Score More Sales

DECEMBER 18, 2014

Expand market niche (70%). So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. The businesses who participated all have annual sales revenues between $10M and $1B. You can see more about the study here. What are your business predictions for mid-market in 2015?

Hiring 198

Hiring Wireless Policies Travel 198

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.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

Sales Hacker

AUGUST 7, 2020

A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Sales Development. Sales Growth.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

SBI

JUNE 25, 2020

For companies’ sales and marketing teams, this could mean changing messaging, altering their inside sales strategy, or re-thinking the kinds of businesses they’re targeting. ED: Seismic’s marketing and sales enablement solution equips sellers to deliver resonant experiences that are modern and tailored to buyers’ needs.

Scale 120

Scale Buyer Case Study Banking 120

Score More Sales

SEPTEMBER 2, 2014

Today’s post is for sales professionals and sales leaders, because at one time or another everyone leads. You could not have been in New England this summer without hearing about the big Market Basket grocery chain and all of the turmoil when the board of directors fired their current president, Arthur T Demoulas.

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

Score More Sales

AUGUST 26, 2014

94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. But where to start? Really understand who your buyers are – busy CFOs?

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Try them five or six times as well – a mix of voice mail, email, calls, and perhaps a LinkedIn message or mailed message. Create a Targeted List. Increase Opportunities.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

The Pipeline

FEBRUARY 8, 2013

Seems it has stirred up a discussion in one the LinkedIn groups, one I did not belong to, (since joined). Whenever I do a piece on effective voice mail techniques, three things happen: It get a lot more hits than most other posts – telling me that this continues to be a challenge and hot button for sales people. THAT’S IT!

Cold Calling 293

Cold Calling Call-back Pipeline Face-to-face 293

Highspot

DECEMBER 19, 2023

To truly unlock their potential, a robust sales development playbook is vital. Read on for a list of essentials for lead sourcing, nurturing, and actionable tips to outperform in a competitive market. What Is a Sales Development Playbook? Furthermore, the playbook aligns sales activities with broader business goals.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Nimble – as a mid-market company, are you getting so big that you can’t be flexible? Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

FEBRUARY 4, 2015

For example take Salesforce.com which is the predominant CRM tool sales teams use. Studies for years have shown lack of adoption in companies or failed use. How to not be confused by hype around what the market is telling you to do. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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. This article was originally published in LinkedIn here where you can comment. Change management and executive commitment are essential.

CRM 82

CRM Strategy Customer Epiphany 82

Score More Sales

APRIL 28, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study. According to the study, one-third of leads submitted NEVER receive a phone call. Increase Opportunities.

Retail 123

Retail Lead Rank Lead Scoring Study 123

Sales Hacker

DECEMBER 7, 2018

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Qualification.

Inbound 75

Inbound Sales Qualified Lead Lead Rank B2B 75

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Try them five or six times as well – a mix of voice mail, email, calls, and perhaps a LinkedIn message or mailed message. Create a Targeted List. Increase Opportunities.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

SalesLoft

JANUARY 29, 2020

We gathered a list of some of the sales industry’s favorites, and where to find them. AA-ISP: The American Association of Inside Sales Professionals (AA-ISP) is an international association dedicated exclusively to advancing the profession of Inside Sales. Seek Engage Listen Learn (SELL)) ( LinkedIn Group ).

Groups 52

Groups Scale Networking Webinar Metrics 52

LeadFuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

Vendor Neutral

JUNE 2, 2021

Insight, Advice, and Guidance into Sales, Leadership, and Life. We recently reached out via LinkedIn to ask what sales podcasts helped people do just that throughout 2020 and into 2021. It pushes the envelope into the future of sales to help companies get ahead of the game. Here are the responses we received. Martinez Jr.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

LeadFuze

NOVEMBER 30, 2021

Sales leaders are responsible for the success of a company. Marketing provides necessary resources, while sales is crucial to capturing valuable turf. Recruit, Organize, and Segment Your B2B Inbound Sales Team. Marketing sends a follow-up email to the client with more information about what they bought. Department.

Inbound 52

Inbound Sales Qualified Lead Hiring Lead Rank 52

Zoominfo

DECEMBER 5, 2017

of appointments set become opportunities passed to sales, with 12.5 Sales Follow Up Channels Email 4. Email marketing has two times higher returns than cold calling ( source ). One study showed that telephone outreach out-converted emails by a significant margin – 8.21% vs 0.03% ( source ). of sales reps’ time.

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Vengreso

JANUARY 28, 2022

First Steps with Sales Engagement. Any time a sales rep is reaching out to a potential prospect, it is important for them to research as much as they can about them. In many cases, this initial point of contact can set the stage for whether your sales rep gets a response back or not. HubSpot Sales Hub. Inside Sales.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

Sales Hacker

OCTOBER 22, 2020

The average person’s attention span is only about 8 seconds, according to a study by Microsoft. The fastest way to cement it into your head is to pick up the phone and actually run through it with a few people (or a lot, depending on your market size). LinkedIn is a perfect place to find out who knows who. Train for It.

