DialSource

JULY 8, 2020

At this point, there is no more discussion about inside sales vs outside sales and which is more optimal in terms of a company’s growth strategy. . Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. For the field sales team, relationships, often built face-to-face, are critical.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Pointclear

AUGUST 30, 2012

Marketing & Sales Alignment: Encouraging Signs & Continuing Challenges. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales. He elaborates on this trend by explaining, “Before Yammer got bought, they were going to hire 50 field sales reps. It’s getting better.’

Software 187

Software Software B2B Top of Funnel 187

Crunchbase

JUNE 21, 2022

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is inside sales?

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

SBI Growth

FEBRUARY 26, 2013

Overview: Beta Company provided a software product that was one of top 3 solutions within their small-medium business target market. They used a field sales force model with 10 Field Reps and 3 Solutions Engineers. This ramped up the sales cycle considerably. This Inside Sales rep typically closed 6 deals a week.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

PandaDoc

APRIL 3, 2023

What is inside sales? Let’s kick things off with a definition of inside sales. The inside sales model is built around the idea of sales reps working from their desks, without leaving the office. This means the inside sales process relies on digital communication, as well as phone calls.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

HeavyHitter Sales

JANUARY 18, 2014

I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today. million and software was $3.2

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

SBI

NOVEMBER 3, 2019

Inside Sales organizations are getting a lot of the glory these days; perhaps it shouldn’t be a surprise that they’re also benefitting from a massive spend on technology. What about field sales? We’ll also suggest some free and inexpensive tools you can use to make your field sellers happier.

Field Sales 61

Field Sales Inside Sales Webinar Metrics Tools 61

SBI Growth

JANUARY 24, 2013

Field Sales has seen a resource shift from outside to inside sales. Sales relies more than ever on marketing to engage the buyer early in the process. All this requires seamless coordination between sales and marketing leadership, field sales, and strategy. Field Sales.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Tony Hughes

NOVEMBER 4, 2018

We asked the participants what they believed the biggest challenges and burning issues are in Customer Experience, and we deliberately avoided steering the conversation toward CRM software. But CRM software quickly emerged as a burning issue and I made the comment that some research states 70% of CRM software implementations fail.

CRM 82

CRM Strategy Customer Epiphany 82

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

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

Hubspot Sales

NOVEMBER 17, 2020

Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Before this year, there was already a clear split in sales models. Offices have gone virtual. Instead, it was how teams used the tools that made the difference.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Field Sales vs. Inside Sales. Only 1 percent are entirely inside sales.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Sales Hacker

OCTOBER 30, 2018

Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. Andrea Austin – VP at Nokia Software | Published Author.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

SBI

OCTOBER 9, 2013

But what if we were to dial-down and focus on specific sales scenarios? Let’s take a look at two specific scenarios, complex sales environments and field sales. In complex sales environments a deeper understanding of prospects—at all stages of the sales process—is mandatory. And that is indeed the case.

Sales Tools 139

Sales Tools Tools InsideView Field Sales 139

Hubspot Sales

MARCH 14, 2022

Your average sales org is typically composed of multiple teams — potentially including sales development, business development, account management, field sales, inside sales, and a host of other subsets of a sales department. How Project Management Helps Sales. Project Management Across Teams.

Benefit 82

Benefit Sales Qualified Lead Sales Operations Objections 82

The Pipeline

MARCH 21, 2017

There is not a one-size-fits-all solution for every sales situation. Complex sales are different from one-call closes. Selling software requires a different skill set than selling office automation equipment. In sales, context matters. It is the glue that connects all the disparate elements of the sales equation.

Influencer 180

Influencer Face-to-face Call-back Guarantee 180

Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Inside sales or field sales?

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

Showpad

MARCH 19, 2020

Managers can evaluate these recordings to provide feedback to reps while colleagues see how they stack up against their peers and learn how their company’s top performers pitch sales presentations. Pursuing Digital Insights. Supporting Remote Selling.

