Sales and Marketing Management

JUNE 22, 2020

The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. The report from late May highlights three seemingly obvious but key trends: An accelerated migration to digital. A pivot to remote selling. The next normal sales model. Is COVID-19 messaging fatigue real?

Trends 156

Trends B2B Decision Maker Transportation 156

Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentives 295

Incentives Incentive Training Channels 295

Sales and Marketing Management

JUNE 29, 2020

A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. McKinsey & Company offers these steps for B2B sellers to pivot effectively. from all of your sales channels.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Showpad

SEPTEMBER 23, 2021

The pandemic had upended the sales industry. Even veteran field sellers had pivoted to inside sales. But even though the landscape changed, sales was still a relationship game. Simply put, today’s B2B buyers want communication on their terms: their channel, their schedule, and their purpose.

Channels 72

Channels Video Pivotal Scale 72

Hubspot Sales

NOVEMBER 17, 2020

Teams that traditionally sold in person had to pivot to an inside sales model. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. Before this year, there was already a clear split in sales models.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

Sales Hacker

JUNE 16, 2022

VP of Global Inside Sales at Tray.io. Q: How can you know it’s time to take measures against recession, such as pivot toward deal efficiency? Q: How should demand gen orgs pivot in times like these? First you would look at the above metrics, cost per lead (CPL), cost per SAL (CPSAL), and ROI by channel and partner.

Cost per Lead 94

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 94

Sales Hacker

NOVEMBER 24, 2020

Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella. Trish Bertuzzi: I was the VP of Sales, and an equity partner at an outsourcing company called Telesales, Inc. We were the inside sales teams for tech companies.

Outsourcing Services 83

Outsourcing Services Lead Rank Pivotal Enterprise 83