SBI Growth

FEBRUARY 2, 2013

Deliver a silver bullet that will lower cost of sales. You’ll also give your field sales organization the time to acquire more new accounts. Done right, deploying or expanding inside sales will improve revenue and reduce costs. If you already have an inside sales team I’ve still got the goods for you today.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It has come up in every interview we have performed. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. Field Sales.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

SBI Growth

FEBRUARY 26, 2013

Many Sales VPs are innately aware of the competition. They follow the new products. Consider the following two scenarios. Both are cases where the VP of Sales was blindsided by an evolving customer landscape. They used a field sales force model with 10 Field Reps and 3 Solutions Engineers.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Apptivo

SEPTEMBER 1, 2023

What is Field sales CRM? Key Features of Field Sales CRM 3. What is a Sales Plan? Automatеd Follow-Up: Fiеld Salеs CRM allows you to automatе follow-up еmails. Why Do Wе Nееd to Crеatе a Salеs Plan for a Tеrritory? How to create a Salеs Plan for Your Tеrritory?

CRM 52

CRM Field Sales Promotion Follow-up 52

Apptivo

SEPTEMBER 1, 2023

What is Field sales CRM? Key Features of Field Sales CRM 3. What is a Sales Plan? Automatеd Follow-Up: Fiеld Salеs CRM allows you to automatе follow-up еmails. Why Do Wе Nееd to Crеatе a Salеs Plan for a Tеrritory? How to create a Salеs Plan for Your Tеrritory?

CRM 52

CRM Field Sales Promotion Follow-up 52

Pointclear

AUGUST 30, 2012

Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification. 80% of marketing generated leads are ignored, lost or ineffectively followed up by field sales (66% of sales people stop trying after as few three attempts).

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

Partners in Excellence

NOVEMBER 12, 2020

” OK I made that up, but you get my point. Then I get the following email: Hi Dave, Field sales has been dying for years, but COVID-19 put the nail in the coffin. The days of closing deals by working the room, while you wine and dine prospective clients is over, but what does that mean for the future of B2B sales?

Sports 103

Sports Face-to-face Field Sales Data 103

Pointclear

JUNE 29, 2017

Identification and leveraging of the sales force’s strengths. Don’t ask field sales folks who specialize in closing deals to prospect. Accountability in sales activity, from pipeline through forecast. An accurate forecast is critical to effective sales and marketing. That’s marketing’s job.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Apptivo

AUGUST 24, 2023

Challenge – The sales team frequently travels to various regions and industry events, but struggles with staying informed about customers, managing leads, and tracking sales progress. This results in missed follow-ups, inconsistent communication, and difficulty in monitoring their sales efforts.

Enterprise 52

Enterprise Enterprise Benefit CRM 52

SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. These tools will help you excel in your current and future sales positions.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

SBI Growth

JULY 2, 2013

We’ve been out of alignment with our field sales activities. Execute The Action Items: Follow up with your team. Great sales teams are not talent acquirers. Download the “A” Player Sales Development Plan to see how top Sales Leaders address the talent issue. Follow @DrewZarges.

Hiring 310

Hiring Compensation Salary Policies 310

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 111

Inside Sales Hiring Scale Face-to-face 111

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. So what does Inside Sales mean and what’s the big deal about it?

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Mindtickle

APRIL 9, 2024

However, the costs associated with inside sales are significantly lower than those associated with outside sales. According to the Harvard Business Review , when appropriately utilized, inside sales “reduces cost-of-sales by 40-90% relative to field sales, while revenues may be maintained or even grow.”

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Pointclear

DECEMBER 22, 2016

The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up. I like to call it appearance setting.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Sales and Marketing Management

MAY 5, 2017

Because it’s a hassle to keep up to date, especially when there are dozens of other things that a sales rep needs to track, organize, remember, and follow up on. No matter what CRM you use, your sales team would rather be out selling than updating data in it. 4: High ROI sales training. That’s per rep.

Trends 166

Trends SalesForce Enterprise Enterprise 166

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. By Dan McDade.'

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

SBI Growth

AUGUST 16, 2012

Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. Chances are you began your search online and narrowed down your choices before you ever picked up the phone. Recently I spent the day shadowing a sales rep named Jim who has been in field sales for 20 plus years.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. It also allows you to coach and develop the sales rep further.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

SEPTEMBER 6, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Examples of the difference between inside-out vs. outside-in approaches for Sales Ops follows: A few basic questions should clarify if you are looking inside-out or outside-in. Follow @pseidell.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Mereo

SEPTEMBER 24, 2020

With the business world still experiencing great disruption from COVID-19, we are taking an in-depth look at exactly how sales teams are being altered by this situation — and the best ways to adapt for success in the uncertain future. Sales will follow. Field Sales Teams. Seek to serve first and foremost.

