SBI Growth

SEPTEMBER 5, 2012

The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Here are 4 immediate and then 3 longer-term things the HR leader can do to help out: (Sign-up for the Make the Number Tour for more in-depth discussion). Immediate Help for Sales. Give the territory to the Sales Manager.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

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. In this blog, I won’t cover why it’s so critical to sell in squads and pods – that should be self-explanatory.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

SBI Growth

JUNE 2, 2013

She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Even though she’s sensing a problem, Sales seems to be content with the situation. Increasing number of vacant Sales Rep positions. This one is obvious.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

Score More Sales

JULY 7, 2014

You think this just comes up naturally in your thought process? Show up at your desk ready to go because you’ve thought through these questions in advance, and have a game plan in place. Stop being haphazard about sales. read the related post “The Power of Trusts in B2B Selling” here ). It doesn’t!

Prospecting 222

Prospecting Education Territories B2B 222

Score More Sales

SEPTEMBER 29, 2014

Time you spent in the office with your colleagues talking about the problem with your territory, your CRM system, your personal issues. That means that you are not watched every minute – and most of us in selling are not micro-managed. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Score More Sales

NOVEMBER 26, 2014

Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Right now, you can sign up for the beta ( https://apps.admin.ibmcloud.com/manage/trial/watsonanalytics.html?cm_mmc=wacom–C24803SW

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Score More Sales

FEBRUARY 11, 2015

First of all, you know that sales is admirable and regardless of the noise about how you should stop selling and start helping, or stop selling and start serving – you have been helping and serving for years. Nothing happens until someone sells something. There is nothing mediocre about professional selling.

How To 120

How To Territories Call-back Buyer 120

Sales Hacker

AUGUST 7, 2020

Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Sales Manager. Social Centered Selling. Canadian Sales Leader, LinkedIn Learning Account Executives. Senior Vice President, Sales SMB. Jane Freeman.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

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. The same is true for companies in your geographic territory who fit one of your buyer profiles. Here are three ways to follow up better and gain more opportunities: Look at Data.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Hubspot Sales

JANUARY 31, 2018

I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. The first thing you need to do?

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

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. The same is true for companies in your geographic territory who fit one of your buyer profiles. Here are three ways to follow up better and gain more opportunities: Look at Data.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Crunchbase

JUNE 18, 2020

How to find relatable and actionable advice on selling. There’s no shortage of sales content out there. To help sort the fluff from real, relatable, actionable sales content that you can use in your daily process. . Platform #1 – LinkedIn . That’s why I’m here. Platform #2 – Books .

Scale 123

Scale Twitter LinkedIn Video 123

Sales Hacker

NOVEMBER 24, 2020

Subscribe to the Sales Hacker Podcast. Team selling and why it’s making a comeback [7:43]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. We’re on iTunes. And on Stitcher.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Tony Hughes

MARCH 4, 2018

Could human-based selling disappear all together? could really be upon us: it may be an inherently flawed argument as sales people paradoxically could actually become more of a necessary 'evil' than ever before with increased sector complexity. Will the Russians launch sales training schools like future ballerinas or Olympians?

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Zendesk Sell

MARCH 28, 2019

Furthermore, if the criteria are not clearly spelled out in the job description, you may end up with a hire who hurts your overall customer experience. Just as the candidates want to sell their skills and abilities to you, you need to sell your company and department to them. Qualifications. Job duties and responsibilities.

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

Openview

MARCH 16, 2018

Marc Benioff and his team demonstrated a consistent ability to scale with an outbound sales team in those early years. And with that, modern inside sales was born. Building an outbound sales motion is not new, and yet almost every company makes the same three mistakes in the first months of getting up and running.

Outbound 89

Outbound Lead Rank Company Scale 89

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Selling Skills (528). Outside Sales (81). Sales Process (1775). LinkedIn (1426). Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. Marketing (6398).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Pipeline

JULY 29, 2011

Sign up for our Email Newsletter. Ask what their timeline is and schedule action items and follow-ups in conjunction with them. Ask them when they want their next follow-up, and follow up. That told me he knows his tools need to support and collaborate with sales, and put me at ease knowing he would support me if hired!

