Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

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. Respondents reported that half of sales interactions already took place virtually, not in person, even before the pandemic.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales and Marketing Management

APRIL 24, 2020

Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights. In today’s crowded and highly competitive sales environment, your reps need all the insight they can get if they’re going to close sales, meet quota and grow the business. They need data. Lots of data.

Data 240

Data B2B Ideal Customer Profile Strategy 240

SBI

OCTOBER 9, 2013

Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Admittedly, the perfect sales tool will never exist because the needs of sales organizations vary from company to company. Is there a perfect tool for individual scenarios?

Sales Tools 139

Sales Tools Tools InsideView Field Sales 139

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. What is Sales Territory Mapping?

Territories 130

Territories Field Sales Forecasting Segment 130

Mindtickle

DECEMBER 20, 2023

In fact, recent research from Gartner found that 90% of sales leaders plan to invest in “technologies and methodologies to help their sellers engage effectively with prospects and customers.” The term refers to all interactions a sales rep has with their buyers. Buyers Sellers What is the goal? What is the focus?

Sales Enablement 52

Sales Enablement Ideal Customer Profile Face-to-face Social Media 52

SBI

JUNE 25, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Sellers must be increasingly precise, engaging, and effective in the way they communicate with buyers. Buyers must also find ways to be sensitive and supportive in today’s remote work environment.

Scale 120

Scale Buyer Case Study Banking 120

Pointclear

MARCH 22, 2011

To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. Or that I have friends in the publishing business that are also potential buyers. Bottom line: While I may not have been scored as a valuable prospect, I was valuable in other ways—as an influencer.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

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

Product Management University

JANUARY 10, 2024

For the first four years of my software career, I was a pre-sales solution consultant, a.k.a. The difference is demos are a two-way dialogue with buyers whereas product positioning in a pure marketing sense is typically a one-way monologue where potential customers are reading, viewing or listening to something you’ve published.

Positioning 59

Positioning Demand Generation Demand Generation Targets Banking 59

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

SBI Growth

FEBRUARY 26, 2013

Discover how your potential customers are changing by conducting focused interviews: Download our Changing Buyer Interview Guide and discover your blind spots. Both are cases where the VP of Sales was blindsided by an evolving customer landscape. These LDRs were well trained and capable of qualifying true prospects.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Fill the Funnel

FEBRUARY 9, 2012

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. Buyers of your products/services are clearly demonstrating their preference for “self-service”, at least in the early to mid-stage of the sales process.

Top of Funnel 115

Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

Mindtickle

JUNE 29, 2021

There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. 8 Types of Sales Role-Play.

Negotiation 105

Negotiation Exercises Coaching Objections 105

Vengreso

NOVEMBER 18, 2020

Sales teams around the world have been forced to quickly adapt and learn remote selling techniques, due to the coronavirus pandemic. million professional salespeople in the U.S , and field sales make up 52.8%. Your outside field sales reps have already been doing some of these activities. According to U.S.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Highspot

JANUARY 29, 2024

Sales negotiation is a process that occurs between a seller and a potential buyer with the goal of reaching a mutually beneficial agreement on the terms of a deal. This negotiation phase is a crucial part of the sales process , where both parties engage in discussions to finalize the details of a purchase.

Negotiation 52

Negotiation Closing Case Study Webinar Metrics 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. Although many buyers are not ready to make a deal, this does not mean your team should stop engaging.

Inside Sales 78

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

SBI Growth

AUGUST 16, 2012

Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Vengreso

JULY 17, 2020

Hang develops and delivers a strategic framework for consistently onboarding new sellers, continuous talent nurture, and implementation of best practices in sales programs and tools. For example, in the last few years, a salesperson relied on trade shows for prospecting and lead generation. What Will Sales Look Like in 2021?

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

Zoominfo

APRIL 16, 2022

In today’s environment, it’s getting harder to connect with prospects on a cold call. Field work went away because events went away, and field sales and outside sales all went away or went inside,” says Nina Wooten, director of demand generation at ZoomInfo. Do your prospects still have a commute?

