Sales Secrets

Inside Sales is a model that is applicable in any market and any country. In this episode, Diego Wagner, CEO at Meettime discusses recent research regarding Inside Sales in Brazil and how his company is helping push this new model of sales in the emerging country of Brazil. In This Episode You'll Learn Research & Findings Regarding the first Inside Sales Benchmark in Brazil: The role of sales development and how companies are beginning to experiment with this model Conversion rates in the sales pipeline and how they are different in Brazil than in the US How compensation models are being approach and how that differs with the US What technologies are being utilized and what is most popular Links and Resources Mentioned in This Episode: Diego Wagner's LinkedIn A Day In The Life Of A Millennial Sales Rep: Why A.I. Is Causing A Sales

Enterprise AI has reached a tipping point with enterprise sales. Whatever you call it – machine learning, predictive analytics, artificial intelligence, cognitive computing – this phenomenon is dominating our newsfeeds. In this episode, CEO of InsideSales.com, Dave Elkington presents his thoughts A.I. and how it can effectively be used in the sales process. In This Episode You'll Learn That Meaningful AI requires Three Crucial Elements: Math – Algorithms that look for patterns in data in order to predict future outcomes. Data – Information that continually feeds the math, making it smarter and more accurate. Applications – Software that turns predictions and prescriptions from the math into improved outcomes by integrating into activities and workflows. Links and Resources Mentioned in This Episode: What Is AI? Setting the Record Straight A Day In The Life Of A Millennial Sales Rep: Why A.I. Is Causing A Sales

Most organizations struggle to sell and even more organizations struggle to up-sell and cross-sell. As organizations look to optimize their post-sale interactions, they will need to focus on the right people, systems, and process. In this episode, Richard Harris, owner of the Harris Consulting Group, discusses key points to winning after the initial deal is sold. In This Episode You'll Learn: How organizations are structuring their post-sales teams What companies are thinking about when it comes to compensation and motivation Tips needed to win in a up-sell and cross sell environment Links and Resources Mentioned in This Episode: Richard's LinkedIn 22: How Client Success Accelerates Sales w/Dean Robison @InsideSales, Dan Steinman @ Gainsight, Jim Steele @InsideSales 12: How I Broke the Rules and Doubled Oracles' Inside Sales Revenues w/Dan Freund @InsideSales.com

InsideSales.com Labs has been performing ResponseAudits for over 7 years to determine how quickly and how persistently sales reps respond to inbound web leads. By submitting leads to 4,723 companies’ web forms and tracking calls, voicemails, and emails, we found some pretty interesting results. In This Episode You'll Learn: How fast or how slow companies are responding to leads What companies are doing with personalized versus automated emails How persistent companies are in following up with their leads Links and Resources Mentioned in This Episode: Fall 2016 ResponseAudit Report Personalization Trumps Automation: Please Stop with the Auto-Response Emails

Game film is a integral part of any football team's activities. Oddly, in sales many don't use game film. With the ability to record calls in an easy-to-use interface companies can create a structure to have managers and reps coaching each other. In this episode, CRO of ExecVision Steve Richard, talks about how companies are creating coaching programs that actually work. In This Episode You'll Learn: How to capture call recordings in compliance with State and Federal laws The one InsideSales.com PowerDialer feature you’re likely not using Step-by-step call coaching playbook: why, who, when, how How to break call recordings like Jon Gruden breaks down game film on ESPN Links and Resources Mentioned in This Episode: 26: Owning the Sales Conversation w/Josh Harcus @TeamHuify 12: How I Broke the Rules and Doubled Oracles' Inside Sales Revenues w/Dan Freund @InsideSales.com Coaching Webinar with Gabe Larsen and Steve Richards ExecVision.io

Dreamforce 2016 was an amazing event. We had the pleasure of interviewing representatives from Lessonly, Domo, Paradigm Life, Docusign, OwnBackup.com and Apttus. They shared their perspective on Dreamforce, and what they experienced. From Lessonly we had Scott Cook and Mike Wendahl. From Domo we met with Lauren Willman. From Paradigm Life we met with Daniel Torsak From OwnBackup we met with Alex Ortiz From DocuSign we met with Sandy Vaughan Finally From Apttus, and finishing out the Podcast, we met with Aaron Farley, head of Global Enablement at Apttus.

