Factor 8

AUGUST 3, 2017

If helping reps improve is your favorite part of the job, you love to train and call coach, and you agree that inside sales is harder than field sales…read on! Our current team of Advisors are Inside Sales experts with backgrounds of 15 or more years at the Director or VP level. Opportunity. Contribute.

Hiring 39

Hiring Inside Sales Ideal Customer Profile Energy 39

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. Thinking about both art and selling in sales, you must be smart in how you strategize reaching your targeted buyer. Increase Opportunities. Create a Targeted List.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Score More Sales

DECEMBER 18, 2014

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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Hiring 198

Hiring Wireless Policies Travel 198

Score More Sales

AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? 94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. Increase Opportunities. But where to start? IT Directors?

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Score More Sales

JUNE 30, 2014

Our recipe for success requires that you be able to listen to the customer and flex in ways that help bring big opportunities and deals to closure. Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

SEPTEMBER 2, 2014

People were SO loyal to the cause, it was truly amazing and will surely be a Harvard Business School case study in the future about loyalty toward a strong leader. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Not in this case. Expand Your Pipeline.

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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

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

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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. But sometimes these tools hinder our success.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

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. Thinking about both art and selling in sales, you must be smart in how you strategize reaching your targeted buyer. Increase Opportunities. Create a Targeted List.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Score More Sales

DECEMBER 23, 2014

Sales content management was most-cited as a regularly used feature (37 percent), even ahead of reviewing and inputting contact information (31 percent). See their whole study here. If it is true that sales reps do a better job with their CRM using a mobile app, then they should be encouraged by you and your company to do so.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Crunchbase

OCTOBER 14, 2020

This type of insight can be purchased or even culled from public sources ( LinkedIn ; Crunchbase etc.), On the other end of the sales funnel is data from existing customers , which is generated internally. Connect with him on LinkedIn.

Data 122

Data Churn Hiring Forecasting 122

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. London Enterprise Sales Forum ).

Groups 52

Groups Scale Networking Webinar Metrics 52

Hubspot Sales

MAY 18, 2020

Beyond having a strong professional network to rely on for mentorship or to help you land your next opportunity, connections with others are essential for our overall health and well-being. Sending LinkedIn connection requests without a message. According to research from the U.S. Let’s start off with the basics.

Networking 143

Networking Sage Face-to-face Pivotal 143

Score More Sales

MARCH 28, 2014

Studies show that intrinsic motivation has a longer lasting effect on results, and that sales (as a whole) is not as motivated by money as individuals once were. There are tools like never before and today’s sellers have the opportunity to do some research at home. Increase Opportunities. Expand Your Pipeline.

How To 200

How To Motivation Compensation Engineering 200

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. [link]. Senior Director of WW Inside Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Score More Sales

FEBRUARY 9, 2015

In the webinar , my co-presenter, Alyssa Trentkamp talks about the multi-tasking study Velocify did which is very interesting for you to think about. Bottom line – keep your focus on what you are working on to grow sales! Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Intent Twitter 120

Sales Hacker

DECEMBER 7, 2018

In this follow-up to our Organic B2B Inbound Marketing Playbook , I teamed up with Outbound View owner Blake Johnston to break down the best practices for coordinating marketing and sales to convert your sales qualified leads to warm opportunities (and eventually deals). Hire, Organize and Segment Your B2B Sales Team.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

Zoominfo

DECEMBER 5, 2017

of appointments set become opportunities passed to sales, with 12.5 opportunities accepted per month. Of the opportunities accepted, 29.3% Sales Follow Up Channels Email 4. One study showed that telephone outreach out-converted emails by a significant margin – 8.21% vs 0.03% ( source ). Phone Calls 10.

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

LeadFuze

NOVEMBER 30, 2021

Define Your B2B Inbound Sales Standard Operating Process. Create a detailed standard operating procedure so reps know how to respond, when an opportunity is qualified and needs approval from someone else in the company. I want to have a demo with the Sales Development Rep so they will send me an email. LinkedIn Profile URL.

Inbound 52

Inbound Sales Qualified Lead Hiring Lead Rank 52

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

Sales Hacker

OCTOBER 22, 2020

The average person’s attention span is only about 8 seconds, according to a study by Microsoft. This has happened in every sales job I’ve ever been in, but I wasn’t sure why it happened. Most solid SDRs, BDRs, and Inside Sales reps probably already do it or have done it in a past sales gig without realizing it.

Account 70

Account Analysis Gatekeeper Decision Maker 70

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 Evangelist

OCTOBER 1, 2019

The same is true in sales. Other businesses call this assessment while some refer to it as an opportunity. Inside sales reps are responsible for prospecting. You can’t trust everything that’s written on LinkedIn and you can’t just get somebody without fact-checking what their bio says.

Strategy 68

Strategy Lead Rank Lead Scoring Call-back 68

Hubspot Sales

JUNE 22, 2018

Set Yourself Up for Sales Prospecting Success. You can’t wing success in sales, especially when it comes to prospecting. For each contact, go to the places you need to go in order to gather that information such as their website and their LinkedIn profile, and enter it into your CRM. Plan to contact a lot of prospects.

Buyer 108

Buyer Prospecting Top of Funnel Ideal Customer Profile 108

DiscoverOrg Sales

OCTOBER 17, 2017

Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. At SalesFolk, we’re obsessed with productivity, especially sales productivity,” says CEO Heather R. As a former Economist, I’m always thinking about efficiency and opportunity costs.

Case Study 145

Case Study Study Data Outbound 145

Chorus.ai

MARCH 19, 2019

The same study found they saw 42% less growth than those who say it’s alive and well. Sales reps must learn to leverage technology and adapt to changing communication styles. You want your prospects to hear your voice, recognize your name and the company you are with, see your email and then see your face on LinkedIn.

Cold Calling 67

Cold Calling Face-to-face Call-back Lead Rank 67

Highspot

JULY 23, 2021

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. Reaching out as we’re connected on LinkedIn and I found your recent post about the best restaurants in Seattle super handy.

Examples 98

Examples Social Media Call-back Ideal Customer Profile 98

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

Fill the Funnel

DECEMBER 3, 2012

Sales pro’s now understand that web tools are a critical must-have for their success. LinkedIn has become a “cool” tool. Author Andy Paul clearly understands that neither sales people nor buyers have the luxury of time. 52 Sales Management Tips: The Sales Managers’ Success Guide.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

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

InsideSales.com

OCTOBER 29, 2019

Do sales professionals lose their sales negotiation skills even with constant training, practice, and use? XANT studies have shown that leadership activities like coaching and mentoring positively impact the growth and retention of top performers, maximizing investment in people and processes. They also identify opportunities.”

Face-to-face 78

Face-to-face Scale Motivation Negotiation 78

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. Accurate Closing Forecasts. Connections.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Sales Hacker

JUNE 9, 2020

Our new sponsor’s LinkedIn , a company you’ve undoubtedly heard of. Sales teams have had to quickly adapt to a new normal. Sales leaders must shift their focus to empowering talent, strengthening customer relationships, and acquiring new opportunities in order to survive and thrive in this environment.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Highspot

JULY 23, 2021

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. Reaching out as we’re connected on LinkedIn and I found your recent post about the best restaurants in Seattle super handy.

Examples 52

Examples Social Media Call-back Ideal Customer Profile 52

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Offer advancement and growth opportunities.

Hiring 52

Hiring How To Salary Scale 52