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Gamification of the Sales Process

Sales Intelligence View

In the world of sales, connections and engagement is key to driving pipeline growth and creating new opportunities. A few definitions of gamification: A game is structured play, usually for fun. Gamification for Sales. Turning the sales process into a game is not a stretch of the imagination for companies. This is how most businesses gamify sales to date. Spiffs.

Have No Fear: Why Sales Teams SHOULD Be On Social Media

Sales Intelligence View

Social media has become a defacto marketing tool for any organization, but it’s incredible how scared sales managers and teams still are of letting their sales reps join the sales 2.0 Prospecting Sales 2.0 Sales Intelligence Social CRM Social Media Tips Social Selling B2B b2b sales crm 2.0 facebook Inbound Marketing jigsaw linkedin Microsoft Dynamics netsuite oracle oracle crm on demand Sales Sales Data sales productivity Salesforce salesforce.com social intelligence social media social selling twitter Web 2.0party.

Are Your Sales People Spending Too Much Time with Customers?

Sales Intelligence View

A new report by the Sales Executive Council (SEC) outlines that sales people are not spending enough time with customers and spending more time engaged in administrative work. Time spent getting ready for presentations and post-sales activities has increased 15%. Prospecting Sales 2.0 Sales Data Sales Intelligence B2B b2b sales customer 2.0 insideview jigsaw linkedin sales productivity sales prospecting sales techniques sales tips Social CRMWhy is [.].

Why Social Media is Important to the Sales Process.

Sales Intelligence View

Sales Intelligence Social Selling uncategorized Microsoft Dynamics Sales 2.0 jigsaw oracle oracle crm on demand google twitter netsuite social media social intelligence linkedin B2B Sales Data customer 2.0 social selling b2b sales cso bloggingCompanies across the world are agreeing that social media is changing the landscape of how customers interact with brands. Airlines use social media tools like Twitter to stay on top of customer service needs, companies use social media as a marketing tool to stay engaged with customers. Enterprise 2.0

Sales Data VS. Sales Intelligence

Sales Intelligence View

Most companies are very familiar with using sales data for their sales teams. As a sales person I was spending a good portion of my days digging through places like blogs, LinkedIn and Jigsaw for information on companies and the decision makers. Sales [.]. Sales Intelligence socialprise Microsoft Dynamics Social CRM jigsaw oracle crm 2.0 twitter sCRM linkedin sales productivity Sales Data social selling b2b sales Tags: Sales 2.0 Photo by laverrue There is a major difference between data and intelligence.

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Save Your Company from Sales Data Overload.

Sales Intelligence View

The preponderance of business and social data on customers poses both an opportunity and a challenge for today’s sales professionals.  However, the challenge is extracting the salient points from such information for the purpose of increasing salesSales reps need to be able to make sense out of this ubiquitous and sometimes conflicting mountain of data and turn it into actionable insights to engage the prospect. The fact of the matter is, NOT letting sales professionals engage on social media is detrimental to the bottom line for the reasons below. Sales 2.0

40 Social Media B2B Infographics

Sales Intelligence View

Sales 2.0 Sales Intelligence Social CRM Social Selling Technology B2B b2b sales CRM crm 2.0 facebook google insideview jigsaw linkedin Microsoft Dynamics sales productivity social selling socialprise twitter Web 2.0After searching far and wide for infographics I figured I would share some of the ones I have come across that focus on social media and B2B. InsideView puts out infographics on a regular basis, two are included in this post with more to come. These are my favorite 40 that cover Twitter, Facebook, blogs, [.]. customer 2.0 Dreamforce Enterprise 2.0

Why Cold Calling is the Bottom of the Barrel

Sales Intelligence View

Regardless of what level in a sales group you fall into, cold calling is a cloud hovering over your head.  If you’re the VP of Sales, you’re getting these calls several times a week. Prospecting Sales 2.0 Sales Intelligence Social Selling B2B b2b sales crm 2.0 insideview jigsaw linkedin Microsoft Dynamics netsuite oracle oracle crm on demand Sales sales productivity salesforce.com social intelligence social media social selling twitter Web 2.0customer 2.0 Enterprise 2.0

The Problem with Big Data

Sales Intelligence View

Most startups and even larger businesses have a need to deliver leads to the sales team. One of the normal go-to methods for companies is to inject a bunch of names into their CRM in a form of list building that gives the sales people a starting point of people to contact. Even with a more focused set of targets, sales people still have the same problems. Sales 2.0

The Death of Cold Calling – Ending the Debate

Sales Intelligence View

The word “cold&# is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person - wiki.   Sure, this works if you have a dedicated sales team that puts on their Plantronics headsets and can spend hours a day making calls to people that have never displayed an interest in your product. Prospecting Sales 2.0

Inside Sales Experts Converge in San Francisco with the AA-ISP

Sales Intelligence View

If you are an Inside Sales professional or a sales leader, you should already know about the AA-ISP Inside Sales Leadership Summit 2011. This event will feature over 30 of the nation’s leading Inside Sales experts who will deliver presentations and discussions focused on the issues most critical to today’s Inside Sales Leaders and Managers. [.]. Conferences Sales 2.0 Sales Intelligence Umberto Milletti aa-isp B2B b2b sales crm 2.0

Lead 11

Is Sales Training a Component of Sales Enablement?

