Sales and Marketing Management

JUNE 14, 2020

Company decision-makers seem open to the idea of remote work?—?at If we don’t understand where we are in a crisis and what we are feeling, it will be tough to lead ourselves or others to something different,” change consultant Talita Ferreira states in an article for Conference & Incentive Travel. at least part time?—?but

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

SendBuzz

APRIL 25, 2023

This reliance on digital solutions allows for more structured processes, less travel for inside sales reps, and easier organization compared to outside sales teams. B2B Inside Sales team commonly uses various communication channels, including phone calls, email, video conferencing, CRM tools such as Hubspot, CLose, ect and social media.

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Sales Hacker

SEPTEMBER 4, 2019

Like any marketing or sales tool, promotional products are an investment. Consider the decision-maker or buyer within a company — they get sales email… after sales email… after sales email. We wanted to test the effectiveness of swag as a sales tool for prospecting. The Psychology of Swag.

Sales Tools 101

Sales Tools Tools Data Wireless 101

Highspot

SEPTEMBER 28, 2022

But as the organization grows, communication channels increase exponentially, and suddenly our expert decision-makers find themselves removed — physically and temporally — from day-to-day decisions. Decision Making model describes five essential ingredients to equip decision-makers for success.

Decision Maker 52

Decision Maker Lead Rank Scale Resources 52

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? Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. It’s about doing more selling and less traveling.

Quota 52

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

Gong.io

SEPTEMBER 26, 2022

Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. 70 to 80% of B2B decision-makers prefer remote interactions. Involving a decision-maker is a must, but connecting with them is harder than ever.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Gong.io

DECEMBER 14, 2022

The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. The Miller-Heiman framework offers sellers a more effective way to close enterprise sales — deals that involve large decision-making groups and long sales cycles. Categorize your decision-makers.

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. Ease of scheduling, savings on travel expenses, and safety (obviously). The top three reasons for this shift in preference?

Intent Data 103

Intent Data Buyer Intent Intent Top of Funnel 103

Hubspot Sales

APRIL 5, 2023

Outside sales representative positions include some travel time to meet with buyers and pitch products. Because travel is expected, you can anticipate greater compensation. 90% of companies use more than one sales software tool to simplify prospecting. Consider what time of day you contact customers. Because of this, 72.4%

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

SBI Growth

OCTOBER 31, 2013

You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. The biggest time killer: “travel” soaks up 17.4% 84% of B2B Decision Makers Begin their Buying Process with a Referral.” Record and analyze your time. Those are definite wasters.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Crunchbase

JANUARY 19, 2023

Why Mews should be on your radar : With countries loosening travel restrictions, the travel industry is poised for a big 2023. The travel industry is just going gangbusters,” said Erin Florio, executive editor of Condé Nast Traveler, in this CNBC article. With an increase in travel comes a greater demand for hotels.

Lead Rank 52

Lead Rank Lead Scoring Company Leads 52

SalesHandy

MAY 6, 2021

Instead of travelling physically to pitch and sell the products, inside sales teams utilize a set of software tools. These tools, along with documented processes help facilitate the same tasks over online channels. These include the likes of emails, CRMs, sales engagement platforms, video conferencing tools, etc.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

DiscoverOrg Sales

AUGUST 17, 2016

By setting appointments at times like 10:35, or 2:50 the prospect has travel time to get from one event to the next and doesn’t have to miss a presentation they are looking forward to. Decision makers will be checking their emails during the shows. Set meetings at “off-times.” Don’t let up while the show is going on.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

Sales Hacker

JULY 11, 2018

We’ve gathered a list of the best lead generation tools on the market today. Below are the different categories of tools in this list. Click on the category of your choice to skip to the tools: Customer Analytics. Best Lead Generation Tools: Customer Analytics. Building a successful business starts with great leads.

Lead Generation 63

Lead Generation Lead Rank Lead Scoring Leads 63

Mr. Inside Sales

MARCH 20, 2020

This is a terrible time for people in our market to make any kind of buying decision as they have to travel to work with us. “Meantime hang in there and wash your hands. insert smile emoji if you like.) ”. Email from Prospect #4: “Dear…. So, we aren’t interested at this time…”. Get Access Today.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Hubspot Sales

DECEMBER 28, 2020

What tools fit your needs? Decision-maker types, such as marketing, product, or sales. For example, if your sales team does a lot of travel for their job, using something more location-based could be useful. The first and most impactful is using the wrong tool or assignment strategy.

Territories 131

Territories How To Demographics Software 131

Hubspot Sales

FEBRUARY 7, 2023

Maybe yours is to travel the world after you retire, or settle down somewhere nice and quiet. For example, they might offer tips on how to cold-call companies without feeling nervous or show you ways to connect with decision-makers before the sales pitch starts. You daydream about doing anything else. We all have dreams.

Cold Calling 104

Cold Calling How To Hiring Travel 104

SBI

MARCH 18, 2021

Moreover, by leveraging tools like Allego’s CRM integrations in combination with Business Intelligence solutions, you can start to correlate enablement activities to specific business outcomes that can help you better understand and optimize the impact of your content, your training, and your entire sales organization.

Hiring 164

Hiring Face-to-face Video Distribution 164

Miller Heiman Group

MARCH 25, 2020

Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? But they also allocated 10% of their time to travel. The average sales organization employs 10 sales tech tools —but underutilize most of them. None of these are possible when you’re not physically with your buyers.

Inside Sales 80

Inside Sales Revenue Face-to-face How To 80

Hubspot Sales

JUNE 23, 2020

Accessing digital tools that track and highlight the different points of the sales journey will be crucial to planning future playbooks. Additionally, analyzing the responses and sentiment of employees and customers will assist with future decision-making. Empathy and understanding are critical.

