Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Improving remote engagement experiences with prospects and customers. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

SBI

JANUARY 21, 2020

NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . PETE: Once again, it’s a case of looking at your prospect’s experience as they approach your company. It’s a long process, but it pays dividends in streamlining that initial touch.

Sales Qualified Lead 112

Sales Qualified Lead Lead Qualification Follow-up Inside Sales 112

Janek Performance Group

JULY 11, 2023

However, many sales reps will complain that picking up the phone and prospecting are the worst parts of their job. Regardless of what side of the fence you are on, the bottom line is that the phone is still a valuable sales tool. Over the years, I’ve noticed a pattern among inside sales teams.

Cold Calling 62

Cold Calling Scale Hiring Strategy 62

ExecVision

APRIL 23, 2018

Depending on the day I am the prospector or the prospected, the hunter or the prey. Further exacerbating this problem, many of the booth jockeys and inside sales reps aren’t used to meeting people face-to-face, and then are left to man the table alone, without a mentor in sight. This isn’t the time for a hard sales pitch.

ROI 40

ROI Ideal Customer Profile Maximizer Closing 40

Bigtincan

MAY 16, 2017

This article originally appeared in Business2Community Sales teams are the lifeblood of business.

ROI 52

ROI Sales Enablement Inside Sales Influencer 52

SBI

MAY 7, 2014

Power Prospecting. Sales & Marketing Content. Sales Enablement. Value Selling & ROI. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Table of Contents What is inside sales training? Here are five reasons you should.

Inside Sales 78

Inside Sales Training Hiring Outsourcing Services 78

SBI

JANUARY 21, 2020

NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . PETE: Once again, it’s a case of looking at your prospect’s experience as they approach your company. It’s a long process, but it pays dividends in streamlining that initial touch.

Sales Qualified Lead 65

Sales Qualified Lead Lead Qualification Follow-up Inside Sales 65

Gong.io

JUNE 25, 2021

Here are the 30 most eye-popping, jaw-dropping, mind-melting sales stats we’ve ever uncovered. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails. Sharing ROI stats in cold emails is often shared as a “best practice.” Then back those claims with strong ROI.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Janek Performance Group

DECEMBER 5, 2023

In fact, their research suggests more than a fifth of a sales team’s current process can be automated. This includes increasing revenue three to 15 percent and ROI 10-20 percent. This includes answering questions, making recommendations, and guiding prospects through the sales funnel.

Trends 62

Trends Top of Funnel Social Media Lead Rank 62

Highspot

APRIL 10, 2020

With more time spent on high-value activities that yield results, Forrester found that sales leaders saw an average 20% lift in commercial results. ” This savings in time has allowed Apptio’s sales team to spend more time engaging in higher-value activities, such as networking and setting meetings.

Sales Enablement 98

Sales Enablement Case Study Report ROI 98

The Science and Art of Selling

JULY 7, 2014

With that set of unfavorable qualities, how does a sales person even know if the prospect is even engaged from the get-go and figure out where they are in the sales process? Salespeople send information to prospects in the form of spec sheets, PowerPoint presentations, RFP/RFI, proposal drafts, etc.

Collateral 59

Collateral Analytics Prospecting Proposal 59

DiscoverOrg Sales

JULY 27, 2017

Work in inside sales? Grab our free Ultimate Inside Sales Toolkit. Successful Sales Professionals have all the feels: Emotional Intelligence (EI). Emotional intelligence is the key that unlocks ultra-high sales performance. Calculate our ROI for your sales or marketing team.

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

Women Sales Pros

APRIL 19, 2019

And clarity regarding role, expectations and decision authority levels enable inside sales, outside sales, account management and enablement to work more collaboratively and communicate much more effectively. Use a sales-specific assessment tool to vet candidates based on role definition. Inside sales is an example.

Trends 129

Trends Hiring Ideal Customer Profile Churn 129

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Training 92

Training Lead Rank Hiring Course 92

Sales Hacker

JUNE 16, 2022

VP of Global Inside Sales at Tray.io. It’s about listening — mostly to customers, prospects, and partners — and managing what you measure. Your prospects may share that they’re pausing on projects or vendor meetings. Related webinar: How to Align Demand Gen and Inside Sales to Close More Deals.

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

The ROI Guy

MARCH 1, 2016

Economically Focused – today’s IT buyer is more frugal, with over 95% of technology purchase decisions now requiring a formal business case, with quantifiable ROI and fast payback (IDC). Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Women Sales Pros

MARCH 1, 2019

Total sales, either revenue or margin based on how you compensate sales reps Net new clients Current account revenue Sales growth Client retention Sales Activity Metrics Set these metrics based on daily, weekly and monthly performance based on the sales role. Of course, it’s not that easy!

Marketing Qualified Lead 101

Marketing Qualified Lead Sales Qualified Lead Lead Rank Cold Calling 101

Hubspot Sales

JUNE 8, 2021

Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel.