Sales Intelligence View

This post originally appeared on the Focus.com Group, where InsideView regularly contributes articles about leveraging social media and technology for sales organizations. Companies of all sizes that focus on their sales teams have to put effort in building them into superstars. If the sales people are going to be unleashed into the world to follow [.]. Prospecting Sales 2.0 Sales Intelligence B2B b2b sales CRM crm 2.0 Inbound Marketing insideview jigsaw linkedin marketing Sales Sales Data sales productivity salesview social selling Web 2.0

Social Selling Rules of Engagement

Sales Intelligence View

Nobody will tell you that being in sales an easy gig. There are actions every sales person can take that will increase their chances at success and outside of “Sales 101″ they should be [.]. Prospecting Sales 2.0 Sales Intelligence Social Selling B2B b2b sales customer 2.0 jigsaw linkedin Microsoft Dynamics netsuite oracle crm on demand Sales Sales Data sales productivity Social CRM social intelligence social media

Rules 17

Hit Your Number Faster with Sales Intelligence

Sales Intelligence View

The comments from current customers and new businesses that stopped by the booth validated that cold calling is dead and without a very targeted message with relevant information from both traditional sources and social media, a sales rep’s chances of getting contact and creating new opportunities is very slim. This is why we believe that sales intelligence is the answer.

The End Game: How to Create Opportunities Early In Inside Sales

Sales Prospecting Perspectives

With a family background in sales, it’s no wonder I love competition, organization, and numbers. But not only is sales a month-to-month game; it''s also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly. With so many campaigns going on at once, many inside sales reps feel bogged down by their work load.

Social Selling for Sales People [Webinar]

Sales Intelligence View

After some initial development and even some exclusive sneak peaks to the content for feedback, InsideView is ready to start rolling out a series of webinars and content focused on teaching sales people how to use social media to drive sales. If you lead a sales team or are a sales person that wants to [.]. Sales Intelligence Social Selling sales tools B2B b2b sales crm 2.0 facebook Inbound Marketing jigsaw linkedin Microsoft Dynamics paul greenberg Sales sales productivity salesforce.com Social CRM social media social selling socialprise

How will the Salesforce/Jigsaw acquisition change the B2B industry?

Fearless Competitor

How does one capture the data Sales wants without alienating visitors?  In the past, the answer was Progressive Profiling – capturing data over multiple visits — if you can get multiple visits. But the Salesforce.com/Jigsaw deal opens new opportunities. This drives up selling costs, reduces response rates, and leads to short tenure in sales and marketing – and as those men and women move to other jobs, the problem grows larger and larger.  The data quality problem. If we don’t know you, we can’t sell to you. And if we ask for too much, we lose you. over 4.5% Thanks.

Cloud Connectors & Revenue Performance Management: An Interview with Steven Woods [Video]

It's All About Revenue

Revenue Performance Management is about getting a single view of the marketing and sales pipeline, which means from the early stages of awareness through the entire investigation process to close. That gives you an indicator of whether or not a prospect is ready to talk to sales yet. That’s where you can use information from D&B or Hoovers or Jigsaw. That way when you get sales in front of them you’re only getting them in front of people in those organizations with a strong fit. It’s not about the pure simplicity of more or less leads going over to my sales team.

Savvy Buying of B2B Data

Acquiring Minds

Over the years,  we have seen a large shift in the way that B2B sales and marketing folks buy data. One of the more exciting opportunities to come along for B2B are the on-line and user generated data sources like Jigsaw , NetProspex , ZoomInfo  and others.  Tags: B2B marketing database marketing lead generation Bernice Grossman D&B InfoGroup Jigsaw NetProspex Ruth P.

Lead 17

Getting in the door with the perfect lead

Sales Intelligence View

This post originally appeared on the Focus.com Group, where InsideView regularly contributes articles about leveraging social media and technology for sales organizations. There have been hundreds of books written about it, countless podcasts and even entire sales [.]. Sales Intelligence Social Selling Microsoft Dynamics Enterprise 2.0 CRM Social CRM jigsaw selling power crm 2.0 netsuite linkedin B2B sales productivity Sales Data customer 2.0 social selling sales prospecting sales techniques

3 Tips For Going Above & Beyond Your June Sales Quota

Sales Prospecting Perspectives

The overwhelming feeling I have right now is a lot like the feeling that inside sales reps have as they enter the first week of a new month. New goals and quotas have been assigned to sales reps for June and some might be feeling overwhelmed with the tasks at hand, worried they won’t reach their goals by June 30th. Just like I need to step back, organize, and take the appropriate steps to ensure a fabulous wedding, sales teams need to take a step back, plan for the month, and take the right steps throughout the whole month in order to achieve their quota.