Peter Caputa joined HubSpot as employee 15. After petitioning to start HubSpot's Agency Partner program, HubSpot's CEO reluctantly let him in 2009. Pete was responsible for the program and the team as recently as January 2016. The program is now responsible for 40% of HubSpot's new customers and cited as a major factor for leading HubSpot through a successful IPO and its accelerated growth rate since going public, not to mention the success of many marketing agencies and their clients. In This Episode You'll Learn Four Steps to Optimize Your Partner Program: Step 1: Think Marketing (Not Sales) When Recruiting Resellers Step 2: Solve Your Resellers’ Challenges First, Then Focus on Their Clients’ Challenges Step 3: Don’t Sell a Product — Sell a Platform Step 4: Keep the Barriers to Entry Low Links and Resources Mentioned in This Episode: 7 Steps HubSpot Used to Scale It's Channel Sales Program 22: How Client Success Accelerates Sales w/Dean Robison @InsideSales, Dan Steinman @ Gainsight, Jim Steele @InsideSa

Inside Sales is an art and a science. In this episode, Steve Bonvissuto, Executive Director of Innovation at MarketSource, explains how only using people, systems, and process can lead a company to sales success. In This Episode You'll Learn: Training - What MarketSource sees as must haves for training sales people Process - What are people typical process problems for sales people Technology - Top technology required to optimize your technology stack Links and Resources Mentioned in This Episode: 5: The Five-Billion Dollar Playbook w/David Rudnitsky @InsideSales.com

David Rudnitsky is enterprise sales. When you talk to him you can't help but think he has been doing enterprise sales his entire life. He eats, drinks, and sleeps it. David Rudnitsky coined a term called 'The Path to Power.' In this episode, Gabe and Steve discuss and debate the concept of the Path to Power and explain why companies should know about it and focus on navigating it correctly. In This Episode You'll Learn: What is the Path to Power Examples of navigating the Path to Power in sales Five keys to managing the Path to Power in your s Links and Resources Mentioned in This Episode: 5: The Five-Billion Dollar Playbook w/David Rudnitsky @InsideSales.com Path to Power LinkedIn Article

Reps are not closing, what do you do? Most sales management teams don't realize they are not leaving their team out to dry. In this episode, Josh Harcus discusses how to support your team through a structured pipeline process and how to teach your reps to take control of the conversation and keep it. In This Episode You'll Learn: Keys to keeping control of the sales conversation and how to do it How to own the sales conversation from beginning to end Thoughts on supporting your sales team with a formula for pipeline management Links and Resources Mentioned in This Episode: 15: Creating a Performance-Driven Culture w/Shea Stringert @AdRoll 25: Is the Break Up Email Dead?

We've all prospected for a long time. We've tried different tips and tricks. Today we want to discuss the break up email. The email you send when you're ready to give up on a contact. What are best practices? What are good and bad examples? Tune and and find out. In This Episode You'll Learn: What is a break up email What are bad and good examples of break up emails The principles of writing a good break up email Links and Resources Mentioned in This Episode: 17: Leverage Social Networks to Gain Access to Big Time Decision Makers w/Brynne Tillman @PeopleLinx 18: How the World’s Top Tech Companies are Killing It with Sales Development w/Leaders from Apttus, Salesforce, Docusign, and Hubspot LinkedIn Article on Break Up Emails

Cadence is a buzzword. What does it actually mean and more importantly how do you create a cadence that actually works. In this episode, Gabe Larsen, Director of InsideSales Labs, discusses the importance of a cadence, how to build a cadence, and what makes a great cadence. In This Episode You'll Learn: The definition of cadence The five step process to build a cadence Bad examples of cadences Great examples of cadences      Links and Resources Mentioned in This Episode: Cadence Webinar by Gabe Larsen Cadence Templates Cadence Video LinkedIn Article

We all have sales development teams but we don't all have sales and sales development teams that work well together. In this episode, Kristin Agnelli, Sr. Director of Lead Development at PGI, discusses what's she learned to do to make these teams work successfully together. In This Episode You'll Learn: The importance of strategy – Sales is the customer of the sales development team. What does sales need, more volume or better leads? An agreement always needs to be there if you’re building a new team or taking on an existing one. The need for alignment - When sales realigns compensation and territories at the beginning of every year it’s best to mirror their set up and change SDR structure/comp if needed. The purpose of service level agreements – SLAs make easy for sales to partner with the SDR team, and likewise make it easy for SDRs to get their job done. Set up your backend technology stack to support your deliverable and put some SLAs behind different expectations.         Why you have to have accountabi

Many people believe sales starts with prospecting and ends with the close of a sale. Great companies think differently. Customer success can be a key part of a holistic approach to obtaining and retaining great customers. In this session, our expert panel of Dean Robinson, Dan Steinman, and Jim Steele discuss the topic of how customer success can accelerate sales. In This Episode You'll Learn: How client success can accelerate sales What formula great companies are using to connect the customer life-cycle How customers are using customer success as a key differentiator Links and Resources Mentioned in This Episode: The Next Generation of Customer Success 12: How I Broke the Rules and Doubled Oracles Inside Sales Revenues w/Dan Freund @InsideSales 5: The Five Billion Dollar Playbook w/David Rudnitsky @InsideSales

