Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

HeavyHitter Sales

JANUARY 18, 2014

Average New Deal Size The average new deal size reported for field sales was $166,000 and new deal size for inside sales was $19,000. SMB Specialization Sixty-three percent responded that they have specialized inside salespeople that are dedicated to SMB (small to medium business) or mid-market sales.   12.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

SBI Growth

FEBRUARY 17, 2014

The turnover rate for sales reps naturally increases in February/March. Reps have gotten their last 2013 commission checks. Sales leaders reach out to their HR partners to understand turnover. This is for direct field sales reps. Inside sales is worse at about 15%. Maybe you don’t need a field sales rep.

Salary 198

Salary Inside Sales Field Sales Incentives 198

SBI Growth

DECEMBER 6, 2012

Could this problem impact me making the number in 2013 and beyond? Would your field sales teams be more or less effective with awesome content support? This is a simple one to answer. Will your customers use the internet more or less in the coming years? I thought so. Why should you care now?

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A).

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

The Sales Hunter

APRIL 9, 2013

Is the field sales force going to leave the meeting with a more positive impression and respect for the company and leaders they work with? Simple: I’ll make sure your sales team leaves with a clear understanding of what it is they need to do and the enthusiasm to do it. ” Sales Motivation Blog.

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

Understanding the Sales Force

OCTOBER 1, 2013

You do know that doctors, attorneys, teachers and other skilled professionals are not only expected, but required to continue their education, attend workshops and conferences, and learn the latest from the greatest minds in their field. c) Copyright 2013 Dave Kurlan' What can we do about that? (c)

Sales Leadership 204

Sales Leadership Hiring Education Coaching 204

SBI Growth

OCTOBER 26, 2012

How are you, the sales operations leader, going to measure the effectiveness of your 2013 Sales Kickoff Meeting ? Over the last three years the traditional sales kickoff meeting has drastically changed. Field Sales Research: It is critical to obtain the view of the sales team. Phase 4 – Evaluation.

Meeting 293

Meeting Sales Qualified Lead Survey ROI 293

Understanding the Sales Force

AUGUST 18, 2015

And the rest were written by marketers who might sell a lot more of their services if they can convince you that sales process is dead. The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. April 29 2013. Don't get me wrong.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

AUGUST 16, 2012

Our Make the Number Tour specifically addresses market changes that will affect you in 2013. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. Recently I spent the day shadowing a sales rep named Jim who has been in field sales for 20 plus years.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” Remoteness: Field sales people are spread across wide geographies. And, it speeds sales productivity, which is the ultimately the name of the performance management game. A February 2013 report by Aberdeen Research validates the impact of gamification.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

SBI Growth

NOVEMBER 7, 2012

The compensation calculator offered here will help you make smarter decisions about the economics behind motivating a critical component of your sales force. Overlay specialists can play an important role in supplementing the skills of the field sales force. The Overlay Strategy Payoff. Author: John Kenney. Follow @jdkenney.

Compensation 257

Compensation Penetration How To Incentives 257

Jonathan Farrington

DECEMBER 7, 2012

Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better sales management as we move into 2013. ONE: Understand the skill set of a good sales manager, and fill the role accordingly.

Sales Management 37

Sales Management Hiring Oracle Conference 37

SBI Growth

SEPTEMBER 7, 2012

Then I’ll show you some statistics that will make it very clear to you that Inside Sales needs to be redefined, reconsidered, or fortified in your organization. Inside Sales in the year 2013 means: web and telephone-enabled, high caliber individuals. chatting in real time with your field sales force.

Inside Sales 244

Inside Sales Face-to-face Sales Qualified Lead Inbound 244

Velocify

JANUARY 29, 2013

To answer these questions, first we need to take a closer look at two different types of sales processes that are often mistakenly seen as one and the same: inside sales and field sales. Understanding and embracing what makes the needs of an inside sales team unique can mean the difference between success and failure.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

SalesLoft

APRIL 8, 2016

Director of Sales Development at Birst and author of Economical Growth: 10x w/ Enterprise Account-Based Sales Development Chris Pham is joining us on the Salesloft blog as part one of a five part series on trends in sales development. In 2015, MuleSoft made the jump – the company booked over $100M of revenue.

