Sales and Marketing Management

OCTOBER 26, 2020

And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. Myth 1: Field sales reps sell primarily in person. And win rates rise and sales cycles shorten with well-orchestrated virtual channels.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

SendBuzz

APRIL 25, 2023

Are you unsure which sales team to focus on to drive your business’s sales? B2B Inside sales? Or Outside sales? Well, deciding between inside sales and outside sales can be tricky for businesses. So, read on to discover which sales strategy is the most suitable for your company’s growth.

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Outside Sales Talk

MAY 18, 2022

John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. link] . .

Outside Sales 52

Outside Sales B2B Gatekeeper Face-to-face 52

Sales and Marketing Management

JUNE 29, 2020

Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality. A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Pointclear

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification.

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

Partners in Excellence

OCTOBER 15, 2015

There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. Perhaps our notions of inside and outside sales are outdated and we might be better served just focusing on sales.

Field Sales 48

Field Sales Face-to-face Lead Rank Inside Sales 48

Pointclear

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

Software 187

Software Software B2B Top of Funnel 187

Outside Sales Talk

MARCH 13, 2024

Ryan helps B2B Sales Leaders & Sales Professionals capitalize on the AI revolution to earn more and work less. Ryan is also the host of The Scale Up Show podcast and he’s one of the top voices in AI. In this episode, Ryan shares how sales teams can grow faster and bring in more revenue with AI.

Outside Sales 52

Outside Sales Scale Tools Field Sales 52

The Center for Sales Strategy

SEPTEMBER 24, 2021

"“Establishing trust is better than any sales technique.". > 13 Ways to Manage a Quota-Crushing Field Sales Team – Spotio. Looking to build an efficient, high-performing field sales team? There’s no “right way” to make a sale. Mike Puglia. AROUND THE WEB -. >

Quota 92

Quota Inbound Field Sales Sales Cycle 92

Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Inside sales or field sales?

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Pointclear

DECEMBER 22, 2016

The truth is that in most complex selling situations, anyone who agrees to see your sales representative for any amount of time, without additional preparatory conversation, has more time to waste than most senior level executives I know. If they prepare the audience right, their visit is like a discussion with a new friend.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Pointclear

MAY 6, 2014

The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). Sales Process B2B Sales'

CRM 258

CRM Intent Field Sales B2B 258

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. What do inside sales reps do?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Pointclear

MARCH 22, 2011

How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0 Influencer Persona: Sometimes referred to as a stakeholder persona, more commonly in a B2B setting.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. The change has been driven by evolving B2B buyer behavior.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

MarketJoy

AUGUST 4, 2022

Just as consumers are adjusting to life post-pandemic, B2B companies are also figuring out how to stay in business, operate, and recover. The COVID-19 pandemic forced B2B buyers and sellers to go digital in a massive way. B2B sales leaders everywhere are convinced that digital is truly the way to go.

Hiring 98

Hiring Face-to-face B2B Scale 98

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. The Benefits of Sales Territory Mapping.

Territories 264

Territories Outside Sales Field Sales Segment 264

Pointclear

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Tie B2B lead generation activity to overall revenue and profits.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

SBI

JULY 14, 2019

Field Sales. Modus is optimized for large, dispersed field organizations like manufacturer and dealer/distributer networks. Konecranes USA Marketing wanted a seamless way to deliver both sales and marketing content to their sales teams, but also deliver a quality sales. Sales Asset Management.

Video 93

Video Case Study eBook Field Sales 93

Hubspot Sales

JUNE 13, 2023

They also report these tools are the second-most effective tool at helping them reach their goals (for B2B and B2C salespeople alike). Field specializes in helping people access their sales data within one app for on-the-go salespeople. The email was a bit long, so I also asked it to be shortened.

Prospecting 114

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 114

Zoominfo

MAY 9, 2021

Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase. Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. Not All Web Traffic is High Quality.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Richardson

JULY 28, 2021

Now, as sales organizations work to define the “new normal” many are making virtual selling a permanent part of their selling and prospecting model. In fact, research from Veeva shows that 88% of field sales professionals use digital channels to contact and engage their healthcare buyers. The challenges are considerable.

