How to Adapt & Succeed When Pivoting to an Inside Sales Strategy

Sales Hacker

One of the professions that’s seen the most pandemic upheaval due to COVID-19 is outside sales. Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. Reshaping Your Sales Process. Ready to reshape your sales process, implement a few proven remote sales techniques, and become a remote sales expert? The Future of Outside Sales.

5 Books & Blogs That Will Make You Better at Inside Sales

DiscoverOrg Sales

So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. 1) The Sales Development Playbook by Trish Bertuzzi. “As 2) The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson.


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PODCAST 124: Managing Through Crisis: How to Create Pivotal Career Moments with Alyssa Merwin

Sales Hacker

This week on the Sales Hacker podcast, we’ve got Alyssa Merwin , Vice President of Sales Solutions for LinkedIn, North America. She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world.

7 Common Virtual Networking Mistakes to Avoid

Hubspot Sales

Whether they are having to completely pivot how they do business in response to the current climate or are adjusting to working remotely in a home full of loved ones, approaching online networking conversations from a place of empathy is essential for everyone involved. Inside Sales remote-work

Sales is Never Going Back

Sales will never be the same. This may sound extreme on the surface – but in reality, sales will never return to the way it was before the COVID-19 pandemic, and this is a good thing. Many of the needed sales process changes were forced upon us as we adjusted to selling from home. The digital transformation that many in sales half-heartedly embraced is now mandatory. Inside Sales Teams are Already Digital. The Future of Sales.

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First Direct Lending Achieves Rapid Growth with Velocify


But perhaps the best part is that Velocify never gets in the way of their growth or any pivots they need to make with certain contact strategies. Despite operating in a highly competitive market with stiff competition, First Direct Lending has achieved impressive growth in a short amount of time, and continues to expand by leveraging Velocify to optimize their sales and marketing strategies. First Direct Lending is no stranger to the hustle of the mortgage industry.

6 steps to adapt effectively

Sales and Marketing Management

A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. McKinsey & Company offers these steps for B2B sellers to pivot effectively. from all of your sales channels. Offer the human touch whenever customers need it with your sales team?–?whether whether through inside sales or field sales.

Growth Opportunities Exist in 2021: Here’s How to Find Them, According to HubSpot's Chief Customer Officer

Hubspot Sales

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. The pandemic hasn’t just caused pivots — it’s also caused permanent change. Sales Management

Training Incentives Are Vital in the Digital Sales Era

Sales and Marketing Management

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives.

COVID-19 accelerates expected B2B sales trends

Sales and Marketing Management

The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling. In the wake of COVID-19, 96% of B2B companies have shifted their sales model either partially or fully to remote selling. The next normal sales model. Signals from the survey indicate that B2B sales operations are at a digital inflection point. omnichannel selling, inside sales, tech-enabled selling, and e-commerce.

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How Data and Intelligence Are Going to Change the Sales Industry Forever


For sales teams, access to customer information is essential to do their job. Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. He is passionate about culture, sales and customer experience.

6 steps to get sales and marketing working on the same team


Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A loose analogy perhaps, for the age old battle that is sales versus marketing. Benefits of sales and marketing alignment. Shortener sales cycle. Aligning sales and marketing requires commitment from both. At what point does a lead become qualified to be passed onto sales? Sales roles.

James Picks Brains: Empathetic Leadership With James Bawden

John Barrows

James Bawden is one of the hot talents in the sales development world right now. He’s got a killer podcast, a great personal brand and has an interesting story of how he found his true passion in an inside sales job, after working in retail sales. It’s our pleasure to interview James on what his average day looks like and to find out how he has built and adapted his empathetic leadership style from scratch, as a first time manager in sales.

The Daily Briefing: May 15, 2020

They discussed the next evolution of inside sales, especially over the next eight weeks as we look towards reopening the economy. Like everyone else, inside sales has had to transition to remote work seemingly overnight. While it wasn’t entirely seamless, the inside sales structure was more equipped to adapt quickly. The inside sales role has been more used to this,” said Bob. Events have pivoted to virtual. Watch the Video.

