Remove Follow-up Remove Inside Sales Remove Lead Generation Remove Marketing
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How to Optimize Inside Sales Territories

SBI Growth

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To Identify Market Opportunity.

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Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. Let''s quickly compare inside sales to outside sales.

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PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

Pointclear

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Why Don’t Sales Reps Follow Up on Leads?

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5 Critical Things to Consider When Evaluating Lead Generation Companies

Pointclear

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

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5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

Pointclear

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

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Stitch the Sales and Marketing Organization Together

SBI Growth

Speed, it is the most commonly used word among Sales and Marketing leaders today. It has come up in every interview we have performed. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior.

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Best of PowerViews: Exciting Future for Inside Sales Experts

Pointclear

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding.