Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. Let''s quickly compare inside sales to outside sales.

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

SBI Growth

OCTOBER 25, 2012

The rep’s territory potential starts to max out. As a Sales VP, you need to understand how to get back more time. The study told us this customer needed to reprioritize time in several different areas: Internal Email. Customer Issue Resolution. 2 - Shift and Lift Non Customer Related Activities.

Hiring 310

Hiring Travel Territories Face-to-face 310

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. Let''s quickly compare inside sales to outside sales.

Outside Sales 178

Outside Sales Telemarketing Inside Sales Travel 178

Partners in Excellence

AUGUST 14, 2014

I called customer service, got a very good agent. I was scheduled in meetings, in airport travel, etc. Based on their customer engagement/experience model, the only way I could get my problem solved was to change my schedule (the time I was spending already was burdensome). This type of thing is pretty common.

Customer 92

Customer Territories Account Call-back 92

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Customer Service (995). Inside Sales (849). Outside Sales (81). Customer (6670). Travel (448). Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. Customer 2.0

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99