Veloxy

JUNE 6, 2022

Just when outside sales veterans thought things were improving, more challenges would surface because of a new company policy or a rise in infections. We received over ten unique challenges faced by our panel of 500 field sales leaders. Extending inside sales technology to the field. The optimal field sales tech stack.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

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JUNE 3, 2014

Last week I had the pleasure of spending a day with Ken Krogue, co-founder of InsideSales.com , inside sales pioneer, and Forbes columnist It was great. A specialization model in inside sales yields a 7 point higher close rate – do you have specialists? Close More Deals. Close More Deals.

Inside sales 93

Inside sales Territory CRM Sales 93

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APRIL 5, 2014

Worse than that, I know of a client that lost a $400K deal because of several hurried email messages and lack of planning to be able to have more verbal conversations with a prospective customer. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Close More Deals.

Inside sales 96

Inside sales Referrals Sales Clients 96

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APRIL 14, 2014

The act of dialing and emailing enough “more probable” potential prospects each day to give you enough prospects to talk with every day and every week. Unless you get 100% of your business through referral, you need to be prospecting every day. Inside Sales Power Tip 122 was about Keeping Your Focus.

Inside sales 79

Inside sales Referrals Appointment Sales 79

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DECEMBER 17, 2013

It is the one thing that most of us don’t do enough of, even though doing more of it will get us more potential new customers and closed deals. I promise you that if you have a valuable offering and you ARE out there engaging with probable prospective buyers, you will find interest every day or almost every day. Close More Deals.

Inside sales 81

Inside sales Referrals B2B Sales 81

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APRIL 4, 2014

Good sellers solve prospecting puzzles. What other movies, video, or TV episodes are good for sales professionals to see? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Inside sales 84

Inside sales Conversion Sales B2B 84

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APRIL 5, 2014

Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it. Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great! Close More Deals.

Inside sales 85

Inside sales Territory Sales Represent 85

Partners in Excellence

APRIL 10, 2014

He said, “Dave, I understand inside sales very well–but they are much more suited for transactional business, standardized, commoditized products. Inside sales would never work for us.” ” I find too many people have a real misunderstanding of inside selling. Customers are different.

Inside sales 97

Inside sales Product Sales Account management 97

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SEPTEMBER 3, 2013

Want to get slowed down as a sales prospector and waste a lot of time? Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Once I “get” it, and if I see the value, I’m now a more probable prospect. Close More Deals.

Inside sales 93

Inside sales Pipeline Consult Sales 93

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SEPTEMBER 30, 2013

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. Close More Deals. Time is of the Essence.

Inside sales 94

Inside sales Sales Pipeline B2B 94

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JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Close More Deals. They have grit.

Inside sales 84

Inside sales Sales B2B Pipeline 84

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JANUARY 7, 2014

Imagine just for a moment if you had such curiosity for your prospective buyers. Why is your first contact in Operations rather than Sales? Why is your sales opportunity stalled if you thought you talked to everyone involved and there was perceived need for your services? Inside Sales Power Tip – Listen.

Inside sales 90

Inside sales Sales Contact B2B 90

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JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email.

Inside sales 85

Inside sales Territory Contact Sales 85

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SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Close More Deals. Increase Opportunities.

Inside sales 73

Inside sales Outside Sales Pipeline Sales 73

APACSMA

DECEMBER 14, 2023

For instance, the early adoption of social media as a sales tool differentiated thriving professionals who harnessed it for connecting with prospects and closing deals. Proactive Problem-Solving: Waiting for challenges to arise is a luxury sales professionals cannot afford. Proactivity is key. Persistence is key.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

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SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. Calling is more effective than many other forms of prospecting still. Close More Deals. Don’t get me wrong, though – CALLING does work.

Inside sales 89

Inside sales Cold Call Sales B2B 89

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OCTOBER 28, 2013

I talked about quick wins recently – whether your manager assists you or you do it on your own, find low-hanging opportunities you can bring to closure – buyers who are very close to buying, and gain the muscle memory of closing a deal in your newer role. Close More Deals. Close More Deals. Use the A.C.E.

Inside sales 80

Inside sales Sales Trust Up-sell 80

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NOVEMBER 25, 2013

If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Have 12 conversations at any level to learn the answers to questions to determine if we may have opportunities at the prospect company. Close More Deals. Close More Deals.