Hiring 104

Hiring Salary Top of Funnel Commission 104

The ROI Guy

MARCH 6, 2017

A great group of product marketers, value consultants and ROI practitioners gathered in Santa Clara last week for the first ever Business Value Summit – West. Recently I had the chance to work with Microsoft on a business value campaign and ROI tool for Window 10 Software Assurance and Enterprise.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

Pointclear

DECEMBER 20, 2011

Inside sales. B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Sales lead management. Sales management. Social media strategies and ROI. Angela DeFinis , Founder, DeFinis Communications Create Performance Combustion to Get the Sale. Database management.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

SBI Growth

AUGUST 15, 2012

Typically this is something like, 30 additional prospects X average deal size = lift of $X in sales. As Joe presents his findings and recommendations, questions begin to flow from the VP of Sales. He then performs ride-alongs with multiple sales representatives to observe the buyers in action.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Allego

JANUARY 24, 2019

The event should produce a handsome ROI and help you forge great business relationships. . Speakers Include : Rakhi Voria (Chief of Staff, Inside Sales, Microsoft), Keith Hartley (SVP Sales, Americas, ServiceMax), Cynthia Barnes (Founder, National Association of Women Sales Professionals), Shari Levitin (Owner and CEO, Shari Levitin Group).

Account Based Marketing 54

Account Based Marketing Face-to-face Conference Microsoft 54

SalesLoft

DECEMBER 1, 2021

We’re also contending with the attention economy, where it’s more difficult than ever to connect with a prospect as they get bombarded with tons of vendors and messages daily. Here are just a few examples of the obstacles sales reps must overcome just to make initial contact with a prospect: SPAM filters.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

Pipeliner

APRIL 1, 2019

And clarity regarding role, expectations and decision authority levels enable inside sales, outside sales, account management and enablement to work more collaboratively and communicate much more effectively. Use a sales-specific assessment tool to vet candidates based on role definition. Inside sales is an example.

Trends 75

Trends Hiring Churn Inside Sales 75

SBI

MAY 6, 2014

Power Prospecting. Sales & Marketing Content. Sales Enablement. Value Selling & ROI. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Territory & Account Planning.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

The ROI Guy

JANUARY 11, 2017

Consistently deliver – Implementing value communication and quantification, from marketing and inside sales, to channel, partner and account execs, to business consultants and value engineers.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

CloserIQ

OCTOBER 30, 2018

You can also get insights into how your sales team is using (or not using) content, if they’re nurturing leads, how quickly they’re following up with customer requests, what their daily behaviors are, and which channels they use most to communicate with prospects. Make sure the sales leader is right for the role.

Training 98

Training Top of Funnel Scale Sales Enablement 98

SBI

MAY 6, 2014

Power Prospecting. Sales & Marketing Content. Sales Enablement. Value Selling & ROI. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Territory & Account Planning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Power Prospecting. Sales & Marketing Content. Sales Enablement. Value Selling & ROI. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Territory & Account Planning. To schedule a free 30 minute consultation click here.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

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. The best place to start looking for new hires?

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

Gong.io

DECEMBER 9, 2019

Why is research on decision-making psychology critical to your sales messaging? What’s the difference between prospect and customer messaging? Most prospects either don’t recognize, or can’t articulate, the root challenges they struggle with on a daily basis. Prospect Message vs Customer Message. The Impact of Visuals.

Intent 106

Intent Revenue Call-back Data 106

SalesLoft

JANUARY 19, 2016

Just a few weeks ago, one of our Account Executives had a prospect ask a question about the price breakdown within the our platform’s integrated Sales Dialer. For just over three dollars a week, our reps were able to spend more than a decent amount of time on the phone with prospects using the Sales Dialer.

Cold Calling 52

Cold Calling Call-back Guarantee ROI 52

Chorus.ai

MAY 19, 2020

What isn’t part of our DNA is that our inside sales team now offers our 30-day boot camp onboarding completely remote. As deals come under more scrutiny, you need to be able to deploy a confident ROI. Extreme ROI, as Lars mentioned. “We As an organization, Smartsheet is no stranger to remote work.

Hiring 62

Hiring Infusion Face-to-face Scale 62

Hubspot Sales

JULY 31, 2018

What is the ROI of a CRM? CRM, or customer relationship management, is a strategy companies use to track customer relationships from pre- to post-sale. A CRM system is software that stores information on client and prospect interactions with employees. What is the ROI of a CRM? Get started below. What is CRM? What is CRM?

CRM 95

CRM System Hubspot Lead Rank 95

Tenfold

SEPTEMBER 19, 2017

Social selling expert, Neal Schaffer , has teamed up with Rutgers Business School Executive Education to create an eight week executive course dedicated to training organizations and professionals how to maximize social selling efforts and calculate ROI of those programs. The fifth module is on social media ROI.

Social Selling 89

Social Selling Social Media B2C ROI 89

Nutshell

AUGUST 16, 2018

You can also browse through some of our past articles on the subject: 5 Things You Should Do Before Every Sales Call. Inside Sales” That Will Double Your Close Rate. Your prospects aren’t interested in answering a hundred questions, especially when they know you could have found the answers on your own. Cold Calling 2.0:

Cold Calling 132

Cold Calling Sales Qualified Lead Ideal Customer Profile Decision Maker 132