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

Hubspot Sales

NOVEMBER 17, 2020

Most companies opted either for a purely inside sales model, where reps primarily sell remotely, or a purely outside sales model, where field sales reps broker face to face deals. This year, however, many organizations were forced to implement a fully remote or hybrid sales model. Image Source.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

SBI Growth

DECEMBER 6, 2012

According to Gartner, 99% of buyers of complex products and services begin their purchase process with a Google search. When that buyer types in a search term, do they find you? It is written for the top sales executive in the organization. How do you engage Buyers when a rep is not in front of them? What’s your number?

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

Hubspot Sales

JANUARY 9, 2024

D2D sales is more commonly associated with reps visiting people’s homes. But in the case of B2B sales, reps are more likely to canvas workplaces. Field sales executives, charity fundraisers, and business development reps are roles that often include door-to-door sales. Some prospects don’t want to talk.

Face-to-face 98

Face-to-face Up-Sell Research Call-back 98

Salesmate

AUGUST 13, 2020

This pandemic has left the sales fraternity asking various questions. How to protect the field-sales culture ticking and productive? What is the future of sales? When it comes to dealing with your customers and prospects your sales reps must position themselves as a trusted resource.

Video 122

Video Campaigns Pipeline Tools 122

Gong.io

JULY 11, 2022

When you book a demo with one of the team, you’re speaking with an insides sales representative. Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Mindtickle

JUNE 29, 2021

There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. Elevator pitch. Remote selling.

Negotiation 72

Negotiation Exercises Objections Coaching 72

SBI

OCTOBER 27, 2019

Think how effective it would be if salespeople could mix and match content for prospects without changing the originals. “ - Nancy Nardin, Smart Selling Tools. Headquartered in Europe, iPresent provides a proven suite of sales enablement tools empowering salespeople to deliver more. Sales Enablement.

Video 59

Video Cost Per Thousand Case Study Collateral 59

Sales Hacker

DECEMBER 14, 2022

Sales teams need automated processes and systems that adjust to continuous change. The basics: What is sales enablement? Sales enablement is the systematic approach of providing your sales team with content, tools, strategies, and training to help them succeed. Short, sweet, and simple. What’s next?

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Janek Performance Group

DECEMBER 27, 2022

AI tools allow companies to build deeper relationships with their customers, drive incremental sales, and improve brand loyalty. While sales reps want to make it easy for their customers to purchase, customer support reps need to ensure that every customer has a great experience after the purchase.

Trends 62

Trends B2B Hiring Ideal Customer Profile 62

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. 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.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Gong.io

DECEMBER 15, 2022

It can also improve the sales routes of your outside sales team. If you’re mapping sales territories by geographic area (by ZIP codes), your field sales team will save a lot of travel time thanks to efficient route planning. . Understand your best buyers. Involve your sales reps. Buyer type.

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Showpad

MARCH 19, 2020

A global manufacturer of building materials and solutions for the construction industry realized it needed to recall its field sales team and switch to an inside sales strategy. MeetingIQ enables users to record and transcribe sales conversations, and gives managers a chance to view team recordings.

Company 71

Company Strategy Face-to-face SalesForce 71

BrainShark

OCTOBER 25, 2022

Common, deep understandings of target buyers: A company’s alignment to the market opportunity is only possible if both the “marketing funnel” and the “sales cycle/pipeline” are tightly aligned to the buyer purchasing journey, which requires a deep understanding of buyers’ needs and their preferred purchasing journey.

Top of Funnel 62

Top of Funnel Sales Enablement Revenue Marketing 62

SBI

DECEMBER 9, 2019

Smart Selling Tools Announces Top Sales Tools of 2019. Smart Selling Tools, Inc. the leading provider of information on sales software technologies (SalesTech), today announced the release of its Top Sales Tools of 2019 Guide: Final Cut. ” - Nancy Nardin, Founder, Smart Selling Tools.

SAP 65

SAP Webinar Metrics Software Software 65

SBI

FEBRUARY 16, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? A majority of Qstream’s customers selling models are through field sales models and recently moving to virtually selling. Sales has changed more than any other business function by the events of last year.

SalesForce 113

SalesForce Lead Rank Sales Enablement Face-to-face 113

Hubspot Sales

JANUARY 23, 2018

Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you can get instant insights.

LinkedIn 143

LinkedIn Ideal Customer Profile Nonprofit Lead Rank 143

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Training 92

Training Lead Rank Hiring Course 92