Crunchbase

JUNE 21, 2022

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is inside sales?

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

The Pipeline

AUGUST 27, 2019

While it may be realistic to expect inside sales teams to sell more than 23% of their time, it is not for others. If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. The old stat that is thrown around that salespeople only spend 23% their time selling is stupid and insulting.

Wireless 264

Wireless Discount Face-to-face Scale 264

Sales Hacker

AUGUST 7, 2020

A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. General Manager, Worldwide Partner Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Pointclear

OCTOBER 20, 2016

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers. A root cause is a cause that once removed from the problem fault sequence, prevents the final undesirable event from recurring.” Their “reward”?

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

DiscoverOrg Sales

FEBRUARY 13, 2019

Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above). These were super high-value contacts for us that had a high likelihood to already be in the area for Dreamforce.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

PandaDoc

APRIL 3, 2023

What is inside sales? Let’s kick things off with a definition of inside sales. The inside sales model is built around the idea of sales reps working from their desks, without leaving the office. This means the inside sales process relies on digital communication, as well as phone calls.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. “Event” is perhaps not the right word to use. This year looks to be the biggest event of it’s 12 year history. This year looks to be the biggest event of it’s 12 year history.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Score More Sales

APRIL 30, 2014

The same is true for companies in your geographic territory who fit one of your buyer profiles. Thinking about both art and selling in sales, you must be smart in how you strategize reaching your targeted buyer. I know at least one colleague who, in getting no reply time after time, found that her buyer was speaking at a local event.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

SBI

MAY 11, 2015

This week, Nancy profiles CallidusCloud , a suite of cloud solutions that accelerate sales all the way from lead, to money. . Special note: we’ll be attending this week’s CallidusCloud Connection (C3) event in Las Vegas. Follow us @SellingTools to keep up on all the happenings at the event.

Hiring 50

Hiring Territories Compensation Distribution 50

Crunchbase

JUNE 18, 2020

Platform #3 – Events . I’m writing this article in the COVID era, so events feel like a thing of the past. But what I love about events is that they give you the opportunity to meet people in person and get to know them. The market has pivoted hard to virtual events. The future of events looks micro, not macro.

Scale 123

Scale Twitter LinkedIn Video 123

Crunchbase

FEBRUARY 9, 2021

How often do we start analyzing sales and end up in the wrong financial or market territory? For most companies, sales is a 360º discipline, but you have to pick your battles and understand what and where you can make an impact. Will these events in a vacuum drive failure? Connect with him on LinkedIn.

Data 98

Data Forecasting Ideal Customer Profile ACT 98

Score More Sales

APRIL 30, 2014

The same is true for companies in your geographic territory who fit one of your buyer profiles. Thinking about both art and selling in sales, you must be smart in how you strategize reaching your targeted buyer. I know at least one colleague who, in getting no reply time after time, found that her buyer was speaking at a local event.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Hubspot Sales

JANUARY 31, 2018

Back in the 1990s, inside sales was a stepping stone, not a career. Junior reps started in inside sales, and as you moved up through the ranks you were given your own outside territory and sent out on face-to-face sales calls. But even early-stage sales calls were done in person.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

The Pipeline

JULY 29, 2011

Specialties in: • Establishing marketing & sales tools and process. • Finding your targets & territory mapping. • Finding client’s needs & developing messaging around them. • Growing interest to a purchasing level. • Finding partners. • Coaching Inside Sales. Trigger Events.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Sales Hacker

FEBRUARY 16, 2021

Subscribe to the Sales Hacker Podcast. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. Sam Jacobs: This week, we’ve got another great episode for you with Kristin Twining , VP of business development and inside sales for FireMon. We’re on iTunes. And on Stitcher.

Inside Sales 102

Inside Sales Field Sales Policies Travel 102

Openview

OCTOBER 13, 2017

As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket , VP of Demand Generation at ClickSoftware; Frank Ernst , Vice President of Sales Development and Inside Sales at Zuora; and Brian Schwartz , Head of Sales at UserTesting. I drove them to that event.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Tony Hughes

MARCH 4, 2018

With advanced stealth B2B technologies I'm aware of right now, essentially one person can do the work of an entire traditional inside sales team of 50 and the CEO can just fly in and seal the deal. Inside sales doesn't have to be a career path to outside sales. Different skill sets, different professional paths."

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Pipeliner

JANUARY 3, 2018

You could call this set of circumstances a perfect storm of multiple trigger events meets compelling event. Obtain a ticket to a key city within your territory. I saw another salesperson who was an expert at swing dancing who would clear the middle of the dance floor at company hosted client events. 1) Deal Interception.

