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. Virtual channels can raise productivity and lower selling costs, due to less time and expense for travel.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Partners in Excellence

APRIL 10, 2014

He said, “Dave, I understand inside sales very well–but they are much more suited for transactional business, standardized, commoditized products. Inside sales would never work for us.” ” I find too many people have a real misunderstanding of inside selling.

Inside Sales 95

Inside Sales Face-to-face Field Sales Channels 95

Hubspot Sales

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Ideal Customer Profile 121

Ideal Customer Profile Salary Hiring Lead Rank 121

Understanding the Sales Force

DECEMBER 9, 2013

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.

Outside Sales 178

Outside Sales Telemarketing Inside Sales Travel 178

Factor 8

AUGUST 3, 2017

If helping reps improve is your favorite part of the job, you love to train and call coach, and you agree that inside sales is harder than field sales…read on! Our current team of Advisors are Inside Sales experts with backgrounds of 15 or more years at the Director or VP level. You’re cool with travel.

Hiring 39

Hiring Inside Sales Ideal Customer Profile Energy 39

Sales and Marketing Management

DECEMBER 14, 2020

We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps. Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. Trends that are here to stay.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

The Pipeline

JANUARY 15, 2015

There are two trends unfolding of in sales which to date have accidentally intersected, which should be proactively encouraged and facilitated by B2B sales organizations. In an economy where many senior leaders are more likely to choose one product over another primarily due to consensus among “the group”. Tibor Shanto.

Social Selling 120

Social Selling Face-to-face Social Media Lead Gen 120

Sales and Marketing Management

NOVEMBER 22, 2017

Why not just ask the reps to tell sales management what reward would motivate them the most? Imagine you’re living in Seattle in 1971 and you’re asked to join a focus group. The first group would occupy a charming, clean and new building with lots of amenities. It’s not a good idea because they can’t.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Sales Hacker

AUGUST 7, 2020

Director of North America Sales. The Bridge Group, Inc. Digital Sales and Development Manager. VP Europe Sales, Presales and Marketing. Vice President, Sales. The Santa Fe Group. Executive Vice President & Group CEO – Verizon Business. General Manager, Worldwide Partner Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Chorus.ai

MARCH 4, 2020

Hillary and her sister, when shopping with their parents at the department store, would pretend they were sales assistants and ask, “What can I help you with today?” After graduating from college in 2013, Hillary took some time to travel the world and volunteer before returning to the U.S. Hillary says.

Travel 118

Travel Retail Lead Rank Face-to-face 118

Sales Hacker

APRIL 10, 2018

Setbacks of using a 2-Stage inside sales organization. discount levels quickly start to group around 10% and 20% levels. SMB/Group like – selling applications using an annual/monthly/usage contract. It’s foolish to travel across the country for an in-person demonstration! group license.

Strategy 72

Strategy Lead Rank Marketing Segment 72

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Table of Contents What is inside sales training? Here are five reasons you should.

Inside Sales 87

Inside Sales Training Hiring Outsourcing Services 87

Pointclear

OCTOBER 20, 2016

These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. We generate, qualify and nurture leads using Account-Based Marketing processes.

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

Hubspot Sales

JUNE 5, 2019

Harder to manage: It can be difficult to update your sales strategy, change your messaging, add a new product, or make any kind of major shift. You’re not simply rolling out a change to one group -- you’re asking multiple external groups to adapt. That makes creating multiple sales teams unnecessary. Work perk #1.

Channels 102

Channels Lead Rank Hiring Lead Scoring 102

Janek Performance Group

APRIL 25, 2022

In sales, most of our time is spent on non-sales activities. How we handle this time is key to our sales success. Time spent not in front of a qualified prospect like traveling, training, and with inside sales reps’ coffee breaks, are all activities that can be performed with intention and focus.

Sports 62

Sports Lead Rank Lead Scoring Course 62

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. Inside sales is simply more efficient and scalable. Always respond in kind.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

SBI

OCTOBER 9, 2013

Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Certainly as a group, no one product could proclaim to include all features and many singular features weren’t available in any product. It determines how much travel time is needed between calls.

Sales Tools 139

Sales Tools Tools InsideView Field Sales 139

Close.io

JUNE 26, 2019

It gets chaotic after a while, so you consult a travel agent. Ask about the product in tech-focused Facebook groups. For example, if you are in inside sales you may use Close but if you're a door-to-door sales pro; another solution might be a better or more tailored fit for your business. Conclusion.

CRM 75

CRM Decision Maker Follow-up Cold Calling 75

Hubspot Sales

JUNE 1, 2018

Spending a certain amount of time on one group of activities could set a rep up for record week, while concentrating on something else might launch you down the path to a slump. This tactic also applies to inside sales. From a sales perspective, different tasks engage different mental muscles.

Pivotal 111

Pivotal Call-back Follow-up Maximizer 111

SBI Growth

AUGUST 20, 2012

This research yields compelling insights into how Buyers want to engage with your sales force. Many companies investigated Inside Sales a few years ago and decided their product or service was too complicated or specialized to sell without an expensive direct sales force. Here’s a simple Inside Sales Assessment tool.

