Nutshell

JANUARY 14, 2020

What’s the Length of a SaaS Sales Cycle? The Unique Challenges of SaaS Sales. The Most Important Metrics for SaaS Sales. SaaS Sales Techniques That Work. Stages in a SaaS Sales Process. Essential Software Tools for SaaS Sales. What Is SaaS Sales?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

The ROI Guy

MARCH 6, 2017

I had the opportunity to lead a Thought Leaders panel from the best business value solution providers, including our own, Mark Schlueter, who shared his great experience from decades of enterprise selling and team leadership at HPE, and business value tool development Microsoft, Intel, Dell and many other B2B firms.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

Partners in Excellence

MARCH 25, 2014

Here, technology, tools, and other things have made the configuration and order entry process much simpler. But does that mean sales people are becoming less important? But does that mean the need for sales people has diminished? I keep hearing common themes (and I’m guilty about contributing to many of these themes.)

Education 98

Education Hotels Margin Social Media 98

Jonathan Farrington

JUNE 8, 2013

Trend data reveal that sales organizations are shifting resources from outside to inside sales. Inside sales growth is 30% faster than their outside sales counterparts. The number of Inside Sales departments is projected to grow from 800,000, in 2009, to over 2 million in 2013.”.

Face-to-face 47

Face-to-face Inside Sales Telemarketing Influencer 47

LeadFuze

JANUARY 1, 2022

A company was not satisfied with the success of their inside sales team, so they tested a 2-stage model. If you want to make a lower profit margin, but still keep customers coming back for more and paying higher prices in the long run, go with premium products. Step 6: Set your sales and distribution plan.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Hubspot Sales

JUNE 5, 2019

Even if you hire the most focused people, invest in tools that boost their efficiency, and remove all distractions, there’s a limited number of selling hours in the day. Plus, recruiting, hiring, and employing salespeople is expensive and cuts away at your margins. That makes creating multiple sales teams unnecessary.

Channels 101

Channels Lead Rank Hiring Lead Scoring 101

Sales Hacker

DECEMBER 12, 2017

For insides sales roles these should pretty much exclusively be monthly. So what do you do when you want to run a SPIF (Sales Performance Incentive Fund), add a new product with different ACV or margins, AEs start asking for split credit on a deal, or you expand internationally and cover the same company with multiple reps?

Compensation 79

Compensation Hiring Incentives Incentive 79

Jonathan Farrington

JANUARY 12, 2012

For years, an inside sales position has been considered as the bottom rung on the sales ladder – their immediate ambition to gain promotion to an outside sales job, with a car and an expense account: An obvious sign to their family and friends that they were “making it” in sales. Not anymore.

Outside Sales 31

Outside Sales Face-to-face Inside Sales Call-back 31

Hubspot Sales

AUGUST 8, 2019

They help you understand what’s working and what’s not regarding your holistic sales process. Average length of sales cycle. Total open opportunities by month/quarter (by team and by individual). Total closed opportunities by month/quarter (by team and by individual). Lead Generation Sales Metrics.

Cost per Acquisition 137

Cost per Acquisition Lead Rank Churn Webinar Metrics 137

Tony Hughes

FEBRUARY 22, 2018

The Status Quo and Do Nothing are more megalithic than ever with budgets slashed on razor thin margins. Apps that filter Twitter give you context, then you're being strategic with the tool from firehose to laser. Understanding and mapping a political power base is more important than ever.

Social Selling 66

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

Close.io

MAY 20, 2019

You don’t need more sales metrics and data to wade through. Announcement: We've just released a new set of sales reporting tools in Close! And the customizable leaderboard helps sales reps stay focused on activities that generate results. Sales opportunities created. Sales by contact method.

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Sales Hacker Training

SEPTEMBER 5, 2018

AltiSales can build a team from scratch, add highly skilled talent to your existing team, or partner with you to train your sales team for optimal performance. With customers gaining control of the sales process, salespeople need to adapt and grow opportunities through empathy and authenticity. Excellence in Inside Sales.

Training 103

Training Scale Lead Qualification Lead Rank 103

SugarCRM

OCTOBER 27, 2022

Are you looking to drive better sales and more revenue without investing in more tools? Through your CRM dashboards, analytics, and reporting capabilities, you can easily uncover previously hidden opportunities and achieve organizational goals. Find out how your channels and campaigns drive sales opportunities.

Report 26

Report CRM Epicor Revenue 26

Close.io

SEPTEMBER 4, 2019

Sales data can be a double-edged sword. On the one hand, data can help you make smart decisions, uncover new opportunities, and crush sales targets. So how do you separate the signal from the noise, and only deal with the sales data that matters most? The answer: with a sales dashboard. What is a sales dashboard?

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Sales Hacker

MARCH 2, 2020

Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales).

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

OCTOBER 7, 2021

I had never quit a job before unless it was due to a promotion or a better opportunity. Bringing Sales & Leadership with Heart and Ladies Happy Hour to the sales community. Jen believes everyone should have the opportunity to be seen, heard, valued, and empowered for success. Trust yourself.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

LeadFuze

DECEMBER 31, 2021

opportunities that sales people only find out about when they receive an RFI or RFP). Even if you dont have a budget for something, that doesn’t mean the opportunity is lost. Some of the most profitable sales come from when customers are not yet aware of their needs and they haven’t allocated funds to solve it.

Negotiation 52

Negotiation Hiring Commission Lead Rank 52

Sales Hacker

NOVEMBER 10, 2020

We want to give you an opportunity to just tell us a little bit about who QuotaPath is, what you do. We have a few thousand folks that use the tool every day. I think that that’s kind of crazy to look at, but it was still relatively new, at least for an inside sales team. But you’re not solving for the margin.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

Mindtickle

OCTOBER 16, 2020

According to a March 2020 research report from the Sales Management Association, 44% of companies surveyed said their sales force isn’t effective, 57% said they’ve not been able to improve sales effectiveness over the past 12 months, and 82% don’t have effective development programs for their sales reps.

Networking 105

Networking Conversion Scale Face-to-face 105

Mindtickle

OCTOBER 16, 2020

According to a March 2020 research report from the Sales Management Association, 44% of companies surveyed said their sales force isn’t effective, 57% said they’ve not been able to improve sales effectiveness over the past 12 months, and 82% don’t have effective development programs for their sales reps.

Networking 52

Networking Conversion Scale Face-to-face 52

Tony Hughes

MARCH 13, 2018

This mind shift of mind share alone will work wonders for your personal brand, company brand and make the biggest impact on filling your funnel with qualified opportunities. Inside sales hunters are constantly calling the companies that get funding. The holy grail is the opportunity to present on-site.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63