Month: February 2017

End-of-Month Pipeline Management Advice from Princess Leia

As a Research Analyst here at InsideSales.com, people expect me to be a bit of a nerd…and they’re not wrong. I love anything related to Star Wars (yes, even the prequels…sort of), and as we crunched the numbers on 9.8...

/ February 28, 2017

6 Under-The-Radar Trends Shaping B2B Marketing & Sales Strategy in 2017

What are the big-picture trends shaping the market? How are those trends affecting my team’s strategy? Every marketing and sales leader should regularly ask themselves these two questions. Over the past year, predictive analytics and account based marketing – for...

/ February 28, 2017

How to Collaborate With Your Prospect to Close More Deals

Working with your prospect during the sales process makes you far likelier to ultimately close. Not only will they feel more invested in the deal after they’ve done some work, they’ll also feel beholden to you — after all, you’re their...

/ February 28, 2017

7 Habits of Highly Effective People [Book Summary]

We all want to succeed. One path to success is identifying the habits that can help us on our journey. Start the path by reading Stephen Covey’s best-selling book, The 7 Habits of Highly Effective People. But how do we...

/ February 28, 2017

Do Prospects Still Appreciate Downloadable Content?

Without data, content marketing can feel a bit like a high-stakes game of roulette. However, even though engagement rates are generally down, content marketers can take heart that prospects still appreciate useful and targeted content, including downloadables such as whitepapers,...

/ February 28, 2017

Understanding Who’s in Your Sphere of Influence

Did you see the title and scratch your head wondering what the heck a sphere of influence is…and if you have one? That’s okay, you’re certainly not alone and yes you definitely have one, even if you don’t realize it!...

/ February 27, 2017

We tried to recruit these 2 people for 5 years. It was worth every minute.

Note from Steli: We’re excited to announce that Nick Persico has officially “re-joined” the Close.io team as our Head of Growth. He’ll be working on special projects across our Sales, Marketing, and Success teams. In addition, he will be spending...

/ February 27, 2017

20 Sales Email Opening Lines That Put “Hi, My Name Is” to Shame

You know what tips buyers off that the email they’re reading is a sales pitch? “Hi, my name is Jane Doe, and I’m a sales rep at Company.” Yup. That’ll do it.While you should never actively hide the fact that...

/ February 27, 2017

The 3 Key Habits of Great Sales Managers

Sales management is one of the most difficult jobs out there. Your responsibilities span the organization — along with the VP or director of sales, you’re working with people in Product, Marketing, HR, and so on. Most importantly, managers are...

/ February 27, 2017

When Should You Dismiss a Sales Lead?

So, you’ve developed a solid marketing plan, and you’re feeling good about your strategy. Now you’re ready to see how your prospects react to your game plan. You then meet two types of sales leads: the qualified and the non-qualified....

/ February 27, 2017

Efficient time management for maximizing sales productivity

Finding the balance between efficiency and effectiveness is key to improving a team’s sales productivity. While it’s important to help sales reps efficiently consolidate content at a faster rate, what’s even more important is to land higher sales more quickly,...

/ February 24, 2017

Here’s Your Pre-Launch Checklist for Discovering Insights and Engaging Accounts in ABM

Guest Author: Brandon Redlinger, Director of Growth at Engagio Before an American spaceflight mission begins, in-flight controllers monitoring various systems are checked against a rigorous pre-launch checklist. At NASA, this responsibility falls to the Nasa Test Director. Read more on...

/ February 24, 2017

4 Ways Artificial Intelligence Will Lead to Record Sales Revenue in 2017

What will happen to sales professionals once robots can “Sell me this pen” a la Leonardo DiCaprio in the Wolf of Wall Street? The rise of artificial intelligence and human-like chatbots are once again threatening poor-old sales professionals who have...

/ February 24, 2017

The 13 Best Relaxation Apps for Salespeople

Sales can be an emotional roller coaster. One week, you feel on top of the world: Your message is clearly resonating with buyers, you’re setting a record number of meetings, and you close a major deal you’ve been working for...