Inside Sales 276

Inside Sales Face-to-face Sales Qualified Lead Customer 276

Pointclear

FEBRUARY 21, 2013

My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible. e-mail communication.

Inside Sales 240

Inside Sales Skype Face-to-face Field Sales 240

Green Lead's B2B

JUNE 1, 2022

Activate, a wholly-owned subsidiary of Next Fifteen Communications Group (LON:NFC), announced that it has acquired the company. He said, “My inside sales manager. Linda is going to retire and travel with me, turning every business trip into an adventure. Today marked a big day in the history of Green Leads.

Sales Qualified Lead 49

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 49

Sales Hacker

JUNE 7, 2021

This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Now you have to get commitment from people to participate in the overall process; get commitment from a core group to attend workshop sessions; and get commitment to participate on separate calls or online.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

LeadFuze

JANUARY 1, 2022

A company was not satisfied with the success of their inside sales team, so they tested a 2-stage model. For example, the number of deals will be spread out among these groups. The old adage that you should travel across the country to meet a potential customer is not always true. 4) Inside sales.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Crunchbase

MAY 14, 2020

We also want to express a special thank you to the members of the sales community who spoke up, and volunteered their time to help us as we not only reissue this list, but also think about even more ways we can shine a light on underrepresented groups within sales going forward. Founder and CEO of The Bridge Group.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Partners in Excellence

MARCH 25, 2014

Social media, networking, and other groups enable us to share ideas, opinions and experiences about different products, services, and solutions. But does that mean the need for sales people has diminished? They leverage technology, the web, networks, and a whole variety of vehicles to educate themselves. Absolutely! Yes, again!

Education 97

Education Hotels Margin Social Media 97

Score More Sales

SEPTEMBER 22, 2013

There are usually a few events each year where this happens and in this case, it was Boston this week for the American Association of Inside Sales Professionals ( AA-ISP ). Take the Road Less Traveled – make a difference. Linda Connly, Sr VP, Global Inside Sales / Midmarket at EMC gave a keynote talk.

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217

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. Specialization of sales functions transformed it into a bonafide 'profession.' Different skill sets, different professional paths."

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Jonathan Farrington

FEBRUARY 3, 2012

Trend data reveal that sales organizations are shifting resources from outside to inside sales. Inside sales growth is 30% faster than their outside sales counterparts. The number of Inside Sales departments is projected to grow from 800,000, in 2009, to over 2 million in 2013.”

Ideal Customer Profile 39

Ideal Customer Profile Social Media Travel Inside Sales 39

InsideSales.com

JUNE 12, 2020

Helping companies get there is a core part of what Vertical Relevance helps large-scale sales organizations achieve.”. Inside Sales Teams are Already Digital. We’ve known digital transformation was coming for a long time; many have already transformed their sales development and inside sales teams.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

Hubspot Sales

JANUARY 22, 2018

Vendor: Hoffeld Group. Focus: Sales messaging and communication. Price: Contact Hoffeld Group. The right story, presented in the right way, can change the course of a sale. Sales Presentation Training. Vendor: Sales Readiness Group. Intended audience: B2B sales teams. B2B Inside Sales Training.

Training 145

Training Vendor Top of Funnel Workbooks 145

Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Inside sales. Low-touch sales. No-touch sales. Inside Sales.

Top of Funnel 108

Top of Funnel Examples Lead Rank ActiveConversion 108

Cience

FEBRUARY 5, 2019

Managing Partner, The Bridge Group. An expert at developing strategic initiatives and tactical implementation plans, Laurie ensures the delivery of high quality, results-driven solutions to each of The Bridge Group’s clients. See more about The Bridge Group. The Bridge Group has been a powerful supporter of sales development.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Sales Hacker

OCTOBER 7, 2021

Following Sailthru’s sale to CM Group in 2018, Cassie took on the expanded role of Chief Customer Officer for CM Group’s 200MM+ martech portfolio. I spent 13 years in massage therapy, which included running my own business, before I moved to sales. Designer of Oracle’s Virtual/Digital Sales Division.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Hubspot Sales

FEBRUARY 7, 2018

According to The Bridge Group’s 2016 Sales Development Metrics and Compensation report , it’s most common for companies to base an SDR’s commission on the number of meetings or opportunities they pass to their partner reps and the number of meetings or opportunities accepted by those reps. Outside sales does offer some advantages.

Hiring 136

Hiring Salary Engineering Compensation 136

Hubspot Sales

AUGUST 21, 2023

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision-makers. The Inside Sales Business Model The inside sales business model is when a prospect needs to be nurtured by a sales rep to convert into a deal. Identify the buying center and personas.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Sales Hacker

FEBRUARY 3, 2020

Limited to just 20 people per event, none of whom will be selling their products to you, you will get hours of sales training [and surf instruction!] from some of the best in the business, build real relationships with a select group of your peers, and have a transformative experience. The Sales 3.0 March 2 | Chepstow, UK.

Conference 90

Conference Scale Networking Industry 90