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. He started just one year ago.

Inside Sales 182

Inside Sales Guidelines Territories Outbound 182

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. 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. “We’re just not doing anything until this virus situation is settled…”.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

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 outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Let’s take a look at the two: inside sales vs outside sales, and see how they square up. . Inside Sales.

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

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. The VP of Sales is intrigued and digs into the analysis.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

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?” An inside sales rep who’s also doing outbound tasks has a lot of work.

Outside Sales 40

Outside Sales Inside Sales Government Inbound 40

SBI Growth

MAY 15, 2013

Hanna has two candidates to help Sales decide between: Iris and Eddie. Iris is a Rams'' top-producing 12-year Sales Rep with consistent promotion. She currently works in a peer territory - not in the one needing an SM. In the scenario, Rams Sales Reps are highly competitive and tenured. Technology and Data Use.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

Score More Sales

JUNE 30, 2014

Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SalesLoft

FEBRUARY 19, 2020

Speaker : Kevin Dorsey, VP of Inside Sales at PatientPop. Objections come with the territory when making cold calls. Attend to hear Kevin Dorsey, VP of Inside Sales at PatientPop, share how to handle objections and bounce back from rejection. . But how do you set a “Challenger” go-to-market strategy in motion?

Revenue 95

Revenue Scale Inside Sales Cold Calling 95

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. Sales & Marketing Content. Sales Enablement. Territory & Account Planning. How badly do you want your team to blow away their quota? Pretty badly right? Mobile Selling.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

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. Establish new sales processess and procedures (Tighten the ship).

Strategy 116

Strategy Hiring Penetration Churn 116

SBI Growth

OCTOBER 25, 2012

The rep’s territory potential starts to max out. As a Sales VP, you need to understand how to get back more time. Travel - Redesigned sales territories to reduce travel time. Related compactness of a territory to available warehouse space (They sold industrial cleaning supplies).The

Hiring 310

Hiring Travel Territories Face-to-face 310

Hubspot Sales

SEPTEMBER 16, 2020

Account plans help guide your account management strategy by answering questions such as: What are your company’s goals for the relationship? This usually entails a debriefing period where sales reps prepare account managers to take over the account, providing the insight they gained while making the sale. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

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. You will only get this level of scrutiny if you get more than one person’s eyes on a territory or vertical.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

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?”. Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path.

Compensation 325

Compensation Social Media Incentives Incentive 325

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

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. Look Socially. Increase Opportunities. Expand Your Pipeline.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Trinity Perspectives

MARCH 22, 2018

This article is for you and more than anything, I hope one or two of the strategies I share will help alleviate your stress levels or release the pressure valve just a little bit. Sales doesn’t have to be terrifying: 5 strategies to reduce stress. Stressor: Sales targets, quotas, KPIs. Strategy: Invest in brand ‘you’.

Strategy 62

Strategy B2B Face-to-face Quota 62

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

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Score More Sales

JULY 22, 2014

If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Score More Sales

SEPTEMBER 29, 2014

Time you spent in the office with your colleagues talking about the problem with your territory, your CRM system, your personal issues. We’ll have more tips, ideas, and strategies to help you gain hours in the week – my promise. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Score More Sales

DECEMBER 29, 2014

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. If you can reward your reps for clean, updated territory lists, that can go a long way. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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

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. Adopt smart strategies for productive team meetings.

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Sales Hacker

AUGUST 7, 2020

General Manager, Worldwide Partner Sales. Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Head of Strategy, People & Change. VP of Sales. Vice President, NA Inside Sales. Regional VP Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Hubspot Sales

OCTOBER 27, 2020

Still, they can offer some interesting perspective on what you do well and the strategies you can implement to take your sales efforts to the next level. They’re more comfortable working in inside sales than others on this list, and they can often be found in retail sales or inbound telemarketing.

Telemarketing 131

Telemarketing Engineering Top of Funnel Territories 131

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. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Change is scary. Increase Opportunities. Expand Your Pipeline. Close More Deals.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

Score More Sales

APRIL 30, 2014

The same is true for companies in your geographic territory who fit one of your buyer profiles. There are numerous strategies on how to do this – we’ll post some of them shortly. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Score More Sales

FEBRUARY 11, 2015

It certainly lowers the quality of the work environment for those around you who ARE happily building their territories. Forget that excuse you’ve been hanging on to about your territory or that deal you lost (you never had) or that manager who doesn’t “get” you. Don’t be a downer to them. Embrace your role – or move on.

How To 120

How To Territories Call-back Buyer 120

Crunchbase

FEBRUARY 9, 2021

How often do we start analyzing sales and end up in the wrong financial or market territory? For most companies, sales is a 360º discipline, but you have to pick your battles and understand what and where you can make an impact. Remember, you have to connect your strategy and goals to the team executing on them for you.

Data 98

Data Forecasting Ideal Customer Profile ACT 98

A Sales Guy

JUNE 21, 2012

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. establish new territories. create a sales operations function. establish and inside sales team. build an outside sales team. develop a channel strategy. do anything.

Hiring 118

Hiring Commission Inside Sales Incentives 118

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. A terrific strategy for driving product line growth. Enter the realm of account management/territory. But for a moment, I managed to contain myself.

Territories 48

Territories Segment Inside Sales Pipeline 48

The Brooks Group

JUNE 3, 2020

Now, with so much sales activity shifted to a hybrid, or virtual, model, the factors for success might be vastly different – necessitating someone who has more translatable skills from a distance. Of course, determining that change is needed, and making that change, are distinct concepts.

Hiring 52

Hiring Face-to-face Territories Churn 52