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 is inside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Sales and Marketing Management

JUNE 29, 2020

Focus on delivering the three things buyers value most?–?speed, from all of your sales channels. Optimize your e-commerce channel to give buyers ease and convenience, and make sure all your sales channels are integrated and incented to collaborate with each other. whether through inside sales or field sales.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

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

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

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

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.

Territories 130

Territories Field Sales Outside Sales Segment 130

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. This trend has collided with the workplace effects of COVID-19, in that not only are we in an exclusively virtual sales environment, but budgets are under greater pressure.

Scale 120

Scale Buyer Case Study Banking 120

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 Objections Coaching 105

Mindtickle

DECEMBER 20, 2023

The term refers to all interactions a sales rep has with their buyers. This includes: Email interactions Phone calls Interactions on social media Face-to-face interactions Why is sales engagement important? Now, we’re in alignment about what sales engagement is. Buyers Sellers What is the goal? What is the focus?

Sales Enablement 52

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

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

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 Targets Demand Generation Banking 59

SBI

JULY 29, 2014

Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

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

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

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

The ROI Guy

JANUARY 3, 2012

I n 2011 you 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. So how do you get the much needed sales tool adoption to occur in 20012.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

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 Buyer Persona 52

The ROI Guy

MARCH 12, 2015

Explainers – who have been leveraged in the past to convey information about various solutions, are next most at risk due to buyers being able to find this relevant content online more effectively in most cases than from the Explainer sales rep. As well, 60% of customer interactions are remote, even for direct sales folks.

Inside Sales 90

Inside Sales B2B Field Sales B2C 90

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

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. They used a field sales force model with 10 Field Reps and 3 Solutions Engineers.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

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

Hubspot Sales

JUNE 28, 2022

It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually. 5 Hybrid Sales Strategies, According to Dropbox's VP of Sales. But the biggest benefit of hybrid selling?

Strategy 106

Strategy Hiring Lead Rank Hubspot 106

SugarCRM

NOVEMBER 1, 2022

From supporting high-tech manufacturing companies process orders to empowering field sales for an up-and-coming services company, CRM makes the world go round. QUOTE: “Step back and look at the business and the partnership—what do you need a tool to do for you” – Sr. Tip # 3: Look For a Partner, Not a Vendor.

Company 29

Company Buyer Scale CRM 29

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 Targets 267

SBI Growth

MARCH 28, 2013

Today’s post is about making your work stick by getting out into the field. Download the Sales Ops Field Kit Here. Think about the last big effort you drove for sales. Rolling out a new CRM tool or territory structure. While in the field, discuss these opportunities with each rep. Yes, in general, it is.

Face-to-face 276

Face-to-face Quota Territories CRM 276

SBI Growth

AUGUST 16, 2012

Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. The answer lay in the fact that buyer trends are shifting. The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. Case and Point.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Understanding the Sales Force

AUGUST 18, 2015

One article was written by a sales expert discussing the concept of following the buyer's purchasing process. OK, that's still a sales process and it has some validity if you have weak salespeople that sell to large companies where you can't impact or change anything relative to how they buy. But the key word here is tools.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

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. Buyer type. Sales channel. Deal value.

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Pipeliner

JULY 2, 2022

The basic problem is rooted in an overall shift, over time, from a human to a mechanical approach to sales. Today this has resulted in the use of an “ideal buyer persona” model in sales (a buyer type which responds the exact same way every time). Entry Into Sales—”The Ideal Buyer”.

Hiring 97

Hiring Lead Rank CRM Education 97

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.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Mindtickle

MAY 20, 2020

With this change, many sales organization are facing one or more of the following challenges: Fewer face to face meetings – With more buyers starting to work from home, they are canceling in-person meetings. Field sales are have had to transition to primarily inside sales tactics.

Face-to-face 98

Face-to-face Collateral Cancellation Conference 98

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. Each sales rep must work hard to try and engage people online with content that’s relevant to them. What Will Sales Look Like in 2021?

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

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

Showpad

MARCH 17, 2020

While there was a time when working remotely was the sole domain of field sales representatives, it’s become the new normal for sellers of all types. Empower Sellers to Engage Buyers. Today’s buyers are overwhelmed with information, and standard cold calls and emails don’t exactly cut through the noise.

Face-to-face 80

Face-to-face Coaching Collateral Sales Coaching 80

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

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