Report: How To Dramatically Improve Your “Virtual” Sales Calls

Corporate Visions

It made me wonder if that jingle still ring true today when it comes to how inside sales reps—and increasingly outside ones—are spending more time connecting with prospects and customers remotely versus face-to-face. In a recent survey conducted with, we asked more than 300 inside and outside salespeople about their “virtual” sales conversations. Whether it’s inside or outside sales reps, one thing is clear: virtual sales calls are a big deal.

The 3 Mistakes Every Company Makes Building the Outbound Sales Model


Salesforce was one of the first out of the gate with an inside model. 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. You don’t run experiments, you pivot. Sales

4 Trends That Will Improve Your Sales Effectiveness in 2019

Women Sales Pros

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Trend 1 – Smart Hiring The typical churn year over year in a sales organization is 25%. Bad hires are the number one reason for the failure of sales organizations. It’s not your bad sales process. Secondly, have a formal sales onboarding process.

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Sales and Marketing Strategy for Today: How to Enable Smart ABM in Turbulent Times

Sales Hacker

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. Sales and marketing must banish silos and band together during this turbulent time. Due to the domino effects triggered by the virus, inbound marketing isn’t enough to maintain healthy lead generation and sales pipelines. This means that sales, marketing, and C-suite teams need to unite and develop an adaptive ABM strategy.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles. Marketing has also impacted the sales landscape.

B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right

Sales Hacker

I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Opportunistic side bets by signing up some commission-only sales agents.

What 3 Top SDR Leaders Are Doing Right Now

Lars Nilsson, Founder & CEO at SalesSource, has over 25 years of sales and operations experience in the technology sector. Prior to SalesSource, Lars was Vice President of Global Inside Sales for Cloudera, the company that transformed enterprise data management. Director of Global Sales Development to Sales Director (Enterprise) at Snowflake to gain even more closing experience. Hunter Hodges is currently a Sales Development Representative at

PODCAST 137: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi

Sales Hacker

Subscribe to the Sales Hacker Podcast. Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. Learn how modern sales teams win deals now at Sales Management Podcast

Just Get on the Rocket Ship with Tana McDermott {Hey Salespeople Podcast}


Tana McDermott is currently the Vice President of Revenue Operations at Workiva but has held almost every sales role imaginable. In this episode of Hey Salespeople , she dives into which sales methodologies have had the greatest impact on her career journey, the key competencies of high performing teams, and how stepping out of her comfort zone has changed her career path for the better. . Which methodology has the most impact: Challenger Sale or Force Management?

Selling in the Time of COVID-19: Pro Tips to Help You Hit Your Numbers


Check out these pro tips and best practices for SDRs all the way to sales leaders, broken out by role below. For Sales Managers . Valuable coaching opportunities aren’t limited to the sales floor. This is also a good way to identify trends among your team and create coaching playlists to replicate success across your entire sales organization. . SalesLoft Platform Testing Capabilities Can Help You Refine Your Sales Process .

5 Skills Every Sales Development Rep Needs to Master in 2018


And from where I stand -- as the manager of an inside sales team -- one thing is clear. To be successful next year and beyond, sales development reps need to think outside the box. Here at HubSpot, we've had some exciting product updates to the marketing & sales platforms as of January 2016. How can SDRs continue to add value to a sales process that’s increasingly run by automation -- especially in the prospecting stages? Sales Prospecting Recommended

The Top 29 Sales Blogs Every Sales Professional Should Read

Hubspot Sales

Best Sales Blogs: Sales Hacker. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. Sales Gravy. Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. Sales Benchmark Index. Inside Sales Experts Blog. Sales Source. The Sales Leader. The Center for Sales Strategy Blog. But the real question is: Can you afford not to read sales blogs?

