10 Must-Have Inside Sales Technologies

Hubspot Sales

Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Not to mention, just because the tools and tech you have in place for your outside sales team work well for their needs, doesn't necessarily mean they'll be an ideal fit for your inside sales reps, too. The good news is there are a plethora of inside sales technologies in existence today. Sales Automation Tools. Prospecting Tools.

You Are the Ultimate Sales Technology!

The Sales Hunter

But one thing never changes: People do business with people, not with technology.” How People, Not Technology, Seal the Deal. ” She also wrote a great sales book called “No More Cold Calling.” ” I’m a bit a junkie for sales books and sales techniques, and Joanne’s new book does not disappoint. It certainly is timely as well, seeing how we have a growing appetite for technology, sometimes to our detriment.

“The Boom In Sales Technology”

Partners in Excellence

I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” ” Dreamforce is over, we all have visions of our technology based futures dancing in our heads. We see the MarTech and other charts, with 1000’s of suppliers, in unimaginable niches, giving us the most essential sales and marketing technologies, guaranteed to drive performance and customer engagement.

How Sales Technology Can Strengthen the Human Touch in Selling

The Center for Sales Strategy

We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting. We may have lost a few tools from our sales toolbox, but we’re going to replace them with new ones that we can use to build relationships and advance the sale. sales process sales enablementFrom being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed.

The 13 Least Known Sales Technologies


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.

How Sales Technology Impacts Recruiting and Retention


Adopting new sales technology is a big deal. Whether you’re looking to switch from non-VoIP to VoIP phone systems , get the latest sales engagement software, purchase or enrich a lead database, invest in LinkedIn Sales Navigator, or otherwise, you’re making a major commitment. The business case for adopting these systems often overlooks a very important component – the positive impact on sales team recruiting, onboarding, and retention.

You Are the Ultimate Sales Technology

No More Cold Calling

Technology is fantastic, but it will never replace a great salesperson. You are the ultimate sales technology! As a buyer, I don’t care how your technology works until I know what it can do for my business. The same is true for your prospects and clients. Over the last 30 years, I’ve seen technologies come and go. What you don’t do is rely on it to make a sale. The next time you connect with a prospect , really connect.

How to Stop Fighting the Monster of Sales Technology Complexity

Smart Selling Tools

How to Stop Fighting the Monster of Sales Technology Complexity. The ocean is sales complexity, and the Hydra is the technology forced upon salespeople. Sales complexity has grown exponentially in the past ten to fifteen years, and so has the technology designed to tame it. From the old days of Rolodex and Yellow Pages, there are now tools and apps for everything from prospecting to call recording to tracking activities and developing org charts.

Focus Your Prospecting Purpose

The Pipeline

Many things have changed in sales, technology, means of evaluating, informed yet frustrated buyers, but some things have not changed in the least. By ‘appointment”, I mean that a prospect has clearly committed time and attention to listening to you, your reason for wanting to speak; giving you the opportunity to move a qualified opportunity to the next step, in most cases, Discovery. Remember, they pay commissions for sales, not relationships. By Tibor Shanto.

Is Sales Technology Helping or Hindering Sales Performance? Sales Futurists Podcast

Keith Rosen

Over the past few years, we have witnessed huge investment in new sales technology solutions and sales process tools. However, that investment does not guarantee an appropriate return in terms of increased and improved sales performance. And yet, spend on sales technology solutions is predicted to be worth $50Bn in 2020 – will it be money well spent?

The 2018 Sales Technology Landscape: Discover 800+ Players Ruling the Topology

Sales Hacker

A lot has happened in the s ales tech space since I introduced my first sales tech landscape last summer. Both sales and sales operations are sharing an increased frustration with the number of applications they have in their stack. I would like to discuss three other trends: 1) Sales Intelligence. 2) Sales Engagement. 3) Sales Analytics. Turmoil in the Sales Intelligence Space. Preening the Sales Intelligence Layer.

The 3 fastest ways to fail with a new sales technology


I wasn’t always a sales technology geek, but after working at InsideSales.com (now XANT) and later starting my own outsourced sales company, I learned to love the efficiencies of a great tech stack. Sales technology is enabling the acquisition of new customers and it’s time to jump on board. If, during the evaluation process, sales leaders fail to get user buy-in, they’ll inevitably face the adoption problem. Let the technology dictate the process.

How to Become a Sense Maker to Your Prospects and Buyers

Selling Power

Complex sales cycles mean salespeople must become sense makers for buyers. Sales Success Sales TechnologyHere’s how.

