The What, How, and Why of Effective B2B Inside Sales

Hubspot Sales

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. B2B Inside Sales. B2B inside sales reps generally operate remotely. Inside Sales

How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person.

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Inside sales – 3 research findings for improving B2B performance

Sales Training Connection

Inside sales. Recently we published a blog on the emerging importance of inside sales in the B2B market. We came across an interesting research study by Software Advice that examined the performance of their inside sales team – analyzing data collected from over 6,000,000 visitors to their web site. As Derek Singleton of Software Advice noted, “Of course, it’s also important to understand that not every buyer deserves a call right away.

How To Become An Agile Inside Sales Rep

InsideSales.com

A great inside sales representative can deliver many wins for a sales team. What Is Inside Sales? What Are Agile Inside Sales Professionals? The Importance of Having Agile Inside Sales Reps. How to Become Successful Agile Inside Sales Reps. The Defining Trait of an Agile Inside Sales Representative . 3 Habits That Can Help Inside Sales Representatives Develop These Skills and Behaviors.

4 Ways to Achieve Better Personalization with Inside Sales: How a Data-Driven Approach Will Help Your Reps Work Smarter. @TechTarget

Smart Selling Tools

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments. Only half of his team made fewer calls – even with a lower quota.

Inside sales job descriptions you can steal in 2020

Close

In this post, we’re sharing three inside sales job descriptions that you can steal and personalize for your business in order to attract the right sales talent in 2020! Job description template: junior inside sales professional. ? Job description template: inside sales leader. ? Job description template: director of inside sales. Inside sales job description template: junior inside sales professional.

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.

Stop Asking About Past Quota Attainment in Sales Interviews

Sales Hacker

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota.

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Is This an Example of Succeeding or Failing at Inside Sales?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. The salesperson was from Oracle and wanted to know if I was aware of and had seen their CRM software demonstrated. His response was that he was from inside sales.

Remote Sales: Tips to Sell (Better) & Make Quota From Home

Sales Hacker

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Selling software is a highly collaborative process.

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12 inside sales skills you need to master to be a top-performing rep

Close

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

5 Tips to a Clean, Profitable Sales Pipeline for Inside Sales Managers

Sales Hacker

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Based on how your buyer journey looks, example, Awareness, Interest, Decision, and Action, your sales pipeline stages may also vary. Ensure your reps take ownership for their individual sales pipelines.

How to Build a Successful Remote Inside Sales Team in 10 Steps

ExecVision

Remote teams are nothing new in the sales world–field reps have been closing deals outside of the office since practically the beginning of time. Working remotely is however, a newer development in inside sales. Here are ten steps for building a remote inside sales team that smashes quota and remains engaged: 1. It doesn’t matter how good your sales training program is, your team is going to forget most of it.

How To Inspire & Motivate Your Inside Sales Team

ExecVision

There is no question-sales is not for the faint of heart. The idea of inside sales motivation is a bit of an oxymoron. As an inside sales leader, part of your job is creating an environment conducive to success for individual reps and teams alike. This is easier said than done given that traditional motivation techniques don’t really work–especially with millennial inside sales reps. Think about the DNA of your top inside sales reps.

TSE 1172: Should I Start Off With Inside Sales or Outside Sales?

Sales Evangelist

Should I Start Off With Inside Sales or Outside Sales? Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” Inside sales vs outside sales Every company is different, however, inside roles typically have the SDR (sales development rep) or the BDR (business development rep). When you’re in inside sales , your job isn’t to close deals.

12 inside sales skills you need to master to be a top-performing rep

Close

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

GUEST: Sales Secrets of a Software Entrepreneur- Brandon Bornancin

Smart Calling

Brandon Bornancin is a serial salesperson, entrepreneur, speaker, author and strategist who is obsessed with helping people maximize their sales, income and potential. As Founder and CEO of Seamless.ai, Brandon develops sales technologies and strategies to help companies crush sales quota’s at thousands of companies spanning Google, eBay, IBM, HP, Amazon and hundreds of others. The Art of Sales" Podcast Inside Sales Sales Recommendations (presentations) Sales Tips

A Career in Inside Sales – Survey Says Yes

Score More Sales

Just a few years back, we were unsure how many sellers there are out there, let alone inside sales professionals. Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data. The report was done in partnership with The Bridge Group, Inc, Kraig Kleeman, Software Advice, and Zoominfo, It covers several interesting topics. Inside Sales Structure.

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The 13 Least Known Sales Technologies

Velocify

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? In fact, given a list of current sales technologies, high-growth companies were more familiar with 95% of the categories listed than flat or declining revenue companies, which on average, were 56% more likely to be unfamiliar with each technology. Percentage of participants who were unfamiliar with each type of sales technology.

The Complete Guide to SaaS Sales

Nutshell

Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices. Skip ahead: What Is SaaS Sales? Stages in a SaaS Sales Process.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. And a lot more… The Goal of this Guide is to Enable Modern Sales Leadership. There are hundreds if not thousands of sales software applications to pick from. Sales Enablement.

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Which Type of Sales Job Is Right for You?