Account 70

Account Analysis Gatekeeper Call-back 70

Igniting Sales Transformation

FEBRUARY 14, 2018

Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. Debbie then transitioned into technology sales with the help of a friend in the early days of the technology revolution. Digital sales transformation requires a shift in mindset. Google Play.

Microsoft 62

Microsoft Lead Rank Meeting Inside Sales 62

Hubspot Sales

MAY 18, 2020

Health and Retirement Study, individuals who self-identify as being isolated are more likely to suffer from chronic illnesses or experience depression than those who identify as well-connected. Sending LinkedIn connection requests without a message. HubSpot Marketing Manager Christina Perricone has witnessed this first-hand.

Networking 143

Networking Sage Face-to-face Pivotal 143

Jonathan Farrington

FEBRUARY 12, 2014

The trend for inside sales is not coming — it has arrived and is sitting at our doorstep. Fuel and labor costs have soared and, because of intense competition, the prices of our products and solutions have largely flat-lined — as have sales achievement levels. Natural selection is now at work in sales teams everywhere.

Cold Calling 41

Cold Calling Hubspot InsideView Inbound 41

SalesLoft

MARCH 19, 2019

Three accomplished sales leaders joined SalesLoft’s CMO, Sydney Sloan , on stage at this year’s Rainmaker conference. Jim Steele , President & CRO Yext; Mark Roberge , Lecturer at Harvard Business School; and Alyssa Merwin , VP Sales Solutions N.A., I’ve seen studies that indicate women in inside sales outperform their peers.

How To 91

How To Hiring Hubspot SalesForce 91

DiscoverOrg Sales

OCTOBER 17, 2017

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database. Unfortunately, the days of just filling your marketing system with the most names, emailing them indiscriminately, and seeing a flood of responses is long gone.

Case Study 145

Case Study Study Data Outbound 145

Partners in Excellence

OCTOBER 1, 2016

What I’m Studying : I’ve become fascinated with conversationbots. It impacts your Facebook news feeds, what you see in Linkedin, your music/video feeds, and virtually all your searches. I’ve started studying Deep Thinking, with these two books: The Shallows: What the Internet Is Doing to Our Brains.

Top of Funnel 48

Top of Funnel Conference Funnel Inside Sales 48

Close.io

JUNE 26, 2019

Sales CRM that integrate well with marketing tools allow the sales team to evaluate leads and focus on the most important ones. Integrations allow for better analysis and reporting, superior communication flow as well as better sales prospecting. Step 3: Study & analyze online reviews for tools. Conclusion.

CRM 75

CRM Decision Maker Follow-up Cold Calling 75

Highspot

JULY 23, 2021

Some key points to hit on include: What your product is in plain English – now is not the time for marketing jargon. Why the buyer should continue to engage with you using data, case studies, or market research. How to Deliver a Sales Pitch. Any inside sales rep will tell you: pitching is hard.

Examples 98

Examples Social Media Call-back Ideal Customer Profile 98

Hubspot Sales

JUNE 22, 2018

Do you help with lowering cost of goods sold, increasing uptime of machinery, ensuring compliance, maximizing lead-to-customer conversion rates, lowering operating costs, or increasing market share? TB : In a study of 35+ technology companies , for every 1,000 accounts prospected, the average SDR sourced 33 opportunities.

Buyer 109

Buyer Prospecting Top of Funnel Ideal Customer Profile 109

Close.io

DECEMBER 3, 2019

Whether you’re a sales professional that likes reading or doesn’t, you’ll find fresh frameworks and tons of insights in the book. Who should read this : Inside sales reps will find a lot of high-value advice for smarter cold calling and actionable techniques for tackling specific sales challenges.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Tony Hughes

FEBRUARY 22, 2018

But it's actually a profound commentary on the decadent global state of interrupt and push-button selling, a condition that social sales has allowed some to slip into. If you are just starting out your career in selling with your Twitter, Facebook, LinkedIn and Google+ in hand, put down your social selling quiver for a moment today.

Social Selling 66

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

Pointclear

AUGUST 6, 2013

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Fill the Funnel

DECEMBER 3, 2012

They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Sales pro’s now understand that web tools are a critical must-have for their success.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

SalesHandy

JUNE 5, 2020

Sales and Marketing Channel utilization in a survey of salespeople. Align sales and marketing teams. Align sales and marketing teams. Your sales and marketing teams must collaborate to make your lead nurturing process work. Linkedin connection template. According to G2, 92.4%

Lead Nurturing 80

Lead Nurturing Sales Qualified Lead Lead Rank Lead Scoring 80