Pointclear

JULY 17, 2013

Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? When you step out in the year 2015, and the landscape may look quite different. The following trends indicate that field sales teams are becoming extinct. Good question.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

OCTOBER 20, 2016

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ Their “reward”? No more support in 2017.

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

Score More Sales

DECEMBER 29, 2014

This is not so much a clean data issue but is so critical in moving your sales opportunities forward that it needs to be mentioned. If you can reward your reps for clean, updated territory lists, that can go a long way. What can you put in place in 2015 to help sales reps be more effective in starting with the best data possible?

Data 193

Data Policies Ideal Customer Profile Guidelines 193

SBI

MAY 11, 2015

The sales process begins when prospects visit your website. It can route the leads based on territories and pipelines to ensure optimized distribution. With CallidusCloud, you can set up metrics-driven coaching programs for the entire sales Force. If you want to maximize your sales performance go to calliduscloud.com today.

Hiring 50

Hiring Territories Compensation Distribution 50

SBI

MAY 7, 2015

Inside Sales & Biz Dev. Predictive Sales Analytics. Prospecting & Sales Intelligence. Territory Management & Quota. Now is the time to take action and it just got a whole lot easier with the Top Sales Tools of 2015 Guide. Motivation & Gamificationfication. CPQ & Guided Selling.

Tools 50

Tools Territories Compensation Inside Sales 50

Tony Hughes

MARCH 4, 2018

Search engines like Wolfram Alpha become so smart they can fully educate the prospect so they go 100% of the way through the sales process before ever needing to talk to a human. It's unclear if ERP firms even understand ERP and it's 2015. Inside sales doesn't have to be a career path to outside sales.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Tony Hughes

MARCH 7, 2018

In 2015 everything including Ferraris can be purchased on a mobile phone with one click and how on Earth do I know it's not a scam? I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. Is the engine full of sawdust? Am I sending a money order to Dubai? I certainly am.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66