Cience

JULY 17, 2020

As sales processes become increasingly complicated, more companies are opting for outbound managed services. Despite the growing interest in outbound managed services, many companies still experience difficulties in choosing a competent provider. Why does my company need outbound managed services? You can download it here.

Outsourcing Services 52

Outsourcing Services Outbound Lead Gen Lead Rank 52

Sales Evangelist

JUNE 7, 2019

We're talking about key metrics this month, and today Shawn Finder talks about the key metrics to track in your outbound strategy that will help you be successful. Cold calling Shawn divides outbound into three different categories: cold-calling, emailing, and database because your database is the engine that keeps that car moving.

Outbound 69

Outbound Strategy Top of Funnel Cold Calling 69

SalesHandy

SEPTEMBER 3, 2020

So to keep you productive high throughout the year, we have curated the latest and credible sales statistics from different research reports, analytical articles, and case studies of top-notch industries that can help you in building the best data-driven sales strategies for your business. Outbound sales statistics.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Tips for adoption of social selling training. The four pillars of this training are: Harnessing the power of social networks effectively. Let’s embark on a journey towards social selling mastery!

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

DiscoverOrg Sales

NOVEMBER 9, 2016

Our sixth module, Persistence, asks inside sales teams to compare their outbound sequence with ones proven to get results. We know that some sales teams fall short regarding outbound communication. Yet, studies show that most sales conversations only get started after repeated attempts to contact one or more decision makers.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Janek Performance Group

JANUARY 19, 2022

Managers should train on opportunities that are still open and fresh. If they start closing more deals after training, you are doing something right. But what about all those lost opportunities? When training on callbacks, consider focusing on leads from the previous week that resulted in voicemails.

Motivation 117

Motivation Sales Coaching Coaching Call-back 117

Score More Sales

NOVEMBER 22, 2013

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here. Also of interest: IBM State of Marketing Study 2013.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Score More Sales

APRIL 29, 2013

Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Finally, it is about the system and process that you go about moving sales opportunities forward in your follow-up that helps you win. Increase Opportunities.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Pointclear

JULY 16, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. There is an active debate about the quality difference between leads from inbound versus outbound marketing. Why wait for qualified leads to come to you?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Score More Sales

JANUARY 13, 2014

If you consider yourself a sponge in the first year at your new position, you will have the opportunity to learn much more than someone who come in or transfers over thinking they know it all. We see this in training sessions quite often – people come in with their arms crossed tight. Study the components of salespersonship.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

Hubspot Sales

DECEMBER 12, 2023

While these changes seem daunting at first, they also signal new opportunities to innovate, grow, and adapt. The new way of selling is through putting out sales assets like case studies and trainings. The more touch points you make, the more opportunities you have to attract leads and establish trust. Let's dive in.

Lead Rank 103

Lead Rank Lead Scoring Sales Qualified Lead Scale 103

Score More Sales

JULY 23, 2013

For starters: How do you get trained in your company – in a methodical way, or as you fly by the seat of your pants? Training with reinforcement, such as follow-up coaching, yields more revenue to your company in the form of better trained sellers, more client retention, and longer employee tenure. Increase Opportunities.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. Put another way, your outbound marketing strategy success hinges on the quality of the leads generated. Read the case study. Don’t make the same mistakes others have made before.

Ideal Customer Profile 105

Ideal Customer Profile Outsourcing Services Sales Qualified Lead B2B 105

Score More Sales

MAY 28, 2013

Host Jay Baer was a breath of fresh air – he studied the event ahead of time and always had thoughtful and helpful questions in addition to some fun and even funny comments at times. Marketing Study Update. Procurement Study. It was fascinating to hear about the new procurement study benchmarking top Chief Procurement Officers.

Company 208

Company Film Study Lead Rank 208

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. How do your sales reps track sales opportunities? This is a big opportunity to fix in 2013 and there has never been a better time with more resources at a lower cost than now.

CRM 238

CRM Outbound Tools Study 238

Sales 2.0

MARCH 15, 2023

Email will probably become totally oversaturated with AI-generated/enhanced campaigns, this will likely make the telephone even more important than it is today in outbound campaigns. This “raising of the bar” in getting through to prospects will actually present an opportunity to the best salespeople.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Score More Sales

SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. Do customer-facing reps take actions that help ease a sales or up-sell opportunity? Increase Opportunities. This means that 84% of the time, expectations were often not met, and were not exceeded. Just Make it Simple for Me and Keep Me as a Customer!

Retention 254

Retention Company Customer Lead Rank 254

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. Furthermore, the playbook aligns sales activities with broader business goals.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Sales Hacker

JANUARY 15, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, outbound sales coach & consultant Jason Bay shares a messaging framework for increasing response rates, setting more meetings, and closing more deals. What to avoid: We run a training/consulting company with less than 10 employees.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Score More Sales

MAY 30, 2013

IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 The study identified five areas marketers need to be thinking about: Understanding and engaging with customers. Increase Opportunities. Financially it pays off for companies to do this. times Gross Profit growth and 2.4

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Customer Centric Selling

DECEMBER 3, 2013

Sales Training Article: Business Development Efforts - Process or Random Activities? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Making outbound contact isn''t easy, but allows sellers to: Select companies meeting criteria that make them more likely to be viable prospects.