Revenue 111

Revenue B2B Webinar Metrics How To 111

Sales Hacker

JUNE 7, 2021

Persona insights: Intelligence on the typical decision-makers, influencers and users of your proposition. Perhaps the most important thing you can do for salespeople, is to equip them with a heads up on the challenges and opportunities that could be top of mind for the different decision-makers and influencers they call and meet.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Pipeliner

AUGUST 9, 2023

Often, they find themselves stuck with lower-level contacts or blocked from accessing decision-makers. Drew is always open to connecting via email and is frequently traveling between the US and Belgrade, where Connect the Dots has a significant presence.

Networking 52

Networking Scale SalesForce LinkedIn 52

Understanding the Sales Force

NOVEMBER 27, 2013

Access to Decision Makers. Making price a primary criteria for decision-making. An eventual decision to do nothing. If you own a travel agency selling anything other than tours and corporate travel, sure. Decrease in Demand - If you''re selling typewriters or newspapers, sure. If you agree, please vote here.

Travel 251

Travel Decision Maker Insurance Insurance 251

Showpad

NOVEMBER 28, 2021

I am the creative marketing and communications manager for the Atlas Copco tools and assembly systems division. We had a roadshow, where a semi truck would travel North America and make stops with customers. It was pretty much just bringing our product portfolio to their facility, and worked as an effective sales tool for the team.

Face-to-face 98

Face-to-face Decision Maker Pivotal Distribution 98

Closer's Coffee

APRIL 23, 2020

They often travel to meet customers face-to-face, as well as to maintain relationships with existing customers at their place of business or interacting at networking events, trade shows and conferences. Travel could take up to between 40-50% of their time daily.**. Small number of decision-makers (1-3).

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

DialSource

JULY 15, 2020

While many companies have already implemented the tools and resources they need to drive their sales team, for those who have not fully ironed out all of the details, there is a silver lining. You still have access to the human capability, tools, and solutions you need to conduct business. Inside Sales vs. Outside Sales.

Outside Sales 41

Outside Sales Inside Sales Travel Lead Rank 41

Mereo

JUNE 15, 2022

Two main logistical issues arise for summer business travel: availability and skyrocketing costs. The reality is, many of your salespeople might already have travel or family vacation plans on their diaries. How has access to decision-makers gotten easier or harder or just plain different? How have your buyers changed?

Buyer Persona 36

Buyer Persona Travel Sales Enablement Decision Maker 36

DialSource

JULY 15, 2020

While many companies have already implemented the tools and resources they need to drive their sales team, for those who have not fully ironed out all of the details, there is a silver lining. You still have access to the human capability, tools, and solutions you need to conduct business. Inside Sales vs. Outside Sales.

Outside Sales 36

Outside Sales Inside Sales Travel Lead Rank 36

No More Cold Calling

NOVEMBER 19, 2015

Social media and other so-called sales productivity tech tools have distanced us from prospects and clients, instead of bringing us closer together. Referral selling gets reps to their decision-makers before competitors know what hit them. Make that list and give them the travel budget to build relationships that matter.

Referrals 120

Referrals Face-to-face Decision Maker Social Media 120

Mereo

MAY 6, 2021

We answered questions about our exercise patterns and input details about our current gym and travel expenses. We even complimented the sales guy about the cool tool we found online, and he was surprised. “Oh A value calculator can help you stay relevant and captivating to decision-makers. Oh wow,” he had said. “Oh

Lead Rank 41

Lead Rank Lead Scoring Infusion Decision Maker 41

Mr. Inside Sales

SEPTEMBER 6, 2022

Mike is available this year to present virtually, so you will save hundreds of dollars on travel and lodging! One on One coaching for sales leaders and individual producers. And, of course, amazing keynotes and breakout sessions! Plus, all virtual presentations can be recorded so you can use this valuable training again and again!

Face-to-face 31

Face-to-face Inside Sales Gatekeeper Licensing 31

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. When Your Prospect Is a Decision-Maker It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Crunchbase

SEPTEMBER 25, 2020

For example, lowering quotas, slashing forecasts and cutting marketing budgets is expected from companies that have been disproportionately affected by the virus, particularly in industries such as automotive, travel and hospitality. In the current climate, all deals are receiving more scrutiny from financial decision-makers.

ROI 96

ROI Lead Rank Automotive Lead Scoring 96

Hubspot Sales

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. The activities and tools inside and outside sellers use are so similar, there’s really no more inside vs. outside sales anymore. Inside vs. Outside Sales. New research has those answers. increase from 2014.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

Close.io

JUNE 26, 2019

It gets chaotic after a while, so you consult a travel agent. With so many decision makers and voices in the mix, picking a solution that satisfies everybody may seem impossible. Tech stacks are essential for any sales team—you’ve probably got a list of go-to sales tools. Successful trip? Not really. You look at reviews.

CRM 75

CRM Decision Maker Follow-up Cold Calling 75

The ROI Guy

APRIL 26, 2016

Unfortunately “a) an empty sales pitch” is all too common, and unacceptable when you think of how much you invest in time, travel and expense for each event. FIS chose Alinean to quickly develop an interactive assessment tool and have it in time for the worldwide kickoff of the event series.

Comparison 40

Comparison Decision Maker Travel Trends 40

Allego

OCTOBER 16, 2020

Live video conferencing tools can only take training teams so far. Sales managers must use this tech stack to support sellers with tools to coach, review calls and presentations, and give feedback. Outdated training and enablement approaches won’t empower teams with the tools and information they need to move quickly.

Sales Enablement 133

Sales Enablement Scale How To Churn 133