Sales and Marketing Management

DECEMBER 14, 2020

As a result, your content can’t be just a companion to a sales-led customer conversation?— This makes all sellers “inside sellers,” which opens the door to improving their productivity, performance and cost structure, while also imagining how former field sales teams should be operating on a cadence versus an expense account.

B2B 199

B2B Revenue Top of Funnel Margin 199

Alice Heiman

SEPTEMBER 15, 2021

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Steve Benson, the CEO of Badger Maps , the #1 route planner for field sales. Steve and Alice discuss the importance for CEOs to have a background in sales when starting out and growing their company. . Watch the podcast below or on our YouTube channel.

Hiring 151

Hiring Territories Google Outside Sales 151

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mindtickle

APRIL 9, 2024

The shift to remote sales accelerated during the pandemic. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels. By 2025 0 % of B2B sales interactions will happen via digital channels When it comes to inside sales, you may have questions like: What is inside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

SBI Growth

NOVEMBER 6, 2018

Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A indirect selling model has plenty of benefits. A fledgling company looking for additional capital to bring on headcount.

Scale 253

Scale Pivotal Hiring Direct Sales Team 253

Hubspot Sales

NOVEMBER 17, 2020

Sales leaders in charge of new revenue growth have felt this change in their core. Businesses moved their entire customer experience and go-to-market online, many for the first time. Teams that traditionally sold in person had to pivot to an inside sales model. Leaning into customer empathy. Sales leaders, let’s dive in.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

Miller Heiman Group

JULY 11, 2019

To forge these lasting customer relationships, sellers must create a world-class sales system that consists of three components: customer engagement, performance support and sales enablement. Deliver Consistently Great Customer Experiences on Every Channel. Are You World-Class?

Customer 55

Customer Face-to-face Top of Funnel Channels 55

Hubspot Sales

APRIL 8, 2020

Field sales has been dying for years. The modern salesperson still feels that the field is their rightful place of battle. And when they do gear up and venture forth, their efforts on that front are increasingly erring towards customer service activities. Why Inside Sales is Outpacing Field Sales.

Inside Sales 120

Inside Sales Hiring Scale Face-to-face 120

Partners in Excellence

JUNE 28, 2022

Much of incremental innovation is really improvement, how do we improve our abilities to reach and engage customers, how do we improve performance, how do we improve productivity? Improvements and incremental innovation are the “bread and butter,” of everything we do within our own organizations and with our customers.

Field Sales 83

Field Sales Retail Industry Segment 83

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. In this post, we’ll meet three ZoomInfo customers — Alan, Nic, and Thomas — to learn how ZoomInfo has helped them streamline their workflows, improve their performance, and grow in their careers.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Partners in Excellence

NOVEMBER 15, 2016

We know that we are supposed to be customer focused, but too many organizations struggle with actually becoming customer focused. Re-examining everything you do, engaging customers in those critical conversations that put the customer first is critical for to driving these transformations. They still are on the journey.

Customer 48

Customer Field Sales Channels Relationals 48

MarketJoy

AUGUST 4, 2022

Selling has gone from an industry where you might have had one or two competitors to now finding out that anyone can start up a rival sales business from their backroom n over the Internet and engage with customers. So as the world around us changes, the way that we approach sales should change too.

Hiring 98

Hiring Face-to-face B2B Scale 98

SBI Growth

JULY 10, 2014

Here are 3 examples that we frequently see sales and marketing leaders implementing to make a quantum leap forward: Inside Sales: Create a new Inside Sales function to serve an ever-increasing segment of customers who prefer to purchase on-line. Customers are confused and frustrated.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

SalesHandy

MAY 6, 2021

In a way, it’s the exact opposite of field sales or outside sales. Field sales deals in communicating with and closing the prospects on the field, face-to-face. Instead of travelling physically to pitch and sell the products, inside sales teams utilize a set of software tools. Sales cycle times.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Partners in Excellence

DECEMBER 9, 2020

So marketing may have achieved their goals, but sales probably wouldn’t. Channel management created programs to drive a certain volume of leads through the channel. They had really upped their game on the volume and quality of leads they were going to drive from the channel. Today, I sat on a review.

Channels 73

Channels Lead Rank Lead Scoring Forecasting 73

Richardson

JULY 28, 2021

Now, as sales organizations work to define the “new normal” many are making virtual selling a permanent part of their selling and prospecting model. In fact, research from Veeva shows that 88% of field sales professionals use digital channels to contact and engage their healthcare buyers.

Buyer 52

Buyer Prospecting Field Sales Channels 52

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Instead of just one person, it’s always best to leverage a series of teammates that are truly working with customers. Account executives (your quarterbacks).

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

Partners in Excellence

JUNE 25, 2017

We had a wide ranging discussion on leveraging channels and partnerships to drive more effective engagement with customers. Bill Corbin (BC): I’ve been involved in various aspects of “channels” for most of my career—both working in the channel and in roles with major companies like CenturyLink.

