SBI Growth

NOVEMBER 12, 2013

A few indications your sales strategy is not working for you: Missing the # - Your reps are trying to be all things to all people. Examples here are wide ranges in either revenue/deal or margin/deal. A must-have if you are to properly allocate your sales resources. Success Metrics – revenue/sales head, cost/sales head.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. They should never pick up the phone and make a prospecting call!” Who is responsible for maximizing our share of customer?

Territories 49

Territories Segment Inside Sales Pipeline 49

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

Sales Hacker

DECEMBER 12, 2017

Profit – harder to calculate but maximizes ROI. Deals qualified – good for inside reps passing deals. an AE probably can’t close 200 deals a month, and prospecting vs closing is a zero sum game) to get to an individual target then add them all up. Step 4: Accurately and Reliably Measure Progress. Base/Variable Split.

Compensation 80

Compensation Hiring Incentives Incentive 80

HeavyHitter Sales

NOVEMBER 24, 2013

.         Over the past several decades the structure of sales organizations have remained largely the same. They have been primarily based on outside field salespeople who make face-to-face sales calls with prospective customers and current clients.   Sales Organization Development Stage.

Trends 124

Trends Lead Rank Scale Inside Sales 124

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Mastering the Complex Sale, 2nd ed. The Seller’s Challenge.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker Training

SEPTEMBER 5, 2018

Good thing Altify mastered the process, offering a proprietary and proven approach for full sales team transformation. Altify builds the matching enterprise support and trains everyone on the team how to maximize the benefits of an improved sales effectiveness. Need a sales team for a startup or a rapidly growing business?

Training 103

Training Scale Lead Qualification Lead Rank 103