A Sales Guy

FEBRUARY 1, 2014

The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Managing inside sales can be a full time job.

Inside sales 118

Inside sales SQL Sales Follow-up 118

SaaStr

JUNE 12, 2022

SaaStr 559: Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. Top 5 Mistakes Building & Scaling Global Product Teams | HubSpot GM & VP, Products Poorvi Shrivastav. Product-Led Growth: Panacea or Boondoggle? Top Videos This Week: 1. appeared first on SaaStr.

Product 68

Product Inside sales Growth Engineering 68

Sales Hacker

MARCH 6, 2018

With effective sales pipeline management , you’ll be able to predict how much revenue your team brings in each week, month, quarter or any given period of time. Here are 5 tips to create a profitable sales pipeline: Reverse engineer the number of opportunities your reps need to hit quota.

Inside sales 91

Inside sales Pipeline Negotiate CRM 91

Score More Sales

APRIL 10, 2013

It was a full day at Day 1 of the AA-ISP (American Association of Inside Sales Professionals) 5th Annual Leadership Summit in Chicago. I’m here with 450 others who live in the world of professional sales, and I feel like a kid in a candy store. Bob shared research from their 2013 Inside Sales study.

Inside sales 78

Inside sales Tradeshows Cold Call B2C 78

Score More Sales

JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. There is a larger need for feedback.

Inside sales 94

Inside sales Construction Sales Technology 94

InsightSquared

SEPTEMBER 21, 2020

I’m James Davison, Chief Product Officer here at InsightSquared taking you behind the scenes of our Revenue Intelligence Platform launch. . Product launches are HARD. As a product lead, it’s a double whammy. The tools came, but the sales improvement did not. . Let’s start with the obvious.

Launch 62

Launch Product CRM Inside sales 62

Score More Sales

SEPTEMBER 30, 2014

So are you more productive? Productivity Increases. This is a boon to productivity because gradual increases offer smoother transitions. The fact that workers can now work more remotely than ever offers productivity gains for employees, and less real-estate in office for team members. Increase Opportunities.

Product 99

Product Real Estate Inside sales Represent 99

Pointclear

MAY 5, 2017

Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. The host is Jim Obermayer.

Inside sales 45

Inside sales CRM Sales Growth 45

Veloxy

APRIL 25, 2022

Thanks in part to the popularity of inside sales and remote work, and the improvement in sales engagement and sales analytics software, cold email metrics have been skyrocketing like never before. Cold emailing has never been more effective. Brevity versus credibility.

A/B testing 214

A/B testing Inside sales Contact Consult 214

APACSMA

DECEMBER 14, 2023

Business Development Management Certified Business Development Management Be able to identify and target new markets, develop sales plans, and manage sales teams. Inside Sales Professional Certified Inside Sales Professional Be able to qualify leads, nurture relationships, and close deals over the phone.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Hubspot

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Cold Call 82

Cold Call Commission Inside sales Territory 82

Veloxy

DECEMBER 28, 2021

Sales acceleration software is so much more than selling faster. Tools to track customers’ inbox activity, prioritize leads based on buyer propensity, and improve dialer engagement rate enable your sales organization to improve productivity, efficiency, and sales technology ROI at an exponential rate.

Non-Profits 200

Non-Profits Sales Inside sales Price 200

SaaStr

JANUARY 29, 2021

Because SaaS requires so many functions beyond engineering, especially if it’s sales-driven … outbound, SDRs, inbound, field sales, marketing, customer success, support, more complex product management, etc. What will it look like, if it’s a sales-driven model? Product Marketing.

Cross-sell 138

Cross-sell Quota Engineering Finance 138

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 Sales Quota Territory 54

SBI

OCTOBER 2, 2018

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments.

Inside sales 40

Inside sales Appointment Quota Cold Call 40

SaaStr

NOVEMBER 4, 2021

Rule of 40 Drivers: Field Sales vs Inside Sales. It is commonly perceived that Field Sales are more expensive than Inside Sales. The KBCM 2021 dataset provides good evidence here: Field Sales CACs ($1.72) are 38% higher than Inside Sale CACs ($1.25). ACV – Qualifier: $53k.

Drivers/motivators 105

Drivers/motivators Profit margin Non-Profits Inside sales 105

SaaStr

NOVEMBER 21, 2020

What a great VP of sales really does. How to hire a great VP of product. Sales, Marketing, Product, Engineering, Success, Support. And it needs to happen in one sales cycle, or one product cycle, or one quarter, etc. Not necessarily tripling sales, or leaders — but more. One release.

Engineering 141

Engineering Pipeline Inside sales Growth 141

Partners in Excellence

SEPTEMBER 9, 2022

For example, we have engineering/product development, manufacturing/service delivery, marketing, sales, customer support, finance, HR, operations, and so forth. For example, manufacturing depends on product development to feed new products to build and deliver. As a result, we break them down into subsystems.

