Inside Sales vs Outside Sales

OutboundView

You’ll have sales leaders helping close deals. You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Inside Sales. Outside Sales.

The Ultimate Guide to Channel Sales

Hubspot Sales

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts.

6 Ways to Make Your Sales Training Effective

CloserIQ

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Ready to amp up your sales training results? How do you identify what sales training is needed?

Where Does Your Revenue Come From?

Engage Selling

Recently, we’ve been involved in a very large sales reorganization. There are three sales teams, a channel sales team, a field sales team and an inside sales […]. I have a question for you. Do you really know where your revenue comes from?

How to Be a BDR Superstar with Jackie Lipnicki, ScribbleLive

Igniting Sales Transformation

In this week’s Conversations with Women in Sales interview, I talked with Jackie Lipnicki, Head of Business Development Representatives at ScribbleLive about what it takes to be a BDR Superstar. SDR/BDR teams are an important part of many company’s sales growth strategy.

Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside Sale

How to find, interview and hire great sales people [ 22 Interview questions included ]

OnePageCRM

That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. Based on our studies, the average cost of a mis-hire can be six times base salary for a sales rep, 15 times base salary for a manager, and as much as 27 times base salary for an executive.” But how do you identify a great sales hire? Not all sales people come from the same aggressive ABC (Always Be Closing) mold.

12 Sales Metrics that Matter Most-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. However, the number of salespeople who achieved one hundred percent of quota varied greatly by sales organization.

Digital Selling Best Practices with Jen Sieger, Microsoft

Igniting Sales Transformation

In this Conversations with Women in Sales interview, I talked with Jen Sieger, Director Inside Sales Specialist Team at Microsoft about Digital Sales Best Practices. The tools that the Inside Sales team members are leveraging to better connect with customers.

2017 - “The Year of Value”

The ROI Guy

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

How Much Did That Sale Cost

A Sales Guy

But, our sales have a cost too. The cost of sales is an extremely important metric. Unfortunately, it’s not one I see on sales leader’s dashboards too often. Do you know what your least expensive sale is? Is it the channel, the farmers, inside sales, the hunters, who? What’s your most expensive sale? Calculation of Cost of Sales: CoS = TR/TE (Cost of sales = total revenue generated/total sales expense).

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Activity Sales Metrics.

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Three Ways to Build a World-Class Customer Experience

Miller Heiman Group

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. It should either bring the buyer further into the sales funnel or, for existing customers, deepen the relationship and open up opportunities for cross-selling and upselling. Future of Sales Success

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Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. That means sales reps spend a lot of time on the phone, getting absolutely nowhere. Source: Sales Benchmark Index ).

The keys to maintaining a great culture within a remote sales team

Close.io

That said, there’s one primary issue that a lot of remote sales teams struggle with: Their team culture sucks. Sales reps are able to chat throughout the day, go for lunch as a team on a weekly basis, and form authentic relationships with each other. for all sales activity.

The Eroding Distinction Between Inside And Field Sales

Partners in Excellence

There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. I started my career a field or outside sales person.

The Future of Sales: Predictions from the “Nostradamus's” of Selling

Hubspot Sales

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly, thanks to technology. But, at the end of the day, you still need to nurture prospects, close deals, and hit your quota. Where Will Sales Be in Five Years, and Where Has It Already Changed the Most?

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Why Confidence in Selling Matters with Lauren Bailey, Factor8

Igniting Sales Transformation

We started by asking Lauren how she got into a career in sales and why she became a supporter of women in sales. Lauren told us why confidence is a necessary element in sales excellence. Are you asking the right sales questions?

50 Sales Champions: Winners of the Sales Hacker Top 50 Awards 2019!

Sales Hacker

Last year, we started a new Sales Hacker tradition: the Top 50 Awards. Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. The Sales Hacker Top 50 Award Categories for 2019 Are: Sales Development.