/ February 24, 2017

4 Ways to Design Successful Sales Incentive Programs

Nothing boosts your sales team’s excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors — adding a compelling reward to the mix makes them even more enthusiastic. However, motivating your reps isn’t...

/ February 24, 2017

TOPO Sales Development Funnel

The proliferation of sales development teams in B2B companies over the past decade has been unprecedented. While the sales development (SD) function has existed for at least 30 years, many great companies safeguarded their sales development process as a “secret...

/ February 23, 2017

How Gifts Of Appreciation Build Powerful Relationships with John Ruhlin.

Everybody talks a good talk when it comes to the value of relationships. But very few people actually invest in those relationships in ways that stand out and really matter. My guest today is John Ruhlin, founder of The Ruhlin...

/ February 23, 2017

3 Reasons Excellent Salespeople Make Terrible Sales Managers

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion,...

/ February 23, 2017

Why Disastrous Sales and Marketing Misalignment Persists (& How to Fix It)

Sales and marketing teams both directly touch the customer, but for some reason, the average company just can’t find a common ground after that. However, consider that more than 50% of the success of a social selling ecosystem within your...

/ February 23, 2017

How to Explain Your New Sales Compensation Plan to Every Member of Your Team

Amy, the head of sales operations, was cheery and laughed easily. She nodded enthusiastically as the rest of the sales leaders around the table discussed the final tweaks to the new sales compensation program. As the meeting ended and everyone began...

/ February 23, 2017

Enterprise-Class SaaS: Stability, Security, Reliability

Large enterprise customers have different needs and requirements than smaller companies. Small companies tend to be very scrappy and are able to change their decisions on technology quickly. In general, they tend to prioritize features and speed to business impact....

/ February 22, 2017

10 Technologies and Tools for Real Estate Blogs

Today technology has simplified lives beyond belief, creating ample opportunities for budding businessmen to make it big in the industry. Gone are the days of old and obsolete techniques, from manufacturing to real estate, every sector has been revolutionized. There...

/ February 22, 2017

42 B2B qualifying questions to ask sales prospects

Everything you need to know about qualifying can be summarized with two questions: Can I help them? And can they help me? This is what we call selfless and selfish qualification. If you can say yes to both questions, you’ll...

/ February 22, 2017

25 Sales Interview Questions to Recruit the Best Reps in 2017

A lot of people get into sales at one point or another … but not a lot make a successful career of it. Can’t hit quota, not good at handling rejection, too disorganized, too aggressive, not aggressive enough — there...

/ February 22, 2017

How I Finally Got My Sales Team to Follow a Sales Process [+ Free Download]

Just like every scientific activity requires a process, so does sales. And while there are umpteen versions of sales processes you can follow, the biggest challenge in sales management from my perspective is not figuring out which process to use,...

/ February 22, 2017

One Team, One Goal: Sales, Marketing And Enablement

Digital Growth Conference is an online summit featuring four days of leadership panels, proven strategies and case studies. The sessions focus on the four pillars of sales and marketing alignment: strategy, people, content and technology. Over 15 leading experts will...

/ February 21, 2017

TOPO Marketing Council #11 – A Recap

Over 25 demand generation leaders from the Bay Area’s fastest growing companies gathered last Friday for TOPO’s eleventh Marketing Council. These Councils offer a unique forum for marketing leaders from high growth companies to learn from each other and share...

/ February 21, 2017

Free download: The Sales Hiring Playbook by Steli Efti

Building a high-performing sales team is hard. And it starts with hiring the right people. I’ve been doing this for about 15 years now in various industries, and there’s plenty I’ve learned. I put it all down in a book and...

/ February 21, 2017

The Unexpected Sales Metrics That Predict Your Chances of Closing

After you spend enough time on the phone with prospects, you can usually tell when a call is going well. Some reps can even gauge how likely a specific buyer is to close by the time they hang up. However,...

/ February 21, 2017

11 Beautifully Designed Motivational Quotes to Inspire You to Get Sh*t Done

While it would be fantastic if we could be in GSD (get sh*t done) mode all the time, sometimes we need a little reminder to kick things into gear. And what’s better than motivational quotes — especially ones that make...

/ February 21, 2017