It's that time of year for review articles. The best of type stories. 2015 has been a really exciting time for the sales productivity world thanks in a large part to the major CRM players. The Salesforce appExchange has helped launch many excellent sales tools to enhance and expand the capabilities of Salesforce. So in the spirit of giving, enjoy these blog posts and have a Happy Holiday Season and Prosperous New Year!

The Cold Caller Who Came in from the Storm

Posted on November 18, 2015 by NIck Polito, Director Growth Initiatives HG Data

Cold calling is dead! Long live cold calling!

We’ve all seen the headlines reporting that cold calling is dead. Gartner Research predicts that by 2020 customers will manage 85% of their buying relationship without human interaction. And I’m going to predict that 99% of us loathe the telemarketers that call during dinner. Therefore, it might surprise you that a high tech, Big Data and analytics company like HG Data, includes telemarketing as part of its sales and marketing strategy. I know this to be true, because I cold call for HG Data.

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19 Shocking Sales Stats That Will Change How You Sell

Zachary Lukasiewicz LinkedIn Publisher, Authority on Digital Talent Acquisition, Recruiting, Sourcing @StaffingRobot

I try to read as much as I can, and every morning I put aside 30 minutes to check out the latest posts from my favorite blogs and writers.

In 30 minutes, you can only take in so much. Some posts I read thoroughly, others I open and close again within a matter of seconds. My favorite ones, I share with my team to use.

Often, my sales-related decisions rely a lot on guesswork: When do I send? What will they read?

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Use intent data to anticipate your customers’ needs

by Barbara Myers | Bombora | Sep 9, 2015 | Blog Post, News | 0 comments

Historically, B2B marketers have tailored and targeted their campaigns to specific job titles or seniority levels. Early on, it made some sense from an efficiency standpoint to focus on those titles high enough up the corporate ladder to control purse strings, but job titles and seniority only tell part of the story as to how decision makers carry out the consideration and purchase process.

Awash in data, predictive models, charts, and graphs, it can be easy for marketers to forget that those data points — those dots on the graph — are actually people as well as key B2B targets. They have their own personal predispositions that can have great influence over the decisions they make in a business setting. In many ways, it’s remembering the people behind the decision-makers that can help B2B marketers harness the right data to engage and nurture those customers through the funnel.

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The 5 Types of Sales Prospect Persona Profiles [Infographic]

This entry was posted in Sales Prospecting and tagged how to reach prospects, prospects, sales prospect persona, sales prospecting on November 13, 2015 by Rachel Martinez.

You may already know your buyer personas inside and out. But what about your sales prospect personas ?

Think about it this way – you spend hours on the phone reaching out to potential buyers. In that time, you’re bound to notice some similarities. So, take advantage of this fact. Since it’s your job to connect with these people, it helps if you understand their different personas and how to sell to them.

Here are a few common scenarios:

• You’re hearing, “Ask me again in six months”
• You’re coordinating with 5 or more people
• You’re trying to answer tough questions

Check out the infographic below to learn how 5 common sales prospect personas can help you address these issues, and more.

10 Bad Habits that Destroy Inside Sales Productivity (Part 1)

By Ken Smith|February 20th, 2015|Uncategorized|0 Comments

Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt their sales productivity and their careers.

Here are the first 5 bad habits that every sales professional should focus on eliminating. Look for the next 5 in Part 2 of this blog post.

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10 Bad Habits that Destroy Inside Sales Productivity (Part 2)

By Ken Smith |February 24th, 2015|Uncategorized|0 Comments

Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt their sales productivity and their careers.

Here are the second 5 bad habits that every sales professional should focus on eliminating.

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