Pointclear

APRIL 16, 2018

It’s referred to as the sales pipeline and it’s owned by sales people, right? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. Traditionally few would contest who owns the pipeline in any organization.

Pipeline 150

Pipeline PointClear Marketing Top of Funnel 150

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Reimagining Sales Coverage.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. In this interview, she shares how she and her team are adding value during virtual conversations with customers—and how they’re partnering with marketing to build curated content experiences.

Field Sales 52

Field Sales Lead Rank Lead Scoring Top of Funnel 52

Repsly

SEPTEMBER 11, 2019

As much of marketing moves online, businesses consistently ask themselves how they can translate their once-offline marketing techniques to an online world. While field sales agents are asked to hunt down leads and make personal, one-on-one connections, online marketing is more automated, scalable, and trackable.

Marketing 59

Marketing Field Sales Conversion Leads 59

The Center for Sales Strategy

SEPTEMBER 24, 2021

"“Establishing trust is better than any sales technique.". > 13 Ways to Manage a Quota-Crushing Field Sales Team – Spotio. Looking to build an efficient, high-performing field sales team? There’s no “right way” to make a sale. Mike Puglia. AROUND THE WEB -. > >>> READ MORE.

Quota 92

Quota Inbound Field Sales Sales Cycle 92

SBI Growth

MAY 23, 2013

A quick diagnosis can identify common mistakes between lead generation and field sales teams. Marketing Captured Leads Are Qualified Too Soon. A common complaint by sales is that the leads were not ready to buy. Review the time window of when the lead first converted and advanced to the sales team.

Lead Rank 304

Lead Rank Lead Scoring Sales Qualified Lead Leads 304

Pointclear

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. But it’s often the most underutilized marketing activity at a marketer’s disposal. True Nurture.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. The Benefits of Sales Territory Mapping.

Territories 264

Territories Outside Sales Field Sales Segment 264

Partners in Excellence

OCTOBER 15, 2015

There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. Perhaps our notions of inside and outside sales are outdated and we might be better served just focusing on sales.

Field Sales 48

Field Sales Face-to-face Lead Rank Inside Sales 48

Sales and Marketing Management

DECEMBER 14, 2020

This makes all sellers “inside sellers,” which opens the door to improving their productivity, performance and cost structure, while also imagining how former field sales teams should be operating on a cadence versus an expense account. Marketing is the sales development team. All selling is inside selling.

B2B 199

B2B Revenue Top of Funnel Margin 199

SBI Growth

MAY 23, 2013

A quick diagnosis can identify common mistakes between lead generation and field sales teams. Marketing Captured Leads Are Qualified Too Soon. A common complaint by sales is that the leads were not ready to buy. Review the time window of when the lead first converted and advanced to the sales team.

Lead Rank 300

Lead Rank Lead Scoring Sales Qualified Lead Leads 300

Mindtickle

SEPTEMBER 6, 2016

I often hear from our customers how challenging it is to manage distributed field sales teams. So ongoing communication on these topics tends to play a bigger role in making their sales teams successful. This means that they’re usually in the context of your reps or sales team.

Field Sales 52

Field Sales Hiring Distribution Sales Enablement 52

Mindtickle

SEPTEMBER 6, 2016

I often hear from our customers how challenging it is to manage distributed field sales teams. So ongoing communication on these topics tends to play a bigger role in making their sales teams successful. This means that they’re usually in the context of your reps or sales team.

Field Sales 52

Field Sales Hiring Distribution Sales Enablement 52

SBI Growth

APRIL 22, 2013

This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

DECEMBER 6, 2012

This is an executive-level overview of the Internal Content Marketing Agency (ICMA). It is written for the top sales executive in the organization. What is an Internal Content Marketing Agency? It can be located within your Sales or Marketing organizations. Sell when a sales rep is not present. I thought so.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation Targets 267

SBI Growth

MARCH 9, 2018

Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Cypress is leading the industry.

Company 136

Company Marketing Industry Leads 136

BrainShark

OCTOBER 25, 2022

Product marketing professionals (sometimes called solutions marketing) have a broad set of responsibilities, ranging from product launches and persona research to product messaging, go-to-market strategies, and more. See also: 5 Projects to improve your sales and marketing alignment with sales enablement.