Smart Salespeople: Power Network Map

Your Sales Management Guru

During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. If you aren’t doing this now, make it part of your active sales activity planning session. After the sales discussion at my client’s office it lead to the best new thought of the year!

Sales Prospecting Perspectives Weekly Recap - Week of June 21, 2013

Sales Prospecting Perspectives

Our president participated in the largest inside sales summit in history, according to the Guinness Book of World Records, on June 20 from 8 a.m. He was accompanied by an all-star roster of sales professionals and authors who offered advice to grow your company’s revenue. One of the ways we ensure success at AG Salesworks is by successfully aligning marketing and sales teams. Marketing should enable their sales teams, and vice versa. On Wednesday, guest blogger Chris Snell, Inside Sales Manager at Care.com, wrote about top 5 email prospecting no-nos. to 3 p.m.

A Primer on Website Visitor ID and Smart Form Technology for Lead Generation

NuSpark

Long available within marketing automation, these programs complement sales and lead scoring efforts, by allowing you to capture intelligence and follow-up with firms visiting your digital destinations. You can capture contact info from Jigsaw and LinkedIn, and then easily contact those visitors or potential prospects.  Sales people can be alerted immediately when activity occurs. 

Microsoft Buys LinkedIn for $26.2 Billion: Get Ready for Software Vendors as Data Owners

Customer Experience Matrix

It still feels odd to think of a software company owning a data business, although Salesforce.com bought Jigsaw (now Data.com) in 2010 and Oracle purchased the BlueKai and Datalogix in 2014. The prospect of seamlessly integrating third party data with a company’s own sales and marketing products is intriguing, although neither Salesforce nor Oracle has done much with it. If nothing else, this confirms the foundational role of data and data management in marketing and sales technologies. Microsoft surprised pretty much everyone today by announcing a $26.2

Big Data is Buzzing, But Small Data Packs a Punch [Q&A]

Sales Intelligence View

A decade ago, “sales-marketing alignment” was not a phrase on the tips of our tongues every time we entered a conversation about lead generation and revenue. With the advent of platforms like social media and sales and marketing automation, we often see a blurred line where marketing stops and sales begins. Yelp, Jigsaw). But it is now. It’s wider at the top.

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3 Trade Show Strategies That Maximize Sales Potential

Jill Konrath's Fresh Sales Strategies Blog

Companies spend hundreds, thousands even, on prettying up their booths, when really there should be more focus on the people manning that booth,” Freidman said. “It is the people who will make the sales , not the booth.”. She also has this advice to help companies maximize trade show potential for sales: 1. They don’t view a trade show as part of an overall marketing plan.”. Prepare.

Selling Predictions for 2011

Sales Intelligence View

There is even a prediction on the End of B2B Sales & Marketing as We Know It. [.]. Sales 2.0 Sales Intelligence Social Selling Umberto Milletti B2B b2b sales CRM crm 2.0 facebook insideview jigsaw linkedin Microsoft Dynamics netsuite Sales Sales Data salesforce.com Social CRM social intelligence social media social selling twitterThere are many predictions being made about whats going to happen in 2011. customer 2.0 Enterprise 2.0

B2B 3

Top 20 Social Selling Posts to Start Your Week

Sales Intelligence View

CIOs Used to Ask ‘Why,’ Now They Demand to Know ‘When’ – FASTforward blog Get your paws out of my sales funnel! – Paul Castain’s Sales [.]. Sales Intelligence Social Selling B2B b2b sales CRM crm 2.0 facebook Inbound Marketing jigsaw linkedin Microsoft Dynamics netsuite Sales sales tips sales tools Salesforce social intelligence social media social selling twitter Tags: Sales 2.0 Growth Enough For You? - The Pipeline Focus Funnel Expert: Mike Damphousse of Green Leads – The Funnelholic Enterprise 2.0:

InsideView More Than Doubles Revenue in Record-Breaking Year

Sales Intelligence View

Sales [.]. Notifications Sales 2.0 Social CRM Technology B2B b2b sales CRM crm 2.0 facebook Inbound Marketing insideview jigsaw linkedin marketing Microsoft Dynamics netsuite News oracle oracle crm on demand Sales Sales Intelligence sales productivity sales prospecting salesforce.com sCRM social intelligence social media social selling twitter Web 2.0InsideView today announced that it finished 2010 on a record-breaking note, growing revenue more than 135 percent. In March 2010, InsideView also closed a Series B Round of funding for $11.5

It’s Time to Fire Your Sales Team!

