Inside Sales

Top Sales Automation Tools to Supercharge Your Sales Process

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If you are looking to increase your team’s effectiveness, a practical approach is to incorporate a sales automation system. Sales automation offers a way to streamline daily tasks and reduce the tech stack for a more straightforward sales process. Using sales automation tools can also lead to these beneficial outcomes: Increased productivity Automated software can …

World Class Sales Coaching Advice from a VP of Revenue

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As sales leaders, it is our responsibility to empower and cultivate our teams. This is why coaching is one of the most imperative aspects of being a manager. Establishing a systematic coaching process is essential to leading a successful team. When a comprehensive structure is created, it builds a foundation for a more prepared and …

Sales Automation for More Efficient Sales Process

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The adoption of automated sales tools is a growing trend that shows no sign of slowing down. According to Grand View Research, Inc, the global sales force automation software market is expected to reach roughly 13.82 billion (USD) by the year 2027. Considering that more than 40% of sales tasks can now be automated, it’s …

Sales Playbooks Best Practices for High Performing Sales Teams

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There are numerous barriers that sellers will come up against throughout a sales cycle. A few roadblocks are unavoidable, but some may be caused by an inefficient sales process. An ineffective system can result in unengaged clients, overly generalized materials, lack of overall clarity, and wasted time finding resources and information. Sales playbooks can be …

16 Essential Sales Coaching Tools for Sales Leaders

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Investing in sales coaching software and programs is one of the most important, actionable steps you can take toward creating a successful sales organisation. Both managers and sales reps can benefit from effective sales coaching by utilising these integrated tools and resources. According to a report by Forbes Insight and Brainshark, 74% of leading companies …

Effective Sales Coaching Strategies To Boost Team Performance

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Sales coaching is designed to motivate and strengthen the skills of sales reps, which in turn leads to a more effective and productive sales organisation overall. However, 73% of managers spend less than 5% of their time coaching their sales teams — and only 50% of organisations invest in continual training and development of their …

Creating a Sales Compensation Plan that Motivates Reps

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A clear and concise sales compensation plan is the best way to attract and retain the best talent for your company. It also needs to be competitive with the market and adequately encourage your sales team to keep them performing at their best. There are many ways to set up your company’s sales compensation structure, …

New Normal of B2B SaaS Sales: Interview w/ Jens Hutzschenreuter

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COVID has changed the global business landscape dramatically. As businesses are facing tremendous challenges, we wonder how demos need to be approached to survive in this new world. In the “New Normal of B2B SaaS Sales” mini-interview series, we invite the top sales leaders to share their insights, learnings, and best practices in regards to …

New Normal of B2B SaaS Sales: Interview w/ Peter Cohan

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There is no business that is exempt from the impact that COVID-19 has had on the world. Some more than others. But what about doing discovery calls? How have they been affected? In the “New Normal of B2B SaaS Sales” mini-interview series, we invite the top sales leaders to share their insights, learnings, and best …

The New Normal of B2B SaaS Sales: Interview w/ Oliver Manojlovic

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There is no business that is exempt from the impact that COVID-19 has had on the world. Some more than others. Many sales professionals in B2B SaaS sales are feeling this pressure as the economy shifts due to the changes it has induced. B2B SaaS sales may have it a bit easier, already being focused …

How to Negotiate: The Top 5 Sales Negotiation Strategies

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As salespeople, we know that our leads are looking for the best deal along with the best quality product. However, you can’t just give your product away for nothing. That is why knowing how to negotiate is so important. In your product demo, you probably gave your prospect a brief look into the pricing options. …

How to Transition Your Inside Sales Team to Work From Home

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To work from home is becoming the new normal for many in 2020. Why not your inside sales team? There are several benefits that come with working from home, like lower overhead for the company and higher employee productivity. As an inside sales team, you already interact with prospects remotely, so working from home will …

Best Inside Sales Management Tools for B2B SaaS

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Behind every great sales organization is a smart tech stack. Did you know nine out of 10 companies use at least two lead enrichment tools for prospecting, while Sales Development Reps employ between 5 and 6 tools to up their game? It’s no secret that inside sales management tools can make life easier and give …

Building a High-Performing Inside Sales Team

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It is a great feeling when your company grows and you reach a point where you need to add more salespeople to your team. More sales means more revenue, which is what you have been working so hard to achieve. So, who do you hire first? What’s the difference between an AE and an SDR? …

Sales Process Optimization for Working Remotely

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As a B2B salesperson, you probably have a unique selling style and your own methodology that you’ve developed over time. You’re flexible, used to thinking on your feet, and you thrive on finding ways to make connections, solve your prospect’s pain points and close that sale. Now that you are working from home, you are probably …

3 Unique Inside Sales Tips From A Startup Founder’s Perspective

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I spent the first three years of my post-graduate life as an inside salesperson at the company I founded, PubLoft. At the time, everything revolved around one goal. This goal was to get customers and grow revenue. I never had a true sales role before that so I relied on my gut to tell me …

How Inside Sales can Help Scale your Sales Organization

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Let’s roleplay for a moment. Let’s say you’re a brand new sales manager at a startup and your first task is to build out a sales team. The same questions might pop into your head that pops into so many others; What type of sales team should you build? How much should it cost? Which …

10 Sales Prospecting Tools to Crush it in 2019

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Prospecting just doesn’t work. Does this sound familiar to you? Many salespeople despise prospecting. But the truth is that what they hate is not, in fact, the interactions, but cold outreaches. But in the end, prospecting is all about creating a relationship. Unfortunately, most sales reps use ineffective or outdated sales prospecting tools and techniques, …

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