Channels 85

Channels Segment Resources Distribution 85

Partners in Excellence

APRIL 10, 2014

They had traditionally, had a large field sales organization. Sales people were just overworked, stretched very thin. The needs for recruiting and bringing more sales people on board were skyrocketing. Much of that transactional/commoditized selling will be shifted out of the inside channel into newer self serve channels.

Inside Sales 95

Inside Sales Face-to-face Field Sales Channels 95

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Demand Generation Targets 120

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

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. Embrace adaptability: Continuously evolve sales strategies to stay competitive.

Quota 52

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

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. We’re allowed to be a bit more flexible and get to know the customer.” The Not-So Technical Sue. ” Amy the Bulldog.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Janek Performance Group

DECEMBER 27, 2022

Artificial Intelligence (AI) to Improve Customer Experience. There are many areas where AI falls short, but customer service is not one of them. AI can be highly beneficial in improving customer service. Companies are seeing an increase in customer service issues. Buyers often want custom solutions delivered fast.

Trends 62

Trends B2B Hiring Ideal Customer Profile 62

SugarCRM

JUNE 22, 2023

IoT and CRM: Better Together IoT is the connection of devices via the internet, while CRM is the collection of customer data through data mining with the purpose of providing useful insight into customer behavior for marketing and sales purposes. Since we know that CRM requires data, combining it with IoT is a perfect match.

CRM 26

CRM Industry SugarCRM Webinar Metrics 26

SBI Growth

NOVEMBER 12, 2013

A few indications your sales strategy is not working for you: Missing the # - Your reps are trying to be all things to all people. Your reps have no consistency in customer size or type. Field Execution – When you set your vision, it falls on deaf ears. A must-have if you are to properly allocate your sales resources.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

Hubspot Sales

MARCH 21, 2018

It depends on what stage of development your company is in and what sales model you’re using. InsideSales.com analysis shows large organizations (revenue > $500M) are currently dominated by field sales reps (71.2%). However, we expect this number to decrease as more organizations adopt a hybrid or inside sales model.

Outside Sales 134

Outside Sales Hiring Face-to-face Inside Sales 134

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. It brings together the rest of the Sales 2.0

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Hubspot Sales

JUNE 28, 2022

5 Hybrid Sales Strategies, According to Dropbox's VP of Sales. Sell the way your customers want to buy. Hybrid sales has proven incredibly effective for the bottom line — in fact, McKinsey found hybrid sales drives up to 50% more revenue by enabling broader, deeper customer engagement. Let's dive in.

Strategy 115

Strategy Hiring Lead Rank Hubspot 115

SBI Growth

MARCH 19, 2013

Early takeaways from the field: Sales Force Automation tool must be optimized – Salesforce.com adoption by reps and managers can be improved. As a starting point, download the Onboarding Activities List for all industries. We’ll continue to get their feedback as they socialize the list around their branches.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Sales Hacker

MARCH 22, 2018

What sales outsourcing should NOT be: Indirect sales channels like resellers, solution partners, etc. Opportunistic side bets by signing up some commission-only sales agents. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). 2) Building a repeatable sales model.

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

SBI

JUNE 12, 2018

Brainshark elevates sales training by providing tools, assessments, and dashboards that help our customers answer this question with confidence. Brendan: Brainshark is recognized for providing award-winning customer service and support (something we’re very proud of!), Nancy: Who benefits most from your solution?

Sales Enablement 139

Sales Enablement Hiring Video How To 139

Sales Hacker

JUNE 5, 2018

On this episode of the Sales Hacker podcast, we talk with Cassie Young , Chief Commercial Officer at Sailthru about how data driven decision making can bring sales, marketing, and customer success all on the same page. 6) Data driven decision making and the customer journey [27:42]. What You’ll Learn.

Data 51

Data Marketing Customer Banking 51

SBI Growth

SEPTEMBER 7, 2012

If you’re a CEO or SVP of Sales, there’s a good chance you have a problem that will contribute to you missing your revenue number. Before you think to yourself “customer service handles that” and snap your phone shut, let’s dive a little deeper into what I mean by “Inside Sales.” a totally separate strategic channel for you.

Inside Sales 244

Inside Sales Face-to-face Sales Qualified Lead Inbound 244

SalesLoft

MAY 2, 2017

Phone and email are the bread and butter of the modern sales rep and this is not likely to change anytime soon. While new channels like social selling have carved out a niche of their own, they’re unlikely to usurp phone and email for the simple reason that those new channels are not used as frequently by the customer.

Channels 52

Channels Analytics Sales Cycle eBook 52

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. Your sales team can provide great insight on this topic.

Sales Enablement 52

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

Emissary

FEBRUARY 2, 2022

When considering large technology purchases, retailers expect a customized buying experience with marketing and outreach targeted to their needs. Arm your field marketing organization in the retail vertical with the intelligence to capture retailers’ attention and position your team as a trusted partner.

Retail 52

Retail Industry Marketing Buyer Persona 52

Vengreso

MARCH 22, 2022

Need to improve your company sales cycle. Want to upgrade your sales organization. Want to improve your customer engagement with more sales reps. The way they present themselves is crucial in making an excellent first impression on customers and engaging with them throughout the sales process.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98