13 Time Management Hacks for Sales Reps

Hubspot Sales

Time Management Skills for Sales Professionals. Be prepared to pivot. Here are a few examples: PandaDoc , which integrates with HubSpot, is a good tool for reps who send sales collateral and quotes. Be prepared to pivot. When I was in outside sales, I would organize my leads by location and always have the date of my last contact for each lead noted. This tactic also applies to inside sales. Sales Time Management

Chorus is the G2 Sales Coaching Momentum Leader

ranked as a leader in G2’s Conversation Intelligence and Sales Coaching quadrants in both Momentum and Customer Satisfaction! Even better, in the Sales Coaching quadrant, we earned the top spot, garnering a Momentum Grid score of 88. earned the top spot in G2’s Summer 2019 Momentum Grid Reports for Conversation Intelligence and Sales Coaching “by demonstrating high growth indicators and high user satisfaction over the last year.”

The Daily Briefing: May 6, 2020

They discussed the different paths to revenue, specifically, how companies are pivoting from Land and Expand playbooks to include more customer success selling. Before getting started, they discussed the impact of COVID-19 on inside sales teams. Acquisition to stabilization leads to a new frontier in sales: Customer selling Revenue teams are taking a hard look - planned or not - at their strategies. Trish’s two favorite words are “Pivot” and “Iterate”.

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The Daily Briefing: May 7, 2020

In today’s Daily Briefing, Jim Benton was joined by Tom Boccard , SVP Sales at GlobalData. About 90% of my team is inside sales.” Inside Sales has had to adapt quickly, and there have been surprises along the way. Messaging, angles, what challenges they are hearing in the market - these are all soft metrics that have increasingly become more essential as sales teams adapt. Are sales leaders joining more customer meetings? Where are you pivoting to?

PODCAST 133: How to Go From Startup to Pre-IPO: Unexpected Lessons From a 20-Year Sales Veteran with Jim Donovan

Sales Hacker

If you missed episode 132, check it out here: The Internal Game: Coaching Your Way to Success in Sales with John Mark Shaw. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Today on the show, we’ve got Jim Donovan, the vice president of global sales from PandaDoc.

Why 2021 Will Be The Year Of Guided Selling


Sales teams have always needed to be agile. To stay ahead of the curve, sales organizations have to adjust to address buyers’ needs and expectations. Years ago, this meant opening new avenues for sales and experimenting with different kinds of demonstrations.

4 Trends That Will Improve Your Sales Effectiveness in 2019


The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. The typical churn year over year in a sales organization is 25%. Bad hires are the number one reason for the failure of sales organizations. It’s not your bad sales process. Take your lead from high performing sales organizations: Have a clear role definition.

4 Ways Companies Are Shifting Their Selling Strategies in the Wake of COVID-19


As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. In this way, the company’s sales representatives may receive training no matter where they are while sales managers are able to assess team performance through quizzes, tests and surveys that help identify learning gaps and highlight potential team weaknesses.

How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

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. Sales leaders serve as the generals and field commanders. Sales are the infantry looking to capture valuable turf. Hiring for Your B2B Sales Team.

Sales Playbooks – Roadmaps to Victory


One of the Fox Sports broadcast crews which consisted of ex-players dissected a pivotal corner kick from the standpoint of the playbooks of both the offense and the defense. What about sales? How valuable is the time spent on a sales playbook? Sales playbooks are a great place to start. Consider what Aberdeen Research has to say about sales organizations that implement playbooks versus those that don’t: Sales cycles are 10% shorter.


Delicious Sales

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. Participate in Sales Pro Central.

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Let's take a look at what sales metrics are. Sales Key Performance Indicators (KPIs).

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How the Hell Do I Prospect Right Now? Part 2

Factor 8

My advice: keep it short, zero sales, and very human. You may not be taking sales calls, but if you’ll give me five minutes, I might be able to save you some money right now / make things easier right now. A quick pivot into exploring for sales opportunities starts to smell. Connecting with people is probably a big reason you got into sales in the first place. How are sales? If you pitch the sale, be prepared with an offer.

Cutting Through The Noise


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. . One sales leader is sitting on his private jet telling you how to make $10 million in a year. The second sales leader tells you that they’ve struggled. The mecca of sales content, LinkedIn has become increasingly popular not just as a networking site but as a place to create and consume content.