PeopleSoft 52

PeopleSoft Siebel Hiring Lead Rank 52

Sales Training Connection

OCTOBER 16, 2013

Managing and coaching skills for working with account executives and field sales support. Second, from an instructional design perspective , sales training for KAEs must be responsive to a target audience comprised of an experienced and talented group of sales people who have taken on a very difficult and demanding job assignment.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Hacker

NOVEMBER 6, 2017

Andrew is currently VP of Field Sales at GuideSpark and the former VP of WW Sales Development + Pipeline at Responsys, where he helped lead the company to an acquisition by Oracle for $1.6 500 list of Fastest Growing Companies for 2013. “Incentivize your team”- Arjun Dev Arora.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

Sales Training Connection

AUGUST 27, 2014

Managing and coaching skills for working with account executives and field sales support. Second, from an instructional design perspective , sales training for KAEs must be responsive to a target audience comprised of an experienced and talented group of sales people who have taken on a very difficult and demanding job assignment.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Cincom Smart Selling

MAY 5, 2016

Customers still demand sales reps with specialist capabilities, but the economics are requiring companies to field generalist sales reps. Entrenched sales forces trying to make this transition are subject to high turnover. Let’s talk some more about the pricing functionality.

Hiring 67

Hiring Discount Scale Hotels 67

Customer Centric Selling

NOVEMBER 8, 2013

By Dan Bernoske, Sales Benchmark Index (SBI) Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI''s 2012 Sales & Marketing Research. How do you achieve that?

Training 51

Training Lead Rank Lead Scoring Referrals 51

Green Lead's B2B

MARCH 13, 2013

We felt it was time to poll a generation of Sales 2.0 users and let the statistics tell the story of how Sales 2.0 Mike : What are the biggest Sales 2.0 trends for 2013? Another trend with staying power is the growth of inside sales teams. influences success. Lisa : Content marketing is a trend to watch.

Trends 30

Trends Jigsaw Conference Survey 30

Sales Hacker

OCTOBER 8, 2018

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. Chris is a 20 year Silicon Valley veteran having launched the first part of his career at EMC before finding his way to Snowflake in 2013. What You’ll Learn.

Hiring 65

Hiring Lead Rank Company Sales Qualified Lead 65

Jonathan Farrington

MAY 28, 2013

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.”. How should do we determine the “right” sales deployment model for our organization? Over the past few decades, selling has changed.

Inside Sales 45

Inside Sales Conference Trends Retail 45

Green Lead's B2B

MARCH 13, 2013

We felt it was time to poll a generation of Sales 2.0 users and let the statistics tell the story of how Sales 2.0 Mike : What are the biggest Sales 2.0 trends for 2013? Another trend with staying power is the growth of inside sales teams. influences success. Lisa : Content marketing is a trend to watch.

Trends 20

Trends Jigsaw Conference Survey 20

Sales Hacker

OCTOBER 30, 2018

Lauren Bailey was voted “Top 25 Most Influential Leaders in Inside Sales”? by The American Association of Inside Sales Professionals 2013-2018. Her award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Jonathan Farrington

FEBRUARY 28, 2012

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.”. Some surveys project a tremendous reduction in sales job—going from roughly 19 Million today to 3 Million in 2020.

Inside Sales 26

Inside Sales Hiring Trends Field Sales 26

The Sales Association

FEBRUARY 28, 2011

So Marketing sets up a call center, or uses other ways to “qualify” the lead so that sales can close it. Or sales organizations set up inside sales to move the opportunity to BANT qualified before handing it over to field sales to close. That’s not what professional sales people do.

Sales Qualified Lead 22

Sales Qualified Lead Hiring Trade Show Lead Qualification 22

Cience

FEBRUARY 5, 2019

In addition to that, we’ve seen a significant increase in companies that are adopting inside sale strategies and leveraging it compared to 20 years ago. We have the data showing the growth of IS versus field sales or other strategies. Some of them for example were successful field reps, but didn’t want to travel anymore.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

The ROI Guy

APRIL 12, 2013

With such low adoption, it should not be a surprise that despite some good wins, your new value-focused sales tools might not be garnering the anticipated usage. So how do you achieve sales tool adoption in 2013? For a program this important, formalized sales tool coaching is a requirement.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

The Sales Association

NOVEMBER 9, 2011

Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. Supporting sales associations and sales professionals. Sharing best practices in sales and sales management. Sales Jobs. ► 2013. (1). Blog Archive.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

The Sales Association

MAY 22, 2011

And, although most of my corporate titles said ‘Telesales’, ‘Inside Sales’, and ‘Customer Service’, a key success factor was my departments’ ability to coordinate with the marketing programs that made the initial contact and with the Field Sales team that may be involved in the larger deals long term.

Telemarketing 24

Telemarketing Lead Generation Outsourcing Services Sales Qualified Lead 24

MEDDIC

OCTOBER 19, 2021

I’ve got a great story that illustrates this from back when I was at Badgermaps, the only salesperson , this is by 2012 2013. And we had been talking to a kind of mid level sales manager, and they put us in touch with the IT team, and we were engaged with the IT team, showing them the kind of things we could do. Steve : Yeah.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52