Hiring 45

Hiring Conference Lead Rank Commence 45

Sales Evangelist

SEPTEMBER 5, 2019

It evaluates how you sell today and infuses modern digital sales activities into your process. Account-based selling Account-based selling refers to focusing on a set number of accounts, whether it’s organized by territory or strategic value. Each person is the CEO of his own territory.

Account 40

Account Lead Rank Infusion Lead Scoring 40

Hubspot Sales

OCTOBER 28, 2020

While navigating a global pandemic and economic uncertainty that has impacted the way buyers engage with sales processes, sales leaders must remain nimble in how they approach leading their teams. It’s time to rewrite the sales leadership rulebook. Use remote work to your advantage.

Hiring 102

Hiring Promotion Lead Rank Ideal Customer Profile 102

Zoominfo

AUGUST 12, 2020

Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Considerations for Inside vs Field Sales Reps.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Cincom Smart Selling

JUNE 30, 2015

Many of these folks correctly guessed or figured out that I have been involved in sales myself. Indeed, I have carried a briefcase around a territory, lived on draws and commissions and also more recently actually looked after a group of inside sales agents. Write about a hobby, current events or other things.

Prospecting 48

Prospecting Construction Promotion Telemarketing 48

InsideSales.com

MARCH 31, 2020

It helps you understand the real flow of their sales process in a structured manner. Through this, leaders can then identify gaps and other challenges in their sales performance. Sales territory mapping can also help organizations establish their sales methodology and improve sales process steps.

Sales Process 65

Sales Process Sales Methodology Lead Rank Government 65

Zoominfo

AUGUST 12, 2020

Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Inside sales reps can handle smaller, more local accounts and offer support to field sales.

B2B 100

B2B Lead Rank Sales Qualified Lead Top of Funnel 100

Hubspot Sales

OCTOBER 1, 2018

Some sales cycles are quick, but many have a large number of opportunities that are months -- and maybe years -- old. If salespeople change roles, territories, or move on from a company, sales pursuit records are often lost due in part to poor CRM documentation. Connect with prospects on social media.

Prospecting 101

Prospecting Top of Funnel Social Media Hubspot 101

The Sales Association

NOVEMBER 23, 2011

I was the Midwest Territory Sales Representative the area assigned to me was a new area that Sepracor opened under me being responsible for DeKalb to Kankakee, down to Springfield, all of The Southwest Territory, Dupage, Will, Kendall, Kane, Cook, and Lake county Illinois and Indiana. Subscribe To The Sales Association.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

Tony Hughes

MARCH 7, 2018

All of this is very much a group trigger event tracking exercise and will serve as the wind in your sails to build momentum in this quarter and the next. I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. Where are the people that signed the POs or SOWs now?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

SBI

NOVEMBER 7, 2019

Gartner, the world’s leading research and advisory company, named Modus to its Market Guide for Sales Engagement Platforms. The Gartner Market Guide for Sales. Field Sales. Inside Sales organizations are getting a lot of the glory these days; perhaps it shouldn't be a surprise that they're also benefitting from a.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Hubspot Sales

AUGUST 8, 2019

Percentage of sales reps attaining 100% quota. Revenue by territory. Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Conferences, trade shows, events. Events and trade shows.

Cost per Acquisition 130

Cost per Acquisition Lead Rank Churn Webinar Metrics 130

Zoominfo

FEBRUARY 14, 2018

If you’re a regular reader of our blog, you’ve seen quite a bit about sales productivity in the last few weeks. And for good reason—sales productivity is the theme of our 2018 Growth Acceleration Summit! 6 Outdated Sales Techniques That Hurt Your Productivity. 6 Techniques for Improving Your Team’s Sales Productivity.

B2B 176

B2B Face-to-face Sales Education 176

Anthony Iannarino

JANUARY 9, 2020

In the event we execute this clause, the licensee will be provided with the less valuable and undesirable “order-taker” license, which limits their role to inside sales, regardless of the loss of income or opportunity. The licensee agrees that any over-reliance on leads or marketing will result in the loss of this license.

Licensing 90

Licensing B2B Exercises Guidelines 90

Nudge.ai

DECEMBER 8, 2017

We sifted through B2B sales tools on Capterra , G2 Crowd , Gartner and more to pull out our top 126 picks for everything from new-age social selling tools to B2B sales automation software. Base: Next-generation CRM software for leading B2B sales teams. Close.io: The inside sales CRM of choice for B2B startups and SMBs.

Lead Rank 51

Lead Rank Lead Scoring Sales Tools B2B 51

Sales Hacker

OCTOBER 21, 2019

The dean, the faculty of the college of business, and I believe our university needs a sales minor to compliment its business degrees. SVP of Global Inside Sales at Carbon Black, Inc. How long have you been in sales? . I have been in sales for almost my entire professional career. Why did you choose sales? .

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90