“Videoify” My Sales Pitch: 1-to-1 Video Prospecting Ideas Worth Stealing

Sales Hacker

Personalized video is one of the hottest trends in sales prospecting. We’re asking two groups of video-selling experts to bring their most creative ideas as they face off live to “videoify” real sales pitches submitted to us by real reps (maybe even YOU!). The post “Videoify” My Sales Pitch: 1-to-1 Video Prospecting Ideas Worth Stealing appeared first on Sales Hacker. Partner Platinum Sales Pitch Sales Prospecting Sales Technology Vidyard Webinars

Prospecting in a Post-GDPR World

Sales Hacker

As of a year ago, 57% of surveyed marketing and sales reps were not aware of GDPR or how it would impact them, and only 29% of organizations label their approach to data protection and organization as “mature.”. Do you collect and use the data of individuals in order to prospect? The customer experience – from prospect to lead to customer to advocate – is set to become the key differentiator in the very near future. Here’s how to best prospect in a post-GDPR world. .

Five Sales Operations Best Practices that Drive High Performance

Miller Heiman Group

The latest Sales Operations & Technology Study from Miller Heiman Group found that roughly two-thirds of sales organizations have a dedicated sales operations team, indicating that this function continues to mature and play an increasingly integral role in a company’s sales success. Nearly 10% of companies who participated in the study indicate that they plan to add formal sales operations in the next year. Proactively Set Sales Operations Goals.

New Study: Finding the Growth Potential for Sales Operations and Technology

Miller Heiman Group

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. Sales operations is a long-standing function in most industries, with two-thirds of organizations having a dedicated team,” said Miller Heiman Group’s Seleste Lunsford. The Broad and Diverse Focus of Sales Operations.

How to Increase Sellers' Productivity with AI

Selling Power

One of the ways artificial intelligence (AI) solutions are reshaping the sales industry is with tools that can boost sellers’ productivity and give them more time with prospects. Sales Technology

Real estate marketing: Using tech to build your brand (with Maryann Palazzolo)


Real estate marketing is all about building your personal brand and creating an environment where your prospects feel comfortable reaching out to you, or “converting,” as they say in the biz. Marketing is the process of converting unaware prospects into fans, and eventually into buyers.

Four Opportunities to Use Artificial Intelligence to Master Sales Success

Miller Heiman Group

For the past few years, when the sales industry discusses sales technology trends, artificial intelligence (AI) rises to the top, although it has yet to take a foothold in the industry. The 2 nd Annual Sales Operations and Technology Study from Miller Heiman Group found that just more than 5% of sales organizations deploy AI in their sales technology stack, and the majority—66.2% of sales organizations—have not used the technology at all.

Pick Up the Damn Phone and Have Sales Conversations

No More Cold Calling

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations.

Six Common Mistakes Salespeople Make When Using Videoconference Technology

Sandler Training

Take a look at this list of common mistakes salespeople make while conducting meetings with prospects in platforms where video is an option. The post Six Common Mistakes Salespeople Make When Using Videoconference Technology appeared first on Sandler Training. Blog Posts Professional Development technology in sales technology tools workplace enviroment

Video 59

Forget About Your Sales Comfort Zone [January Referral Selling Insights]

No More Cold Calling

I’m not looking forward to stepping out of my sales comfort zone this year, but I must. For me, it’s learning new technology. I love technology when it works, but I also find it frustrating. Given that perspective, I think you’ll understand why I find technology rather boring.

3 Ways to improve Your Customer Retention Scorecard

One Millimeter Mindset

After all, they are hired, and compensated, to go out there and hunt prospective clients. Once they consummate the sale, and the contract is signed, they hunt up their next deal. Then, post-sales customer support teams often find themselves in fire-fighting mode.

3 Things You Can Improve With Sales Automation Workflows

Sales Hacker

If you want to maximize productivity in your sales team and want them to spend more time selling and closing deals , then you can’t ignore sales automation and workflow setups. We’ll show you how to create automated workflows to jack up your sales pipeline and easily go from leads to deals. It processes the information in a set pattern, customized by you for your specific sales funnel. This works on: Welcome emails to new prospects. Sales Technology Articles

SMS sales: How B2B sellers can close more deals with text messages


Cold calling is great—if your prospects actually pick up the phone. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Keep reading to learn more about what SMS sales is, the benefits and disadvantages of this selling strategy, and seven SMS best practices you can use to sell more products or services via text. What Is SMS Sales? Why should you text your prospects and customers?