Manufacturing 100

Manufacturing Finance Inside sales Technique 100

Score More Sales

NOVEMBER 21, 2014

IBM Verse is a next-generation system that takes the current idea of email and turns it into a productivity system based on collaboration and ease of organization. I wanted David Allen (the productivity master) to be in the room to offer his viewpoint. Check out IBM’s press release and more product details here.

Product 84

Product Inside sales Represent B2B 84

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. How experience as a sales engineer can play into your role as a sales leader.

Product 52

Product Pipeline Engineering Cross-sell 52

SaaStr

FEBRUARY 8, 2020

A snapshot of 60 of them you can meet at Annual: Jully Kim, Zendesk , Director of Engineering Programs. Simon Gong, Box , Director of Engineering. Mary Nicknish, Quizlet, Sr Engineering Manager. Michael Galloway, Netflix , Senior Engineering Manager. Vincent Mo, Google, Senior Engineering Manager.

Engineering 83

Engineering Inside sales Growth B2B 83

SaaStr

AUGUST 13, 2022

What’s Changed in Product-led Growth with Calendly CMO Patrick Moran. #19. From B[link] to $100M in ARR with Jason Cohen, Founder of WP Engine. #18. Parker Conrad & Sam Blond (Zenefits): Hyperscaling Inside Sales. #17.

Cross-sell 82

Cross-sell Inside sales Growth Engineering 82

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep.

Commission 76

Commission Territory Finance Inside sales 76

Partners in Excellence

MARCH 25, 2014

” 10, 20, 30 years ago, much of the real value of the sales person was in educating customers about products/services/solutions. Sales people are no longer the only source of information or education about products, services, and solutions. At the same time, product life cycles are becoming shorter and shorter.

Product 99

Product E-commerce Education Inside sales 99

SaaStr

JANUARY 31, 2021

The rep will blame you, your crappy product, your crappy company, your crappy lack of marketing. Does the product sell itself? One, super smart, super eloquent, who explained our product well. The engineering team worked with him well, they loved his smarts and insights. Which may all be correct. But great at outbound.

Inside sales 128

Inside sales Sales Represent Up-sell 128

SaaStr

DECEMBER 15, 2021

7:00 AM (40 MINS) – Product-led Growth: How to Execute Across the Full Funnel (and Mistakes We Made) with Reprise’s VP of Marketing and VP of Sales. 8:00 AM (50 MIN) – The Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. All times are in Pacific Time. 7:00-8:00 AM PT.

Inside sales 90

Inside sales Growth Engineering Start-ups 90

Martech

FEBRUARY 12, 2024

She couldn’t keep spending money on search words, emails, and sales events that didn’t produce revenue. The content for the new product line needed revamping, and sales were carping about the lack of leads. Sales and Marketing Automation. Lack of product knowledge keeps content basic. It had to be different.

Lead generation 103

Lead generation A/B testing Government Customer Relationship Management 103

Highspot

DECEMBER 21, 2021

21, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced the expansion of its leadership team with four industry leaders across engineering, product, account management, revenue strategy and sales. SEATTLE, Dec. billion annual revenue.

Growth 52

Growth UX Strategize Account management 52

Veloxy

NOVEMBER 29, 2021

How to Accelerate Sales: 7 Best Tactics. While the strategy of sales acceleration is clear-cut, some of its tactics can be evasive or too numerous to sift through. Furthemore, some tactics work better for inside sales teams than outside sales teams , and some are more market-specific than others.

Sales 290

Sales Quota Up-sell B2B 290

Hubspot

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 92

Outside Sales Inside sales Quota Sales 92

Sales Hacker

AUGUST 7, 2020

Senior Director Commercial Sales. People First Productivity Solutions. 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. Vice President Sales. BQ Productions.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SBI

DECEMBER 4, 2018

NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and the specific people involved in them within accounts.

Inside sales 55

Inside sales Gaming Engineering Pipeline 55

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.

Territory 73

Territory Pipeline Account management Inside sales 73

Sales Hacker

OCTOBER 30, 2018

Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. by The American Association of Inside Sales Professionals 2013-2018.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Highspot

DECEMBER 19, 2023

It provides a structured framework for understanding your company’s sales methodology, target audience, and unique value propositions. This ensures a quicker, more consistent ramp-up to full productivity, benefiting new salespeople and the business. These seven steps will guide you in creating the sales development playbook: 1.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

JUNE 20, 2018

Differences between startups with a product-market fit and those without. Managing the journey through parenthood and children as a woman in sales. From consulting to sales engineering. After this came a Sales Engineering role at Inktomi. Inside Sales at VMware. And, what does it look like now?

Inside sales 82

Inside sales B2C Engineering Strategize 82

Veloxy

FEBRUARY 15, 2024

Other podcasts, like ‘The #AskGaryVee Show Podcast’ and ‘Sales Strategy & Enablement’, discuss the application of psychological principles like the Law of Attraction and the impact of artificial intelligence on productivity. It emphasizes strategies for success in SaaS, including scaling and hiring.

Gaming 233

Gaming Sell GTM Technique 233