Close.io

OCTOBER 9, 2019

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. ? Let’s get going.

Inside Sales 91

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91

The Digital Sales Institute

OCTOBER 16, 2018

What does the future hold for the inside sales jobs role for a salesperson and will its job description come to mean anything more than facilitating a customer’s purchase. What will the inside sales jobs role look like in three-to-five years? The inside sales role will evolve in line with technology.

Inside Sales 49

Inside Sales Lead Rank Sales Qualified Lead Lead Scoring 49

Score More Sales

MARCH 4, 2013

A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory. Follow up with them, and you’ll nurture relationships that turn into sales.

Inside Sales 182

Inside Sales Guidelines Territories Outbound 182

SBI Growth

AUGUST 24, 2012

How do you plan on selling your sales strategy recommendation to the CSO? Over the last month you, the Sales Operations leader, have been thick in the weeds identifying growth opportunities to support your upcoming sales strategy plan. Demonstrate changing territory penetration rates. Static charts.

Strategy 257

Strategy Google Analytics ROI Penetration 257

OutboundView

AUGUST 16, 2019

You’ll have sales leaders helping close deals. You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Inside sales and outside sales roles have very different responsibilities.

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. Sales reps have a hard time with this, but now is the perfect time to practice this skill. And finally, if you are a manager or company owner who has had to send your sales team to work from home, then now is the perfect time to give them access to my new on-demand inside sales training.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. For example, is it all direct sales? It depends.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

Sales Evangelist

SEPTEMBER 1, 2019

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?” For some companies, the sales development reps are focused on the inbounds.

Outside Sales 40

Outside Sales Inside Sales Government Inbound 40

Score More Sales

JUNE 30, 2014

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. Having clear definitions for your sales process matters a lot.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

SBI Growth

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? The rep’s territory potential starts to max out.

Hiring 310

Hiring Travel Territories Face-to-face 310

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? It’s all sales.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

SBI

MAY 7, 2014

Hope, afterall, is not a strategy. 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. Sales & Marketing Content. Sales Enablement. Marketing automation.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Score More Sales

NOVEMBER 26, 2014

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Score More Sales

JULY 22, 2014

Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. Keep Track of Your Buyers.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Score More Sales

SEPTEMBER 29, 2014

Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. Because of everything you do in your sales career, time is the one thing you cannot recoup. We’ll have more tips, ideas, and strategies to help you gain hours in the week – my promise.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

Score More Sales

DECEMBER 29, 2014

[Use the steps and your own terminology within your sales process to help your SDRs and BDRs enter clean, verified data.]. This is not so much a clean data issue but is so critical in moving your sales opportunities forward that it needs to be mentioned. Bad leads slow down your sales force. Expand Your Pipeline.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

A Sales Guy

DECEMBER 5, 2012

For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Unfortunately, for most sales organizations there is very little strategy and a whole lot of goals. Goals are not strategies. Grow the sales organization (hire more people). Reduce churn.

Strategy 116

Strategy Hiring Penetration Churn 116

SalesLoft

FEBRUARY 19, 2020

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. Speaker : Kevin Dorsey, VP of Inside Sales at PatientPop. Objections come with the territory when making cold calls. In the 10 years since this concept has become a standard in complex B2B sales.

Revenue 95

Revenue Scale Inside Sales Cold Calling 95

Trinity Perspectives

MARCH 22, 2018

I’m either exactly the right person, or completely the wrong person, to write an article about how to overcome stress in sales, given my experiences over the past 20 years in the B2B sales industry … I’ll let you be the judge. Sales doesn’t have to be terrifying: 5 strategies to reduce stress. So let’s dive in.

Strategy 62

Strategy B2B Face-to-face Quota 62

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Sales Hacker

JANUARY 14, 2019

This week on the Sales Hacker podcast , we talk to Amy Appleyard , the recently appointed SVP of Global Inside Sales at CarbonBlack. . Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Subscribe to the Sales Hacker Podcast.

Inside Sales 54

Inside Sales Lead Rank Lead Scoring Company 54

Score More Sales

APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. The same is true for companies in your geographic territory who fit one of your buyer profiles.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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. This round table should include a representative of every sales function that touches the customer: The top of funnel with SDRs. Account executives (your quarterbacks).

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

Score More Sales

FEBRUARY 11, 2015

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. 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.

How To 120

How To Territories Call-back Buyer 120

Score More Sales

MARCH 26, 2014

If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. The post Reaching Prospects appeared first on Score More Sales.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Hubspot Sales

OCTOBER 27, 2020

While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on. Here are the four primary selling styles that most sales reps fall into. Selling styles aren't set in stone.

Telemarketing 131

Telemarketing Engineering Top of Funnel Territories 131

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. They are savvy and cynical about sales techniques.

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Score More Sales

APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. The same is true for companies in your geographic territory who fit one of your buyer profiles.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Score More Sales

JULY 7, 2014

Stop being haphazard about sales. Selling is a profession, and it is an admirable profession that deserves your mindful and thoughtful approach to growing your territory. Your buyers deserve nothing but the best from you – this differentiates you as a professional rather than a “sales guy” or “sales gal”.

Prospecting 222

Prospecting Education Territories B2B 222

Score More Sales

MAY 26, 2014

Both of these individuals have been doing the same old prospecting strategies for a number of years and both really would rather not change. By not bouncing back and forth and back and forth between calls, your CRM, notes, and LinkedIn, you can be 20-50% more productive, which is critical in your sales role. Change is scary.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

The Brooks Group

JUNE 3, 2020

It’s a buyers’ market right now – and talented sales professionals are among the available resources looking to prove their value to you. For companies who have the resources to do so, or are bullish on their future, now is the ideal time to upgrade your sales talent in a bid to refortify for the “next normal.” .

Hiring 52

Hiring Face-to-face Territories Churn 52

Sales Training Connection

MAY 12, 2014

Increasing sales productivity. Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . They change compensation systems and territorial designs. However, the striking difference is they have “30% more sales staff in support roles.”.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Mindtickle

JANUARY 31, 2018

In this 25 minute podcast Steve explains: What makes a great sales team. How sales enablement needs differ within sales teams and how technology can help address this. How Kaizen can be applied to sales teams to improve their productivity. Steve began his career in software sales and has worked for IBM, HP, and Google.

Hiring 52

Hiring Sales Enablement Territories Inside Sales 52