Inside Sales 78

Inside Sales Face-to-face Field Sales Sales Enablement 78

SBI Growth

OCTOBER 26, 2012

To read about how world class organizations deliver sales kickoff meetings, sign up for our making the number tour and receive sales kickoff best practices checklist. Measuring the effectiveness of sales kickoff is challenging for most organizations. The best time to survey the field is one month after sales kickoff.

Meeting 293

Meeting Sales Qualified Lead Survey ROI 293

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. Teaching reps to take their conversations into the cloud will speed up knowledge acquisition. Be ahead of the market trend that places tremendous value on a highly trained sales force.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Second, frontline sales management drives continuous improvement.

Sales Management 218

Sales Management Hiring Compensation Scale 218

SBI Growth

AUGUST 18, 2012

One of the first obstacles for the HR leader in doing so is that he or she may have no clout with sales executives. The Sales Clout Analyzer tool can help you assess your score with Sales and provide insight into what to improve. Get a copy of it by signing up for our Making The Number Tour. Follow @SteveLoftness.

Hiring 257

Hiring Lead Rank Lead Scoring Face-to-face 257

SBI Growth

NOVEMBER 12, 2013

As you plan for next year, a defined sales strategy is a must have. By signing up for our Annual Research Tour here , you’ll get the CEO’s Sales Strategy Assessment. Involves sales early to ensure products are developed with your customers in mind. Success Metric – new product sales goal attainment in year 1.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

Apptivo

AUGUST 31, 2023

Conversion Tracking: Monitor user actions that lead to conversions, such as purchases, sign-ups, or engagement with important content. Real time data sync Enabling swift synchronization between the mobile CRM app and the core CRM database ensures that all users have access to the most up-to-date customer data.

CRM 52

CRM Customer Top of Funnel Analytics 52

Understanding the Sales Force

AUGUST 18, 2015

Let's start with my recent Google search for "Sales Process is Dead." That search turned up these articles on the first page of results: So who wrote all of these articles? One article was written by a sales expert discussing the concept of following the buyer's purchasing process. Don't get me wrong.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Braveheart Sales

FEBRUARY 20, 2020

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t despair, you may still find a nugget or two of helpful information as well. Inside salespeople need to be excellent at the following: Building rapport quickly. And your salespeople need to know it too.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” Remoteness: Field sales people are spread across wide geographies. Rewarding the right behaviors will speed up onboarding. Download the Sales Onboarding Gamification Checklist. Next, check out the following gamification supplier websites.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

LevelEleven

NOVEMBER 18, 2019

With the combination of Geopointe and LevelEleven, The Performance Scorecard will ensure visibility into sales teams’ activities that drive results such as planned visits, visit check-ins, status updates, and follow-up tasks on the map. This higher activity improves results overall for field sales teams.

SalesForce 60

SalesForce Field Sales Follow-up Course 60

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. Neuroscience backs up these observations. Women in Sales: The Challenges That Remain. Want to learn more about women in sales?

Cold Calling 266

Cold Calling Loyalty Account Intent 266

SBI Growth

NOVEMBER 18, 2012

A successful Sales Process must produce three things: An improved Win Rate. A shorter sales cycle. Therefore, the key questions for the SVP of Sales are: Is my Win Rate going up or down? Is the sales cycle getting longer or shorter? If any of these are headed in the wrong direction, evaluate your sales process.

Sales Process 303

Sales Process Licensing How To Government 303

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

SBI Growth

SEPTEMBER 7, 2012

This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Why am I burning up valuable time talking about it again? Because if you don’t have an Inside Sales force, you are losing revenue every day.

Inside Sales 244

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

Frontline Selling

DECEMBER 16, 2022

A field sales rep gets days to prepare for a demo or a meeting. Even before that split-second decision, the prospecting effort is made even more difficult because SDR’s are constantly faced with many little decision points throughout the sales prospecting process. What do I say when a Key Player picks up the phone?

Face-to-face 52

Face-to-face How To Lead Rank Call-back 52

SBI Growth

OCTOBER 31, 2012

Most key leaders “grew up” in Operations. Sales executives, by contrast, are often viewed as wanting to take foolish risks. Ops says Sales doesn't understand the business. Robert’s story rings true to many sales leaders in Business Services industries. The CEO says he wants to know when Sales and Ops don’t agree.

Influencer 282

Influencer Strategy Policies Lead Gen 282