you can customize your outreach to their industry, organization or role. Google the person to discover whether there are any news releases related to them and what they’ve been doing lately. Maybe you have a mutual connection or interest.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

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JUNE 25, 2014

Collaborate with your industry counterparts (some call this coopetition) where you work with a competitor for mutual gain. Think airline industry after 9/11. How can this impact sales? How can this impact sales? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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APRIL 29, 2014

The final step to succeed against your huge industry counterparts is to follow-up more than they do. If you do these three things , you will be heads above your very large industry counterparts and have a very good chance to win more business. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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SEPTEMBER 26, 2014

With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. Based on geography and industry, buyers vary as well. Newer sales reps need to feel comfortable with what it is that they are saying and to whom. What Helps Most?

Buyer 226

Buyer Compensation Exercises Engineering 226

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JUNE 30, 2014

Keep it Fresh – the best ingredients are fresh ones, and so are the fresh insights your sales team needs to have with potential buyers and existing clients. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

CloserIQ

FEBRUARY 25, 2019

With that in mind, here are a few of the most important in the industry – courses and programs you should almost always add to your repertoire. Whether you’re a first-time job-seeker looking for a career in sales or a seasoned professional, there’s always something more you can learn. 3) SPIN Selling.

Hubspot 59

Hubspot SalesForce Social Media Google Analytics 59

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JUNE 27, 2014

They searched for female vs. male names and parsed the data to see how many LinkedIn members were female and in sales vs. male and in sales by industry. If it encourages one woman to go for a sales leadership position – all the better! Increase Opportunities. Expand Your Pipeline. Close More Deals.

Study 231

Study LinkedIn Hiring Conference 231

Allego

OCTOBER 9, 2020

Listen to this episode to hear Courtney’s insights on building and mobilizing sales teams quickly, how to overcome unpredictable hurdles, and the importance of accountability when there is no room for error. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn. Decisions are made very, very quickly.

Pharmaceuticals 71

Pharmaceuticals Face-to-face Biotechnology Journal 71

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APRIL 26, 2013

Moderator and CRM / Social Industry leader Paul Gillin asked fantastic questions including: What are best practices for broader adoption of CRM? Now add in social tools – does it all work together? I enjoyed participating in the quick fire roundtable, which was hosted on a Google+ Hangout by IBM. Kudos to IBM for that.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

SBI Growth

NOVEMBER 12, 2013

Increasingly, companies are missing the number because they lack a formal sales strategy. Your industry peers are getting smarter. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. What is a Sales Strategy?

Strategy 317

Strategy Hiring Margin Top of Funnel 317

Igniting Sales Transformation

MAY 11, 2018

In this Conversations with Women in Sales interview, I talked with Jen Sieger, Director Inside Sales Specialist Team at Microsoft about Digital Sales Best Practices. Jen and I talked about how to train your salespeople to leverage Digital Selling Best practices to better connect with customers and exceed sales quotas.

Microsoft 49

Microsoft Inside Sales Twitter Lead Rank 49

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APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. Follow these companies on social platforms and find insight about their industry or job roles to share.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Sales Hacker Training

AUGUST 28, 2019

For many companies, the ramp-up time for new sales professionals typically is 6 months or more, but inside sales has changed. Sales automation tools like email and dialing technology have turned SDRs into revenue-generating machines. Tools training. Using tools to maximize productivity. Competition.

Hiring 98

Hiring Training Cold Calling Scale 98

Sales Hacker

DECEMBER 7, 2018

And in this day and age of cutthroat competition, the War for Talent, and fast-evolving B2B sales and marketing environments, you need the best B2B sales and marketing professionals serving on your behalf. Hiring for Your B2B Sales Team. Pro-Tip: Do not over-segment your sales team. Your current top performers.

Inbound 75

Inbound Sales Qualified Lead Lead Rank B2B 75

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APRIL 28, 2014

The final step to succeed against your huge industry counterparts is to follow-up more than they do. If you do these three things , you will be heads above your very large industry counterparts and have a very good chance to win more business. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Retail 123

Retail Lead Rank Lead Scoring Study 123

Sales Hacker

APRIL 23, 2020

Say you’re an HR Tech company whose tool offers a variety of modules. Yes, but if only in a specific industry, then double down on that industry and target that niche. Say the tool also has performance management modules or micro-surveying. Google is always a good place to start figuring that out. And who knows?

Lead Rank 94

Lead Rank Lead Scoring Face-to-face Outbound 94

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APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. Follow these companies on social platforms and find insight about their industry or job roles to share.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

LeadFuze

NOVEMBER 30, 2021

Jacco van der Kooj†s sales organization and segmentation model are a great starting point for any company looking to better organize their team. Pro-tip: do not over segment your sales team. The two tools I use are Trello and Asana. Define Your B2B Inbound Sales Standard Operating Process. Qualification. Department.

Inbound 52

Inbound Sales Qualified Lead Hiring Lead Rank 52

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JANUARY 19, 2015

We wanted to launch the Sales Development Summit to give Sales Dev leaders their community to connect, to learn more, do more, and become more. We’ve learned a ton from industry leaders and our mission is to serve sales development in every way we can. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Distribution Pricing Journal

SEPTEMBER 20, 2023

With better web-accessible software platforms and data tools, pricing managers no longer need to be tethered to the office to get real time data. Data analysts are jumping on new collaboration tools such as Slack or workflow management. Even inside sales for certain industries benefit from proximity to specialized stock.

Distribution 97

Distribution Infor Face-to-face Hiring 97

SalesHandy

JULY 15, 2018

which is a platform that helps you track all your sales activity & the communication between your salesperson & the prospect. He actively writes blogs about cold calling, sales, inside sales & everything related to sales. He has over 15 years of experience in Marketing, Business Development, and Sales.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

Delicious Sales

MAY 2, 2012

Sales (12918). Tools (2872). Sales Management (2614). Inside Sales (849). Outside Sales (81). MORE >> Tools. Google (949). MORE >> Industry. Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Hacker

APRIL 14, 2020

Effective targeting looks unique for each industry and solution, so I won’t preach. In this example, we’re looking at AA-ISP Leadership Summit , an event for inside sales professionals. Now we’ll save each of these accounts to a new Account list within Linkedin Sales Navigator. Step one is to find these lists.

Face-to-face 123

Face-to-face Lead Generation Lead Rank Lead Scoring 123

Nutshell

DECEMBER 5, 2019

With so many events around the world to choose from, we’ve done our best to assemble the 14 most essential sales conferences scheduled for 2020. The entries we’ve selected include industry heavyweights as well as brand-new conferences still looking to leave their mark on the sales community.

Conference 124

Conference Top of Funnel Networking Hotels 124

Sales Hacker

AUGUST 7, 2020

General Manager, Worldwide Partner Sales. Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Vice President, NA Inside Sales. Regional VP Sales. Inside Sales by Design. Sales Manager.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121