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Cincom Smart Selling

JUNE 30, 2015

My recent screed regarding intrusive telemarketing calls ( Selling? That’s Not Selling ) was greeted with many constructive comments and a surprising number of positive reactions on the part of sales folks. Many of these folks correctly guessed or figured out that I have been involved in sales myself.

Prospecting 48

Prospecting Construction Promotion Telemarketing 48

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. With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. And he finally relented and gave me a sales territory, made my number, did well.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Crunchbase

JUNE 21, 2022

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is inside sales?

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

The Sales Association

NOVEMBER 23, 2011

Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. Supporting sales associations and sales professionals. Sharing best practices in sales and sales management.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

Hubspot Sales

FEBRUARY 21, 2018

Sales Gravy. CustomerCentric Selling. Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. Sales Benchmark Index. Inside Sales Experts Blog. Sales Source. The Best Blogs for Sales Reps. Sales Hacker. Best for: Sales reps.

Top of Funnel 145

Top of Funnel Hiring Cold Calling Social Selling 145

PandaDoc

APRIL 3, 2023

What is inside sales? Let’s kick things off with a definition of inside sales. The inside sales model is built around the idea of sales reps working from their desks, without leaving the office. This means the inside sales process relies on digital communication, as well as phone calls.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

Hubspot Sales

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Revenue by territory. Cost of selling as a percentage of revenue generated. Percentage of leads followed up with. Outreach Sales Metrics.

Cost per Acquisition 134

Cost per Acquisition Lead Rank Churn Webinar Metrics 134

Anthony Iannarino

JANUARY 9, 2020

In exchange for this privilege, the holder will obey the following rules and guidelines: The holder of this license will be required to pick up the phone and call their prospective clients. The licensee will be permitted to use email as a follow up to phone calls and voicemails.

Licensing 90

Licensing B2B Exercises Guidelines 90

Tony Hughes

MARCH 7, 2018

Believe it or not, I always think of these decay rate charts, a phenomenon occurring in many natural systems, when I'm looking at enterprise selling. Then draw another horizontal line or watermark halfway up the Y axis to express the status quo. This is why social selling and social networks are so powerful. Every single day.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Hubspot Sales

FEBRUARY 7, 2018

Depending on the organization, that may mean identifying and reaching out to potential good fits, answering requests for more information, following up with prospects who downloaded content, prospecting on LinkedIn and other social networks, and more. But account managers also look for upsell and cross-sell opportunities.

Hiring 131

Hiring Salary Engineering Compensation 131

Hubspot Sales

OCTOBER 1, 2018

Queue up your calls for the day. Imagine owning a high-end retail store selling designer clothing but not staffing the store with experts who can observe buyer browsing behavior and offer assistance. Marketers might put up a “contact sales” page on their website and call it a day. Schedule email responses. Crazy, right?

Prospecting 103

Prospecting Top of Funnel Social Media Hubspot 103

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re “making it up as you go.”. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. I knew how to SELL.

Sales Coaching 121

Sales Coaching Coaching Top of Funnel Call-back 121

Pipeliner

JANUARY 3, 2018

The hail mary pass requires courage, boldness and internal selling to obtain buy-in. Place a signed one-pager inside a manila envelope. The purpose of the letter is to set up a follow-up call. Obtain a ticket to a key city within your territory. 3) The VITO Envelope. 4) The “I’m in the Neighborhood” Technique.

Hiring 45

Hiring Conference Lead Rank Commence 45

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Jill Konrath.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Nudge.ai

DECEMBER 8, 2017

Going into the New Year as a B2B sales professional, you’ll likely have some software subscriptions coming up for renewal, so we wanted to prepare you for those decisions. Base: Next-generation CRM software for leading B2B sales teams. Close.io: The inside sales CRM of choice for B2B startups and SMBs.

Lead Rank 51

Lead Rank Lead Scoring Sales Tools B2B 51

Sales Hacker Training

NOVEMBER 21, 2022

You need to know when to talk and when to shut up. And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! There’s no need to be doing manual tasks anymore like following up on cold emails one by one.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52