Top of Funnel 62

Top of Funnel Sales Enablement Revenue Marketing 62

Pointclear

FEBRUARY 23, 2012

Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. He does a great job of clearly presenting, assessing and recommending solutions for today’s pressing sales lead management challenges. Outsource marketing.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Emissary

FEBRUARY 2, 2022

Retailers rely on technical innovation to compete for consumers in a turbulent post-pandemic market. When considering large technology purchases, retailers expect a customized buying experience with marketing and outreach targeted to their needs. Integrate Your Sales and Field Marketing Organization in the Retail Vertical.

Retail 52

Retail Industry Marketing Buyer Persona 52

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Take any trend?—?social,

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales 2.0

JUNE 19, 2023

AI will bring benefits to field reps too In field sales settings, salespeople can use mobile apps to record conversations and upload the recordings to the cloud for AI to process. Nigel: How do you see AI working in a field sales setting? Are we all going to be wearing Google Goggles or something?

CRM 195

CRM Call-back Lead Generation Analysis 195

Outside Sales Talk

APRIL 3, 2024

In this episode, John and Steve discuss techniques to crush every stage of the sales process. link] Start Selling More Today with Badger Maps – The #1 Route Planner for Field Sales See Badger in Action: [link] If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Outside Sales 52

Outside Sales Ideal Customer Profile Sales Process Cold Calling 52

Sales and Marketing Management

APRIL 24, 2020

Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights. This will help guide your marketing efforts and where you should place content and advertising.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Jonathan Farrington

APRIL 26, 2013

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. This approach to Agile Field Sales merges the benefits to reps and management. Being Agile Drives Better Execution of the Sales Plan, and Deeper Market Penetration.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. Who’s your ideal customer ?

Territories 130

Territories Field Sales Outside Sales Segment 130

SBI

JULY 14, 2019

Field Sales. Modus is optimized for large, dispersed field organizations like manufacturer and dealer/distributer networks. Sales Enablement. Konecranes USA Marketing wanted a seamless way to deliver both sales and marketing content to their sales teams, but also deliver a quality sales.

Video 93

Video Case Study eBook Field Sales 93

Zoominfo

MAY 9, 2021

Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. For instance, in the fintech example, why would you willingly waste marketing spend on retargeting the perfect and not-so-perfect prospects? But marketers still do.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. The Role of Enablement in Modern Sales Organizations Enablement’s primary directive should be driving behavior change.

Scale 115

Scale Engineering Maximizer Lead Rank 115

Pointclear

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

SBI Growth

JULY 3, 2014

Successful sales organizations have many routes to market. In other words, they sell via multiple sales channels. These sales channels can be internal. Inside, field sales, key accounts, etc. Point being, sales channels can take many shapes and sizes.

Channels 288

Channels How To Sales Enablement Sales Operations 288

SBI Growth

JANUARY 7, 2014

Leading a large sales organization is becoming more challenging each year. Your market and buyers are changing rapidly. It will help determine if you should consider inside sales. 5 Reasons to Consider Inside Sales. Market Growth – The role of inside sales has grown steadily over the past 5 years.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Partners in Excellence

JUNE 28, 2022

It enables us to do new and different things, address new and different opportunities/markets, shift our strategies, products, markets. For example, adding a new feature or capability to a product might expand the market or extend the life of a product. It enables us to… well, innovate. Innovation underlies change.

Field Sales 82

Field Sales Retail Industry Segment 82

Zoominfo

JULY 6, 2021

Outside sales teams also started to adapt the tools and technology of inside sales, which allowed for some automation of the process. The defining aspect of the new era of sales is the adoption of technology that gave salespeople the power to acquire more detailed information about their prospects. The New Era of Sales.

Lead Rank 147

Lead Rank Ideal Customer Profile Inside Sales Outside Sales 147

Zoominfo

MAY 9, 2021

Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. For instance, in the fintech example, why would you willingly waste marketing spend on retargeting the perfect and not-so-perfect prospects? But marketers still do.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Showpad

MAY 8, 2018

The world of sales and marketing technology is an exciting space to be in. The market has grown rapidly and over the past seven years we’ve helped our customers realize incredible benefits from aligning their sales and marketing efforts. Why the sales and marketing space matters.

Scale 61

Scale Marketing Construction Sales Technology 61

Pointclear

JUNE 29, 2017

Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Here they are—the 5 silver bullets you need to drive revenue growth: Market focus and intelligence. Marketing measurement. That’s marketing’s job.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173