Sales Intelligence View

If you are in a leadership position for a sales team you should pay attention. Are you overseeing a team of sales dinosaurs? You should fire all of them and hire people that are tuned into sales 2.0. Prospecting Sales Sales 2.0 Sales Intelligence Social CRM B2B b2b sales CRM crm 2.0 facebook Inbound Marketing jigsaw linkedin Microsoft Dynamics netsuite News oracle oracle crm on demand Salesforce salesforce.com social selling twitter Web 2.0know that sounds like a bold statement but I’m saying this with your company’s best interests [.].

List Development: 4 Ways to Win the War Against Bad Data

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Kevin Stemple, Database Manager at AG Salesworks. This also filters out all the inaccurate emails in your list so inside sale reps are not focusing their time on sending emails that go nowhere. 4. Sign up for a service like Jigsaw or data.com. What do you use to find data for your inside sales team

Build a Highly Targeted Prospect List Using LinkedIn

Jill Konrath's Fresh Sales Strategies Blog

But first, a datapoint from Cracking the LinkedIn Sales Code , which highlights our 2013 Sales & LinkedIn Survey results. Challenge: Within 45 days, starting from scratch, I built a prospect list of North American telecoms, cell phone and cable companies that have more than 200,000 subscribers (about $150MM sales) from a total cohort of 1200 companies.

3 Reasons Why Every Inside Sales Team Needs an Intern

Sales Prospecting Perspectives

An inside sales team needs to have extra support from a list development standpoint, and adding an intern to your existing list development team can have a huge impact. You will have better Inside Sales Rep performance: By taking on an intern to join your inside sales team, you can really improve your list quality. A lot of times, your inside reps end up adding contacts to their already existing lists on their own, or, you as a manager are responsible for pulling names from Jigsaw and other databases if your list development team is too swamped.

Power Selling Tools: Things Every Startup Sales Team Needs Selling At a Startup

delicious b2bmarketing

Home About Selling At a Startup Entries RSS | Comments RSS Power Selling Tools: Things Every Startup Sales Team Needs Posted on February 8, 2011 by admin In order to sell effectively at a startup your sales team needs every tactical advantage possible. Visibility into marketing results: LeadLander One of the most overlooked areas for a sales team is access to website analytics.

Exciting new tools for B2B prospecting

Biznology

Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns.  Are they growing?  Near an airport?  Unionized? 

A Sale on Every Call

The CRAP Report

As I perused my TweetDeck this morning, I noticed Garth Moulton’s ( the world’s biggest rolodex Jigsaw’s VP of Community and co-founder) blog entry from yesterday, “ Cold Calling is not even on the Endangered List.”  liked the article a lot, and loved the comments from Sales 2.0 Either way, a sale is made.  The only question is who’s going to close, you or him?”.

Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Lisa Fugere, Content Marketing Strategist at Radius Intelligence a company that offers sales prospecting software powered by big data. As a marketer, I live for juicy stories from the sales front lines. The prospect, being a salesperson himself, immediately turned the call around and pitched our sales rep.

Online data is mainstream

Acquiring Minds

One category of Sales 2.0 Tags: database marketing lists Crossing the Chasm data in the cloud Garth Moulton Gartner Hoovers InsideView Jigsaw LinkedIn Michael Maoz OneSource online data Umberto Milletti ZoomInfo technology has crossed the chasm: online data.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. But I expect the sales automation vendors to take the business for themselves. The idea is to help the sales rep decide who to call first. It does depend on marketing setting up the definitions, rather than letting sales people create their own. The moments are set up as real time triggers within Marketo.

Eloqua Experience 2010

LeadSloth

In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance. Sales Enablement. The big news of this event is the launch of Eloqua 10.

Symantec Sales Intelligence

Sales Intelligence View

Tracking large companies as a sales person is not an easy task. If you’re targeting a large software company as a sales prospect you could spend days or weeks trying to find out who you need to speak with that can make a decision and even longer doing the pre-call research to get an idea [.]. Sales Intelligence Social CRM socialprise insideview CRM salesview jigsaw crm 2.0 twitter sCRM facebook linkedin B2B sales productivity customer 2.0 b2b sales Tags: Prospecting Sales 2.0

Inbound Marketing, The Über List for Outbound Marketers

Smashmouth Marketing

Companies like Jigsaw , Onesource and Netprospex provide the candy; the more contacts we have and the better targeted the greater our success. And they don't all come calling for appointments with your sales reps. You still have to get them to engage in the sales process. Outbound marketers live off of lists. It's like candy to a kid. These are inbound leads. Work through them.