Buyer 52

Buyer Prospecting Field Sales Channels 52

SBI Growth

JANUARY 7, 2014

Customer Acquisition Cost (CAC) – The cost to acquire customers is a huge focus of B2B companies and investors. Notice field sales isn’t recommended until you hit a $25K CAC. Using expensive field resources drives up CAC and extends your time to break-even cost. Yet, field sales often ignores these leads.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Partners in Excellence

NOVEMBER 12, 2020

Then I get the following email: Hi Dave, Field sales has been dying for years, but COVID-19 put the nail in the coffin. The days of closing deals by working the room, while you wine and dine prospective clients is over, but what does that mean for the future of B2B sales? .” OK I made that up, but you get my point.

Sports 103

Sports Face-to-face Field Sales Data 103

Outside Sales Talk

MARCH 23, 2023

Amy Franko is one of the sales industries leading voices, helping organizations transform sales culture and build high-impact sales leaders through her selling programs. She is recognized as a LinkedIn Top Sales Voice and has had a successful B2B sales career, working with global tech companies such as IBM and Lenovo.

Outside Sales 52

Outside Sales Loyalty Field Sales LinkedIn 52

Mereo

SEPTEMBER 24, 2020

With the business world still experiencing great disruption from COVID-19, we are taking an in-depth look at exactly how sales teams are being altered by this situation — and the best ways to adapt for success in the uncertain future. Sales will follow. Field Sales Teams. Virtual sales require new capabilities and tools.

Inside Sales 78

Inside Sales Face-to-face Field Sales Sales Enablement 78

The Pipeline

JULY 16, 2013

While the curriculum is billed for internal sales, this GAP Selling presentation is applicable to all B2B sellers, inside or field sales. The presentation will present a sales framework that will allow you to succeed in changing markets.

Webinar Metrics 267

Webinar Metrics Segment Maximizer Field Sales 267

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021?

Demand Generation Targets 120

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

Allego

FEBRUARY 19, 2020

The selling process, especially in B2B, is complex. Staying up to date in an era of change means that you must continuously refine your sales practice. SiriusDecisions Summit is the must-attend event for sales, marketing, product innovators and trendsetters who drive growth in the most well-respected high-performing companies today.

Conference 100

Conference Face-to-face Sales Enablement Networking 100

Outside Sales Talk

SEPTEMBER 1, 2022

Joel Stevenson is the CEO of Yesware, a leader in sales productivity software. Prior to Yesware, he was the general manager and founder of Wayfair’s B2B division. He is also the host of The Hard Sell podcast, where he talks about new and tested sales principles to boost productivity. . link] . .

Outside Sales 52

Outside Sales Sales Management Leads Marketing Qualified Lead 52

Sales and Marketing Management

JUNE 24, 2019

The telephone sales team meets for stand-up meetings on a daily basis to discuss the schedule. Thursday evenings are reserved for internal sales to discuss the week’s outcomes, and on Friday mornings, field sales does the same. This gives the different hierarchical levels time to run through all the essential details.

Customer 238

Customer Churn Segment Media 238

Partners in Excellence

JUNE 28, 2022

For example, moving from direct field sales to channel sales, or moving from direct field sales to inside sales. For example, within complex B2B organizations, the adaptation of many of the approaches used by retailers or CPG manufacturers in consumer markets. Changing our go-to-customer strategies.

Field Sales 83

Field Sales Retail Industry Segment 83

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Every B2B trade publication, analyst, and even company (Hi!) Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. How Do You Improve Retention Rates for B2B Sales Teams?

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Zoominfo

MAY 9, 2021

Not All Web Traffic is High Quality Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase. Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Score More Sales

OCTOBER 19, 2017

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.

Company 198

Company Field Sales Revenue Sales 198

Openview

JANUARY 18, 2018

I’ve learned some powerful coaching techniques to help sales reps reach their full potential. One of the most important sales management tricks I have come across I learned from a great manager I had when I was a Field Sales Rep at Google, Mark Flessel.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104