Inside sales 86

Inside sales Sales Quota B2B 86

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AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. Close More Deals. Increase Opportunities.

Inside sales 86

Inside sales Sales Contact B2B 86

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MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Close More Deals. Gain Connections.

Inside sales 92

Inside sales Referrals Niche Strategize 92

Veloxy

DECEMBER 28, 2021

While sales acceleration spent 2021 as a powerful, yet underutilized solution across the B2B landscape, the software market is expected to enjoy explosive growth in 2022. Sales managers are paying close attention. Sales acceleration software is so much more than selling faster. Best for AI Sales: Veloxy ?

Non-Profits 200

Non-Profits Sales Inside sales Price 200

Veloxy

MARCH 23, 2023

This blog post is your comprehensive guide on how to hit and crush sales quotas in 2023 and beyond. We’ll cover everything from basics to advanced techniques for achieving your sales goals. Why is sales quota important? Here are some strategies to help you meet your sales quota: 3 Strategies for meeting individual quota 1.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

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MAY 20, 2013

Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Close More Deals. I call on Thursday at 9AM. Increase Opportunities.

Inside sales 100

Inside sales Trust Niche Sales 100

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JULY 1, 2013

” You can read the whole e-mail prospecting scenario along with his results, then try it for yourself. Understand what the insight is that will benefit your prospective customers – and incorporate that into messaging. Close More Deals. Ask others who are successful prospectors for honest feedback. Do A-B testing.

Inside sales 88

Inside sales A/B testing Sales B2B 88

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DECEMBER 9, 2013

What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. No Means Many Things in Sales. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Close More Deals. Close More Deals.

Inside sales 84

Inside sales B2B Retail Sales 84

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JULY 8, 2013

Those who follow the blog may have seen mention that I have worked with and for 21 sales managers during my corporate selling career – at a number of technology, distribution, and financial services companies as an inside sales rep or outside rep. I have also managed sales teams. Close More Deals.

Inside sales 87

Inside sales B2B Sales Technology 87

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JUNE 17, 2013

Do you have a prospective customer relationship that went dark on you? They have other priorities ahead of you closing a deal. Work this week to find one or two new pieces of insight you can share with your more probable prospective buyers. Close More Deals. Then share it, and see what the results are.

Inside sales 80

Inside sales Sales B2B Pipeline 80

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OCTOBER 7, 2013

Ever closed a deal with a chip on your shoulder? Have you had a powerful, passionate conversation about your industry with a prospective buyer when you were feeling sorry for yourself? Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside sales 80

Inside sales Pipeline Sales Quota 80

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MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Close More Deals. Close More Deals. Increase Opportunities.

Prospecting 101

Prospecting Niche Territory Contact 101

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DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? Close More Deals. Close More Deals. No return calls on voice mail messages? You need a message makeover.

Inside sales 92

Inside sales Sales B2B Education 92

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AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Close More Deals.

Inside sales 85

Inside sales Cold Call Referrals B2B 85

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JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Do you think that this personal touch might impact any one of 150+ prospects?

Inside sales 77

Inside sales Sales Clients B2B 77

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DECEMBER 22, 2014

As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Close More Deals. Close More Deals.

Prospecting 104

Prospecting Appointment Sales Inside sales 104

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SEPTEMBER 8, 2014

A multi-faceted prospecting strategy allows you to meet your buyer where they are. I talked to some sellers last week who told me that they only use the phone to prospect with. They have some level of success, but by not using other means of prospecting tools they are certainly leaving money on the table. Close More Deals.

Prospecting 87

Prospecting Inside sales B2B Pipeline 87

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OCTOBER 21, 2013

Networks are important for sales professionals. You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside sales 86

Inside sales Networking Referrals Niche 86

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NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside sales 88

Inside sales Sales Pitch B2B 88

Spiro Technologies

MARCH 24, 2022

In fact, there’s an entire industry – high-priced consultants, colorful sales gurus, books, webinars, and an endless stream of articles – built around teaching sales skills. It can convey just as much to a prospect as words can. This soft skill might be less important for inside sales reps.

Inside sales 105

Inside sales Prospecting Consult Price 105