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How to Optimize Inside Sales Territories

Sales Benchmark Index

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 To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). Over the last two months I have had several in depth conversations with Sales Operations leaders who have been asking, “How do I optimize my inside sales team?” Call to Action.

Why Did The Move from Inside to Outside 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. The people in outside sales aren''t being replaced by the people in inside sales.

Multiple Pipelines – A Complete Guide for Sales

Pipeliner

Does your sales organization follow two different sales pipeline processes within the sales cycle? Do you cluster your sales team based on the territories, their various splits (inside / outside sales), and even sales situations (pre/post-sales, renewals and account expansions)? Then, you are following a multiple pipelines sales strategy! The post Multiple Pipelines – A Complete Guide for Sales appeared first on Pipeliner CRM Blog. With Pipeliner CRM, you can switch [.] Tips and Tricks

Multiple Pipelines – Management CRM Reports

Pipeliner

Pipeliner CRM provides you with all the information you need for accurate sales forecasting, planning, monitoring, and execution of your sales strategy and tools. Moreover, with Pipeliner CRM, you can create as many sales pipelines as you need. Systematize all the segments: territories, splits (inside / outside sales), and even sales situations (pre/post-sales, renewals and [.] The post Multiple Pipelines – Management CRM Reports appeared first on Pipeliner CRM Blog. Tips and Tricks

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. Sales organizations, particularly those in Small and Medium Enterprises(SMEs) are beginning to develop sales processes that are focused on light-weight activities and transactions, highly streamlined data entry, and real-time visibility into field activities.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct. Here’s why: Inside sales teams continue to grow at 15% each year. The first areas to go are field sales teams.

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Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution. Success in sales operations means bringing bold insights.

In the Scramble for 2013 Sales Team Planning

Score More Sales

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year). Some have completed theirs.

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. The people in outside sales aren''t being replaced by the people in inside sales.

The 3 Big Faults Sales Finds with HR

Sales Benchmark Index

She is the new HR Business Partner to the Sales Organization. This advantage will give her a long tenure serving sales. The advantage is being Outside-In. HR and Sales leaders who need better collaboration must read this post. It includes a tool: a profile of the Sales leader (Hanna’s advantage!) Hanna started her approach by becoming outside-in.

Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the  Why Sales Organizations Fail.           What prevents a sales organization from achieving success?   After studying hundreds of sales organizations I have found the answer to this question is directly related to the challenges associated with their development stage.

Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We tended to think of inside sales as those people sitting in the office, waiting for the phone to ring, just focused on small deals, doing very high volumes.

Which Sales ADD Do You Suffer?

The Pipeline

Let’s take it as a given that all good sales people suffer some form of ADD, if you want to debate that, feel free to give me a call, but there is no denying that we bounce around like so many balls on a pinball table. But Sales ADD, like cholesterol, come in two forms, good and bad, the question is which do you have, and how is it impacting you and your success. Tibor Shanto.

Don’t Just.

A Sales Guy

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. establish new territories. create a sales operations function. establish and inside sales team. build an outside sales team. ” or “Let’s just create and inside sales team.” When we set out to “just” hire a new sales person we end up hiring a farmer when we really need a hunter. You can’t just. create a new comp plan and commission structure. go after new customers.

SalesProCentral

Delicious Sales

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit.

The Complete Guide to Hidden Sales Strategies

Stride

Thank you for your interest in this premium guide for sales professionals. In this guide, you will learn important concepts, strategies and tactics used by today’s successful sales professionals. The information contained in this guide is typically provided in sales training seminars and literature about the sales profession. But add-on sales are just as critical.

Sales Compensation Best Practices

Sell More and Work Less

Countless commission structures fail despite the best intentions of sales leaders. More fail when sales managers don’t explain their plans properly. Before you know it, inside sales is battling with field sales, direct reps are at the throats of the channel team, and you’re caught in the middle of the fray. That’s no way to grow a company.

Traits of the Best Teleprospectors

B2B Lead Blog

There’s no room to be territorial, because they’re going to be passing leads to someone else who will take them to the next level. in the sales process. Obviously, you’re not going to be able to scan a resume and identify these skills, and you can’t take someone from outside sales, plop them down with a headset and a script, and expect success. Tenacity and patience.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Sharing best practices in sales and sales management www.salesassociation.org. Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. While in the Sales Industry I learned to utilize technology as a resource for improving my sales and the teams I managed techniques and numbers. While acting as the Sales Training Manager for 35 sales representatives. Subscribe To The Sales Association. Sales Jobs.

Interview with the COO of the Innovative New Company, SalesRepMarketing.com

Top Sales Blog

Recently, a new company has brought to the sales market an innovative marketing service that is designed specifically for territory based sales representatives. The company is SalesRepMarketing.com This company provides a comprehensive online marketing solution that is geo-targeted for a sales rep’s territory. The company provides a platform that helps a sales rep gain notoriety and visibility in their territory with online search marketing, social media marketing and online advertisements. We had a ton of success from that point forward.

Top Sales Blog: A Lesson in Achieving Goals: The Story of the 11th.

Top Sales Blog

Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? Small Gifts of Appreciation Go a Long Way in Sales Sales Bloggers Union Bad Economy = Your Chance to Increase Your Market Share What Exactly Qualifies as a Cold Call? Will Fultz on Sales Gravy.

You Can't Sell to the Customer that You Can't See - Top Sales Blog

Top Sales Blog

Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? Small Gifts of Appreciation Go a Long Way in Sales Sales Bloggers Union Bad Economy = Your Chance to Increase Your Market Share What Exactly Qualifies as a Cold Call? Will Fultz on Sales Gravy.