Company 71

Company Strategy Face-to-face SalesForce 71

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Selling software is a highly collaborative process. Katie Fabiszak of SiriusDecisions/Forrester.

Quota 75

Quota Social Media Face-to-face Follow-up 75

Sales Hacker

AUGUST 7, 2020

Sales Technology. VP Nokia Software, North America Sales. National Association of Women Sales Professionals (NAWSP). [link]. General Manager, Worldwide Partner Sales. Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Leadership.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

DialSource

JULY 24, 2020

As you adapt to manage your remote sales team , focusing on an inside sales approach, it’s important to consider what your field agents can and can no longer do. What Field Sales Associates Can’t Necessarily Do at the Moment: Manage and negotiate with prospects, face-to-face, particularly in a trade show setting.

How To 36

How To Travel Outbound Inbound 36

Mindtickle

JUNE 29, 2021

This role-play sales training is especially valuable for those transitioning from field sales to inside sales. This type of role-play scenario allows reps to practice sales conversations remotely with other team members or their managers.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Pointclear

JULY 11, 2011

It was interesting to see all three companies use similar descriptions in their SEC filings for both their sales and marketing activity and their market challenges. Sales and marketing activity. Selling subscriptions via a direct sales force. Sales force efforts include field sales and inside sales teams using the phone.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Mindtickle

JANUARY 31, 2018

“Whatever type of sales team you have, the larger it gets the more important the sales enablement and sales operations role becomes. Steve began his career in software sales and has worked for IBM, HP, and Google. What people often find is that there’s a lot of value in a lack of focus on field sales teams.

Hiring 52

Hiring Sales Enablement Territories Inside Sales 52

Mindtickle

JANUARY 31, 2018

“Whatever type of sales team you have, the larger it gets the more important the sales enablement and sales operations role becomes. Steve began his career in software sales and has worked for IBM, HP, and Google. What people often find is that there’s a lot of value in a lack of focus on field sales teams.

Hiring 52

Hiring Sales Enablement Territories Inside Sales 52

Velocify

MAY 24, 2017

Broadly available AI software, like Siri, has trained consumers to feel comfortable interacting regularly with a machine —  this infographic on AI in sales shows that by 2020, customers will handle 85% of their relationship with an enterprise without even interacting with a human.

Inside Sales 56

Inside Sales Negotiation Enterprise Enterprise 56

SugarCRM

JULY 28, 2022

Over the past 18 years of building a more than 500-person software company, I have had many employees working from home offices. If there is one big change we have seen, it’s no longer just software, technology, and consumer brands investing in digital marketing. Some companies were ready; some were not.

CRM 26

CRM Webinar Metrics Meeting Strategy 26

Mindtickle

JUNE 29, 2021

This role-play sales training is especially valuable for those transitioning from field sales to inside sales. This type of role-play scenario allows reps to practice sales conversations remotely with other team members or their managers.

Negotiation 72

Negotiation Exercises Objections Coaching 72

SalesLoft

APRIL 9, 2020

Post by Shawn Fowler, Vice President of Sales Enablement at SalesLoft, where he teaches salespeople to sell sales software to other salespeople. . SalesLoft customers, colleagues on LinkedIn, and our sales reps reached out to me to try to get a handle on how to do their jobs as the reality of the global pandemic set in.

Cold Calling 93

Cold Calling Lead Rank Call-back Face-to-face 93

Highspot

JANUARY 19, 2022

Here are a few you might recognize: B2B or business-to-business sales : Designed for B2B-style businesses that target their sales pitch toward key business decision makers (typically C-suite level leadership or managers) who are responsible for purchasing products, services, and software for their company. The Brooks Group.

Training 92

Training Lead Rank Hiring Course 92

SBI

MAY 7, 2015

There are hundreds if not thousands of sales software applications to pick from. There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close.

Tools 50

Tools Territories Compensation Inside Sales 50

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. With this information, your sales team can create a custom outreach plan to keep these leads engaged throughout the sales process.

Trade Show 107

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 107

Vengreso

JUNE 27, 2022

Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134