Sales and Marketing Management

OCTOBER 26, 2020

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 339

Lead Rank Quota Face-to-face Hiring 339

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Educate prospects at various stages of the buying cycle. Continuously develop your skills.

Quota 76

Quota Social Media Face-to-face Follow-up 76

Tony Hughes

MARCH 4, 2018

Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Sales drones are an amusing but eerie concept to me. No humans needed???!!!

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

The Sales Association

FEBRUARY 28, 2011

So Marketing sets up a call center, or uses other ways to “qualify” the lead so that sales can close it. Or sales organizations set up inside sales to move the opportunity to BANT qualified before handing it over to field sales to close. That’s not what professional sales people do.

Sales Qualified Lead 22

Sales Qualified Lead Hiring Trade Show Lead Qualification 22

Tony Hughes

MARCH 7, 2018

But who is teaching, don't even compete in an existing buying cycle that has a decay rate. What about the novel idea of triggering the buying cycle yourself? You generate insight by living it, being out in the field, walking the halls of dream clients and reading like a fiend.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Partners in Excellence

JUNE 12, 2015

If a customer engages us in a certain e-channel, moves to a call into a call center, then to a conversation with a field sales person, or attending an event at a channel partner, we have the potential of tracking that activity, analyzing it, and engaging the customer with the right content for the channel and where thy might be in the buying cycle.

Channels 48

Channels B2C Margin Face-to-face 48