Sales and Marketing Management

OCTOBER 26, 2020

Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts. 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.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

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

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. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Highspot

JANUARY 14, 2024

Ways Virtual Selling Can Benefit Your Business Virtual Selling Best Practices and Tips Virtual Selling Tools Virtual Selling Challenges What Is Virtual Selling? Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely.

Quota 52

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

SBI Growth

AUGUST 16, 2012

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. Recently I spent the day shadowing a sales rep named Jim who has been in field sales for 20 plus years. The answer lay in the fact that buyer trends are shifting.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

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 75

Quota Social Media Face-to-face Follow-up 75

The Bridge Group

MARCH 9, 2018

This included the heads field sales, marketing, sales operations, and sales development. If an account, required significant marketing and sales expense to acquire—but also delivered significant lifetime value—it was placed in the top right quadrant.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45