Training 59

Training Collateral Face-to-face Inbound 59

Score More Sales

DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. Increase Opportunities. Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Expand Your Pipeline.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Highspot

JANUARY 22, 2024

Faster Time-to-Market Accelerates the product’s entry into the market, capitalizing on timely opportunities. SWOT Analysis: Conduct a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) to assess internal and external factors influencing your GTM strategy. Analyze competitor strategies and market gaps.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

Faster Time-to-Market Accelerates the product’s entry into the market, capitalizing on timely opportunities. SWOT Analysis: Conduct a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) to assess internal and external factors influencing your GTM strategy. Analyze competitor strategies and market gaps.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Score More Sales

APRIL 22, 2013

” Now consider that according to a Gallup study, 71% of workers are either “not-engaged” or “actively disengaged” with their work. Deliberate practice, as talked about by Julliard-trained violinist (now sports psychologist) Noa Kugeyama is intentional and purposeful. This Webinar Might Help: .

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

DiscoverOrg Sales

MARCH 3, 2017

Without new appointments and opportunities feeding the sales engine, the growth machine quickly grinds to a halt. They were also 4X as likely to have an SDR team that was generating a healthy mix (34-66%) of SDR appointments from outbound prospecting. This may include, but is not limited to the following: Weekly training sessions.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

Score More Sales

SEPTEMBER 6, 2012

Mid-market organizations, somewhat resistant or reluctant to further explore social selling have a huge opportunity ahead of them. You can read about IBM’s recent CMO study written about this year. We are seeing this happen in smaller B2B companies as a great business equalizer.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. How could you not lose extremely valuable information about potential sales opportunities this way?

CRM 235

CRM Guidelines Data Compensation 235

Sales Hacker

APRIL 20, 2020

At Leadfeeder, for example, our customers are on the frontlines of B2B sales and are often engaged in outbound sales and social selling. To help them adapt, we’re delivering free webinars and virtual outbound sales training to sales teams during the COVID-19 lockdown. Curate Social Proof to Counter Defensive Spending.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Highspot

OCTOBER 13, 2020

Content marketing assets can be distributed via outbound efforts, like sales prospecting, or via inbound channels, like your company website. With a dedicated content marketing strategy, businesses are able to empower both their outbound lead generation efforts with compelling assets that help move a buyer towards purchase. Datasheets.

Top of Funnel 96

Top of Funnel Sales Enablement Marketing eBook 96

Hubspot Sales

APRIL 19, 2018

There's an everlasting debate - to outsource or not to outsource outbound. As a HubSpot Sales partner, our outbound lead generation company has operated in this sector for over three years, and we think that sales development outsourcing isn't a one-size-fits-all equation. Both opinions have dedicated supporters. Innovation.

Outsourcing Services 93

Outsourcing Services Sales Outsourcing Lead Rank Hiring 93

Hubspot Sales

JANUARY 13, 2021

Early in my career, the hands-on training I received from my mentors taught me more than any other experience. In fact, studies show that mentorship programs lead to increased salaries, quicker time to promotion, and higher retention rates. Great training sets the relationship off right. But what's in it for the mentor?

Face-to-face 101

Face-to-face Hiring Benefit Salary 101

Score More Sales

MAY 10, 2013

Ongoing use is a big issue in the SaaS marketplace – studies show that people who do not engage with their software-as-a-service don’t renew it. I also recommend people visit LinkedIn Training and Support Resources for videos and webinars specific to sellers. Increase Opportunities. Expand Your Pipeline.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Hubspot Sales

APRIL 27, 2023

With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. This booming sector can offer sales professionals huge growth opportunities, financially and professionally. And the opportunity to play an active role in the global adoption of technology without having to write a line of code.

Hiring 107

Hiring Salary How To Ideal Customer Profile 107

Customer Centric Selling

AUGUST 27, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. After analyzing 15,000,000 dials and 770,000 conversations last year, a Miller Heiman Research Institute study concluded 8.5% Making the challenge even more daunting is the AMA study that found it takes an average of 7.2

Cold Calling 91

Cold Calling Prospecting Collateral Study 91

Emissary

NOVEMBER 4, 2021

You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies. Commercial executives in professional services firms spend money to spur market growth opportunities. The output is fully new web pages, new collateral, and vertical case studies.

Marketing 52

Marketing Strategy Collateral Case Study 52

Sales Hacker

SEPTEMBER 23, 2021

It’s an incredible opportunity to scale your business, but one that you need the right strategy to execute on properly. Channel partnerships are a major opportunity to build your brand, expand your customer advocates, and scale your revenue. All you have to do is supply them with the goods. Why use channel partnerships? Never before.

Channels 101

Channels Scale How To Commission 101