People can 'talk the talk' but not many can't 'walk the walk'. ZipRecruiter represents a company that has been able to do both. Raising 63M in it's Series A funding, ZipRecruiter has quickly become a 'darling' in the tech space with it's ability to build a high-velocity machine. In this episode, Kevin Gaither, SVP of Sales, explains his three keys to building a killer company. In This Episode You'll Learn: Kevin's formula to hire top talent Kevin's systematic career progression path Kevin's disciplined apporach to lead scoring Links and Resources Mentioned in This Episode: Kevin Gaither's LinkedIn Sales In The Cloud: How to Build a High-Velocity Sales Model Webinar Episode 19: Top Three Trends in Inside Sales w/Bob Perkins

As a consultant, Gabe has the unique advantage of visiting different companies and seeing their sales motion. Every once and awhile, he visits a company and experiences something less than stellar. A few weeks back, Gabe visited a company who was in the middle of a transition to an account-based approach. Diving into the weeds, Gabe reviewed the process beginning to end and discusses and debates with Steve the lessons learned. In This Episode You'll Learn: What not to do when identifying target accounts Issues reps face when identifying target contacts How reps can waste time trying to find optimal contact information The need to structure your outreach strategy Links and Resources Mentioned in This Episode: How to do Account-Based Sales . . .Not LinkedIn Post Account-Based Everything Webinar w/ Trish Bertuzzi, Matt Heinz, Gabe Larsen 16: Leveraging Account-Based Marketing and Account-Based Sales in the Enterprise w/Ken Krogue, Jon Miller, & Rich Neal

If you're not experienced the American Association of Inside Sales Professionals or the AA_ISP, you'll need to take some time to check it out. The Association focuses on all things Inside Sales and the co-founder and chairman, Bob Perkins, joined us to talk about the three biggest trends he sees in the Inside Sales space. In This Episode You'll Learn: The three trends in inside sales Sales Acceleration technology. How companies are figuring out what's working and what's not. People problems. How companies are dealing with hiring, on boarding, and training. Shift from outside sales to inside sales. How companies are making this move. Links and Resources Mentioned in This Episode: Bob Perkins' LinkedIn Sales Development Technology Guide Episode 12: How I Broke The Rules and Doubled Oracles Inside Sales Revenue w/Dan Freund

Sales development is one of the hottest sales trends of 2016. In order to capitalize on this movement, companies must understand from A to Z how to set up and optimize this important function. Ever wonder how the world's biggest tech companies run their sales development teams? In this episode Apttus, Salesforce, Docusign, and Hubspot leaders talk about how they've built their SDR teams. In this episode you'll learn: Structure your sales development function Hire, train and pay your sales development team Optimize your sales development technology stack and build a world-class sales development process

You have a sales team and they are doing fine. You're hearing about social selling techniques and tools but you're not sure what do to or how to coach your people. You buy your team a license to LinkedIn Sales Navigator and nobody seems to be using it. Sound familiar? In this episode Brynne Tillman, social selling guru, talks about the five ways to actually get results social selling. In this episode you'll learn: The purpose of company pages and how to utilize them to sell more How to kill it with client referrals using LinkedIn The power of strategic alliances in social selling The Dos and Don'ts of connecting with new prospects How to use the advanced search capabilities in LinkedIn Links and Resources Mentioned in This Episode: Brynne Tillman's LinkedIn Profile Episode 8: Boost Sales 30% by Integrating Social Selling into Your Traditional Sales Process w/Gabe Villamizar Episode 10: Five Social Selling KPIs Sales Leaders Should Focus On w/Brynne Tillman Free eBook: 27 LinkedIn Inside Sales Tips: How to

High-performing sales development professionals know they can’t rely solely on marketing to cast a wide net and find the perfect buyer. If they want to be successful, sales development professionals must master a more targeted approach and go after the big fish themselves. In this episode you'll learn: How to move beyond the high velocity sales model to account-based selling strategies How to build a pipeline of targeted accounts What you must do to expand existing relationships quickly How you can discover and connect better with more decision makers Latest digital sociological research on the interest, attitudes and opinions of account-based sales personas Links and Resources Mentioned in This Episode: Link to Webinar for Slides Jon Miller, Founder and CEO of Engagio Ken Krogue, Founder and Chief Evangelist of InsideSales.com Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience' Episode 2: What's All This Talk About Account-Based Sales Episode 9: Account-Based Everything w