Score More Sales

APRIL 29, 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 239

Retail Lead Rank Lead Scoring Study 239

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

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

Highspot

DECEMBER 19, 2023

Furthermore, the playbook aligns sales activities with broader business goals. It harmonizes sales and marketing to ensure focus on unified business targets. Streamline the Sales Process The sales development playbook provides a clear roadmap for handling leads, reducing guesswork, and ensuring consistency.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 111

Channels Video Training Hiring 111

Score More Sales

JUNE 30, 2014

Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders. Studies show this is the best place to invest in training with follow-up coaching for reinforcement. Do you have a well thought out process? 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. Not in this case. Why did employees stand behind Artie T so fiercely?

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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

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 Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. But where to start? Really understand who your buyers are – busy CFOs?

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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

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. But sometimes these tools hinder our success. Increase Opportunities.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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

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 125

Hubspot Lead Rank Opportunity Lead Scoring 125

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. But to really make the most of what data has to offer, managers have to build a data-driven sales team. The Bottom Line.

Data 122

Data Churn Hiring Forecasting 122

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 9, 2015

At one point in my career I was certified by Franklin-Covey (at that time they were the leaders in productivity training) and I led over 100 workshops with sales, customer service, and other company employees on ways to get more done consistently. Bottom line – keep your focus on what you are working on to grow sales!

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Intent Twitter 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. Main Image Photo by Flickr: cwillbounds

CRM 82

CRM Strategy Customer Epiphany 82

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

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

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Intrinsic motivation comes from within. Close More Deals.

How To 200

How To Motivation Compensation Engineering 200

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. 4 Linking into Sales. The wealth of knowledge and training available on the site and the podcast is incredible.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

Sales Evangelist

OCTOBER 1, 2019

Sales strategies aren’t born from thin air; rather, there are six critical steps to developing a successful sales strategy. Lance Tyson is an author and speaker who runs his own training company. Tyson group has been ranked by Selling Powers as one of the Top 20 sales organizations in the world.

Strategy 68

Strategy Lead Rank Lead Scoring Call-back 68

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. Segmenting Your B2B Sales Team. Sales Operations Tools: Outreach , Drift.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

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. Inside Inside Sales Unscripted, free-flowing conversations about sales is the name of the game with this podcast.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

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. 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

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. Don't just install it, train your people on it thoroughly, weekly and quarterly. The folly of Sales 2.0 Then take those learnings back to it. It's Google Glass.

Social Selling 66

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

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

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule?

Training 144

Training Vendor Top of Funnel Workbooks 144

InsideSales.com

OCTOBER 29, 2019

This percentage has steadily decreased from 63% over the last five years, indicating that something is wrong when it comes to sales performance. Do sales professionals lose their sales negotiation skills even with constant training, practice, and use? The Sales Associate Skills That Make a Great Representative.

Face-to-face 78

Face-to-face Scale Motivation Negotiation 78

Sales Hacker

JUNE 9, 2020

Taking the right approach to training and coaching. Subscribe to the Sales Hacker Podcast. Taking the right approach to training and coaching [28:46]. Our new sponsor’s LinkedIn , a company you’ve undoubtedly heard of. Sales teams have had to quickly adapt to a new normal. What You’ll Learn.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

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.

Hiring 52

Hiring How To Salary Scale 52

Markempa - Inside Sales

FEBRUARY 2, 2015

.” Fast forward 25 years and now we carry our cell phones, which have instant access to our address book, CRM, LinkedIn and other network applications and can easily connect you with millions of people around the world instantly. B2B : How do I know if I need to expand the size of my current network?

Lead Rank 40

Lead Rank Networking Decision Maker Webinar Metrics 40

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. LinkedIn Marketing: An Hour a Day. This book could have just as easily been titled LinkedIn Sales: An Hour a Day. Like it or not, we’re all in sales now.

Face-to-face 132

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

OnePageCRM

JANUARY 21, 2019

A conference focused on collaboration and best practices for Sales and Leadership. There will be sessions on Management, Sales and more. Hear from the man himself David Mattson, CEO and President of Sandler Training. Sales Innovation Expo. The Inside Sales Leadership event of 2019! Date: 27-28th March.

Conference 22

Conference Twitter Networking Inbound 22

OnePageCRM

JANUARY 7, 2019

A conference focused on collaboration and best practices for Sales and Leadership. There will be sessions on Management, Sales and more. Hear from the man himself David Mattson, CEO and President of Sandler Training. Sales Innovation Expo. The Inside Sales Leadership event of 2019! Date: 27-28th March.

Conference 22

Conference Twitter Networking Inbound 22

OnePageCRM

JANUARY 21, 2019

A conference focused on collaboration and best practices for Sales and Leadership. There will be sessions on Management, Sales and more. Hear from the man himself David Mattson, CEO and President of Sandler Training. Sales Innovation Expo. The Inside Sales Leadership event of 2019! Date: 27-28th March.

Conference 20

Conference Twitter Networking Inbound 20