Hubspot Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job. Before you can analyze a sales job, you need to know what to look for. Industry and career path: Are you interested in working for Software-as-a-Service (SaaS) companies? Sales Engineer.

11 Insanely Effective SaaS Sales Secrets Right From The Salesforce Playbook

InsideSales.com

What’s the secret to succeeding in SaaS sales? In this article: Jim Steele’s Strategies to Improve Sales Teams for Better Results. Treat the Sales Process Like a Relationship, Not a Transaction. If the SaaS Sales Process Feels Too Long, Don’t Worry. Bonus SaaS Sales Tips: Improve Customer Interactions with the LVI Process. SaaS Sales Techniques to Improve Your Revenue. Jim Steele’s Strategies to Improve Sales Teams for Better Results.

How to Get 6 Promotions in 2 Years: BDR Model for In-Role Progression

ExecVision

For more than 10 years, I have managed inside sales teams of all kinds. In that time, I’ve had the unique privilege of managing hundreds of aspiring sales people. They wanted to grow in the organization and be in field sales, alliances, ops or enablement. When I joined Seal Software, I shared these experiences with my boss and proposed a progression path for the Business Development Reps that would get us out in front of this issue.

Skills for SDR Career Success

DialSource

The role of the Sales Development Representative continues to transform rapidly as technology advances, yet rather than making the SDR obsolete, advances have made the SDR’s role even more valuable over time. How do you balance the quality of service with quantity as you try to meet regular quotas? There are a million different kinds of calendar software and reminders you can set if that is what it takes for you to stick to a schedule. Inside Sales

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

How badly do you want your team to blow away their quota? You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Sales & Marketing Content. Sales Enablement.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

How badly do you want your team to blow away their quota? You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Sales & Marketing Content. Sales Enablement.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

How badly do you want your team to blow away their quota? You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Sales & Marketing Content. Sales Enablement.

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.

Coming Next – The Almost Indecent Haste to Get Inside

Jonathan Farrington

As 2011 meandered to an uneventful close with no sign of a significant upturn in global economic conditions, we reflected on a year of flat-line results during which 54% of front-line sales professionals missed quota (Source: Chally) Amidst all this depressing analysis of data, I was asked to predict out into 2012, and a small part of what I said was this …. Today’s breed of inside sales professional is bright, qualified, and well rewarded.

12 Sales Metrics that Matter Most-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today. million and software was $3.2

How to Build a B2B Sales Team Structure

Zoominfo

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. But what does the structure of a B2B sales organization look like as we enter the next decade?

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The Next Big Prediction in B2B Sales

Sales Benchmark Index

Mike Drapeau is famous for looking into the dusty corners of sales productivity. Sales leaders hire Mike to fix revenue shortfalls before they happen. For example, Sales VPs at HP, Phillips 66, and Dow Jones have relied on Mike’s advice to make their quotas. He wrote the book on sales benchmarking before most had heard the term. In his December sales benchmarking report, Drapeau delivers the most optimistic commentary we have ever seen.

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The State of Field Sales in 2020 (Plus Outside Sales Statistics)

Sales Hacker

Today, companies of all shapes and sizes still lack the technology needed to support their outside sales teams effectively. This survey gathered responses from over 250 B2B outside sales leaders and professionals across SMB, Mid-Market, and Enterprise level corporations. Sales leaders.

22 Things We Learned About the Sales Industry in 2017

Hubspot Sales

Every year at InsideSales.com Labs, we dig through thousands of data points to identify how the world of sales has changed. Sales Org Structures Are Changing. Sales organizations are restructuring themselves to reflect the growing trend of buyers doing their own research before connecting with sellers. Our research showed the ideal sales organization structure includes an equal mix of inside sales representatives and outside sales professionals (50/50).

Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception. Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders.

The Rush to Get Inside

Pointclear

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. He is the Senior Partner at Jonathan Farrington & Associates , Chairman of The JF Corporation and CEO of Top Sales Associates , based in London & Paris. Inside sales is now a career, not a mere stepping stone.

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Stay Relevant During an Industry Shift

Sales Benchmark Index

One area CEOs can focus on during this period of change is the sales and marketing functions. Modernizing Sales and Marketing during an Industry Shift. The challenge many B2B sales and marketers face, however, is how to transition the legacy team to the new industry. For example, if you are in the print media business migrating to digital media you might need a different breed of sales person. Field an A player sales and marketing team with Talent Assessments.

To Manage Sales You Must Manage Sales Leads

Pointclear

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Lead nurturing and initial qualification calls to prospects may lie with marketing automation or inside sales qualification specialists (unless it is outsourced).

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3 Big Challenges for the CSO in 2013

Sales Benchmark Index

5 years ago, the two black boxes of reliable data were Sales and Marketing. Armed with Marketing Automation Software, CMOs are tracing new customers back to their campaigns. However, it leaves sales as the sole department with spotty metrics. These are "inward out" metrics that only Sales leaders care about. Download this Sales Metrics that Matter Tool and go into the office armed with data they want. Remember how unsure you felt at the beginning of 2012?

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