Sales Engagement Platforms: How to Stay Ahead of the Curve in Any Economy

Sales Hacker

Whether you’re ready or not, the COVID-19 outbreak has irrevocably changed the way you and your business is going to approach sales. Adapting to these new sales challenges isn’t going to be easy, but it’ll be a whole lot easier with the right strategy and tools in place.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. Announcer: Welcome everybody to Sales Enablement Radio.

Want to Accelerate Your Pipeline? Upcoming Online Event Shows You How!

The Sales Hunter

Digital Sales Engine is a day-long learning event packed with live sessions and master classes by 30+ of today’s leaders in sales. I am excited to come together with other top sales speakers on November 17 to provide a learning experience full of proven strategies and powerful insights around sales technology. Blog leadership Prospecting pipeline prospect prospecting sales leadership sales prospecting

3 Ways AI and Machine Learning Will Affect Sales (& How to Prepare)

Sales Hacker

The stressful lead scoring and nurturing in the sales process is gradually becoming a soft work. AI and machine learning algorithms now provide steps for Sales and Marketing to qualify marketing qualified lead (MQL) into sales qualified lead (SQL) — which further strengthens the sales pipeline and brings about more gains. And it’s becoming the secret weapon for top sales organizations. How AI and ML Will Affect Sales in the Future.

Study 80

How to Build Trust and Generate Leads with a Referral Program

No More Cold Calling

I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Wait, wasn’t technology supposed to solve that problem? attain quota, and about 65 percent of sales reps in Europe do so. What sales leader would find these stats acceptable? How do you ensure that your sales team gets in the door before your competitors? This is a problem for many sales pros.

Struggling with Sales Enablement in Your Organization? Here’s How You Can Course-Correct Today

Miller Heiman Group

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. One reason that companies struggle to achieve their sales enablement goals is the way they think of the initiative. Align Sales Enablement to Your Business Goals.

Sales Intelligence: What to Expect When You’re Prospecting


But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. It includes context like decision-makers, organizational reporting structure, financials, budgets, year-over-year growth, company initiatives, personnel moves, installed technologies (the “tech stack”), and predictive features – all in near real-time. When, Where, and Who Your Prospect Wants to Buy.

Data 49

The Future of AI for Sales (And How to Prepare for It)

Sales Hacker

Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. In fact, automation is already impacting sales, and its influence will only continue to grow. So, what does the short-term future of AI for sales look like, and how can you begin using AI to beat the competition ? The need for automation in sales. The potential future of AI for sales.

Churn 82

Time to Get Your Data and Tech Stack in Shape for 2019

Smart Selling Tools

As you plan your sales and marketing strategies for next year, have you assessed the state of your data and technology stack? It’s important to think about how to optimize your business processes and technology. On the sales side, according to CSO insights: Slightly more than half of sellers are making quota – clearly, there’s a big opportunity for improvement. Sales enablement – 8%. Simplify the technology stack decision process.

Data 95

Intent Data Turns a Buyer-Centric World From a Curse into a Blessing

Sales Hacker

Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. The content consumption habits of a prospect can provide a precious clue into this prospect’s interests.

Data 99

Worried About Q3 & Q4? Sales Engagement Tools to the Rescue

Sales Hacker

Overnight, face-to-face demos and sales meetings transitioned to digital connections and distance selling. If pivoting into the digital environment has tangled up your sales strategies , I’m going to share four guidelines that will help you iron things out so you can get back on track. I’m going to show you how to use tools like sales engagement platforms and CRMs to smooth out the stress of adapting to a new sales landscape. Step 4: Rethink Prospecting and Pipeline.

Tools 53

How to use chatbots to qualify leads on your website


Chatbots (also called “messenger bots”) are the latest trend in online sales, and there’s reason to believe they’re more than simply a passing fad. Here’s how to use chatbots correctly to augment your sales efforts and increase your bottom line. I’m looking for sales software.”. “I’m

Leads 100

The Benefits of AI in Sales (& AI-Based Tools You Didn’t Know You Need)

Sales Hacker

AI for sales is nothing new. Sales tools using machine learning and deep learning are already widespread in the market today. In this article, we discuss the state of AI in 2020, especially for enterprise sales. AI for sales: how it delivers value. Our recent, in-depth study showed that these simple definitions can instantly make you look good at sales meetings and cocktail parties. Predicting sales velocity for similar types of products.

SalesLoft Review, Features and Pricing


If you’re interested in finding out everything you need to know about SalesLoft, one of the leading sales engagement software in the industry, then read on, and check out our review here. RELATED: The 9 Best Sales Prospecting Tips and Techniques You Can Do Now In this article: Overview Benefits Specifications SalesLoft Pricing SalesLoft Reviews […]. The post SalesLoft Review, Features and Pricing appeared first on The Sales Insider.