Remove Buyer Remove Buying Cycle Remove Customer Service Remove Inside Sales
article thumbnail

How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person.

Lead Rank 318
article thumbnail

Blast Off of the Sales Tech Stack: An Interview with Holger Schulze

DiscoverOrg Sales

Then, these trends carried over to finance and customer service, for example. Sales technology is supporting new roles within sales as today’s B2B sales departments are shifting from an outside model to an inside sales model, compared to where they were 5-10 years ago.

Scale 120
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Whale Hunting Part I - The Rate of Decay

Tony Hughes

Recently, a CEO argued for the end of selling and how customer service agents could handle it all. I think the thing that Corporate Executive Board research misses and Challenger Sale for that matter, is the goal of insight selling in a real-time ecosystem is to bypass the entire decision making process all together.

article thumbnail

A Guide to Walk Away Negotiations in Sales

LeadFuze

If the buyer is this far along in their buying cycle, youve missed your chance to influence them and it will be difficult for you to win. opportunities that sales people only find out about when they receive an RFI or RFP). These types of buyers can take up a lot of time that we need for other things.

article thumbnail

Top sales blogs all sales managers need to follow

PandaDoc

Because every sale starts with a connection. Connect2Sell is an award-winning blog that regularly shares tips and techniques to connect with buyers and make the sale. What to check out: How getting clarity on your sales philosophy will boost your sales. Sales Management Blog. Rain Group Sales Blog.