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How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. Sales leaders serve as the generals and field commanders. Sales are the infantry looking to capture valuable turf.

What should you do when your sales team is underperforming?

Nutshell

It’s a tale as old as time: Your sales team isn’t meeting its goals. You thought you hired the right people and that everyone was a good fit for the company, so why aren’t they exceeding their quotas? The same can be said of fixing an underperforming sales team.

Laurie Page: “Calling Should Ultimately Be Part of Your Touch Cadence”

Cience

As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients. The Bridge Group has been a powerful supporter of sales development.

PODCAST 12: Navigating a Career from a Unicorn to a Public Company

Sales Hacker

Why have a career in sales ? Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! Managing the journey through parenthood and children as a woman in sales.

How to Identify your Team’s Most Effective Prospectors

LeadIQ

It doesn’t matter what you call the role: the sales development rep (SDR), the business development rep (BDR) or the inside sales rep (ISR). Measuring a sales development rep’s effectiveness matters. Many sales managers know this. By: Doug Dzina.

50 Sales Champions: Winners of the Sales Hacker Top 50 Awards 2018!

Sales Hacker

Last year, we started a new Sales Hacker tradition: the Top 50 Awards. Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. The Sales Hacker Top 50 Award Categories for 2018 Are: Sales Development.

How to Identify your Team’s Most Effective Prospectors

LeadIQ

It doesn’t matter what you call the role: the sales development rep (SDR), the business development rep (BDR) or the inside sales rep (ISR). Measuring a sales development rep’s effectiveness matters. Many sales managers know this. By: Doug Dzina.

25 Must-Read Sales Blogs

Zoominfo

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. After all, you have calls to make, quotas to hit, and demos to run. But, what if we told you a quick reading break might actually increase your sales productivity? 2. Hubspot Sales Blog.

SALES STATISTICS TO BOOST SELLING RESULTS

The Digital Sales Institute

This list of sales statistics to boost selling results can also be used to shape your sales strategy implementation. Sales statistics and data are factors now important in defining any selling activity or investment from social selling to inbound sales.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

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25 Must-Read Sales Blogs

Zoominfo

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. After all, you have calls to make, quotas to hit, and demos to run. But, what if we told you a quick reading break might actually increase your sales productivity? 2. Hubspot Sales Blog.

Sales dashboard templates, examples & KPIs for high-performing teams

Close.io

Sales data can be a double-edged sword. On the one hand, data can help you make smart decisions, uncover new opportunities, and crush sales targets. So how do you separate the signal from the noise, and only deal with the sales data that matters most? What is a sales dashboard?

The Best Sales Person I’ve Ever Known

Partners in Excellence

I’m often asked, “Who’s the best sales person you’ve ever known.” I’ve reflected on the thousands of sales people I’ve worked with over my career. I’ve reflected on stunning performances, outrageous wins, stellar quota attainment. I continue asking: Best quota performance, best sustained quota performance, best profitability, highest growth, biggest single deal, biggest year.

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Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the  Why Sales Organizations Fail.           What prevents a sales organization from achieving success? The Build stage is when the sales organization is first establishing itself.

Sales Engagement Evolution with Wes Baker {Hey Salespeople Podcast}

SalesLoft

As the Senior Manager of Demand Generation at Jitterbit, Wes is responsible for streamlining inbound and outbound channels using their sales tech stack and shares his knowledge and experience on this episode of the Hey Salespeople podcast. . Managing Sales Development Teams.

The ultimate guide to sales development

Close.io

Marketing was responsible for building interest and generating leads and then sales would pick up the baton and close revenue. Meanwhile, sales has always been driven by quotas. Enter sales development. Overview of sales development. What is sales development?

Everything Has Changed In Buying/Selling, Except Us!

Partners in Excellence

Reflect back on your career in sales. Social tools enable us to engage customers in very different ways, through multiple channels. Quota performance is declining, job tenure is shortening, win rates are declining and sales cycles are increasing.