Sales and Marketing Management

OCTOBER 22, 2018

There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance. In one study, Wilson Learning Worldwide found “high-skill” sales managers drove 29 percent higher revenue performance and 16 percent higher customer satisfaction than managers with low-skill ratings.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Emissary

FEBRUARY 2, 2022

Retailers rely on technical innovation to compete for consumers in a turbulent post-pandemic market. When considering large technology purchases, retailers expect a customized buying experience with marketing and outreach targeted to their needs. Integrate Your Sales and Field Marketing Organization in the Retail Vertical.

Retail 52

Retail Industry Marketing Buyer Persona 52

SBI Growth

JANUARY 7, 2014

Leading a large sales organization is becoming more challenging each year. Your market and buyers are changing rapidly. It will help determine if you should consider inside sales. 5 Reasons to Consider Inside Sales. Market Growth – The role of inside sales has grown steadily over the past 5 years.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

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. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). A close second is “post-sale support” clocking in at 16.4%.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Hubspot Sales

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. Inside sales offers a leaner, more automated approach, while outside sales capitalizes on the in-person interaction and power of face-to-face communication. So, which go-to-market should you choose?

Outside Sales 130

Outside Sales Hiring Face-to-face Inside Sales 130

Sales Hacker

DECEMBER 14, 2022

From an organizational point of view, sales enablement allows teams from different departments the ability to function as one. It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Why sales enablement matters.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Here’s a basic framework for our case study format that you can start with.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

SBI

JUNE 25, 2020

Successful sellers will be able to articulate how their solution will help a business over the next 12-24 months, whether that business is working toward expedited digital transformation efforts or is eager to find a tool to help them be more competitive in the field. Q: HOW DOES YOUR SOLUTION HELP SELLERS IMPROVE THE BUYING EXPERIENCE? .

Scale 120

Scale Buyer Case Study Banking 120

Pointclear

MARCH 22, 2011

How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0 OK, this a consumer example. Well, let me share another example—and this one is not hypothetical.

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

SBI

OCTOBER 27, 2019

Resources All Blog Article Case Studies ebooks & Guides Funding & Acquisitions Guide Industry News Interview Video Video Reviews Webinars. Sales Enablement. Field Sales. Case Studies. Sales Enablement. AI Sales Solutions. Sales Enablement. Sales Efficiency. Case Studies.

Video 59

Video Cost Per Thousand Case Study Collateral 59

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. Virtual sales require new capabilities and tools.

Inside Sales 78

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

Highspot

JANUARY 29, 2024

Work with your enablement and marketing teams to ensure you have the right sales collateral to engage effectively. Build Rapport and Relationships Throughout the sales negotiation process, it’s important that you focus on some of your soft skills and hone in on them. This preparation doesn’t happen in a black box though.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

Repsly

JULY 8, 2021

Field sales leaders and executive teams are constantly seeking a baseline understanding of their field teams’ ability to cleanly execute and impact their sales goals.

Retail 62

Retail Data Field Sales Sales Goal 62

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.   12.      '

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. It brings together the rest of the Sales 2.0

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Pointclear

JUNE 26, 2012

Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams. Are we playing hunger games?

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

SBI Growth

OCTOBER 5, 2012

This post is for Small Company CSOs and VPs of Sales. One of the core strengths of any small business is its ability to adapt and pivot with the market. Despite this luxury, the small company sales compensation plan is usually left on the backburner. Are you clinging to a legacy Sales Compensation model?

Compensation 257

Compensation Company Hiring Salary 257

Vendor Neutral

AUGUST 25, 2021

Courtney Sylvester, SalesIntel Courtney Sylvester has several years of experience in sales and the B2B industry. While working for years at OpenTable on mobile payments, inventory management optimization and digital marketing products, she's always kept a focus on sales.

Buyer 52

Buyer How To Webinar Metrics Journal 52

The ROI Guy

MARCH 12, 2015

Despite a growing economy, research indicates that there will be over 1 million less B2B sales reps employed in 2020 compared to today. At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years.

Inside Sales 90

Inside Sales B2B Field Sales B2C 90

SugarCRM

FEBRUARY 2, 2022

Before delving into the overall lead management process, it’s important to understand the typical cycle of a customer from lead to purchase: Consumers become prospects when they’re part of your target market. Marketing efforts generate leads. Your digital ad network or other marketing tools may capture information about the visitor.

Lead Management 49

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 49

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Miller Heiman Group

JULY 11, 2019

T ransformations in the market have put the locus of power squarely in the hands of buyers: the world revolves around buyers and their needs. 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.

Customer 55

Customer Face-to-face Top of Funnel Channels 55

Cincom Smart Selling

FEBRUARY 16, 2018

Corporate sales managers are less concerned with the individual sales rep, their appearance, personality and work ethic, and more concerned with ensuring that the field sales force has the tools, data and knowledge required to achieve success in their target market. CPQ Enables Cross-selling and Upselling.

Hiring 48

Hiring Margin Proposal Penetration 48

Pointclear

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

Software 187

Software Software B2B Top of Funnel 187

Mindtickle

JANUARY 31, 2018

Now as CEO of Badger, he helps field salespeople focus on their best customers and optimize revenue opportunities by mapping out their territories. The key to optimizing your sales team is a focus. You have to study your sales team almost like an anthropologist or a sociologist would and use those stats.

Hiring 52

Hiring Sales Enablement Territories Inside Sales 52

Mindtickle

JANUARY 31, 2018

Now as CEO of Badger, he helps field salespeople focus on their best customers and optimize revenue opportunities by mapping out their territories. The key to optimizing your sales team is a focus. You have to study your sales team almost like an anthropologist or a sociologist would and use those stats.

Hiring 52

Hiring Sales Enablement Territories Inside Sales 52

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. Productivity. Discipline. Consistency. Measurement.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

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

Hubspot Sales

NOVEMBER 17, 2020

To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. 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.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Highspot

JANUARY 14, 2024

These platforms offer a centralized and accessible hub for hands-on practice, role play simulations, and on-demand learning resources to ensure sales teams stay ahead of the curve and meet the demands of the ever-changing market. Here’s a closer look at what virtual selling entails in day-to-day sales: 1.

Quota 52

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

Chorus.ai

JULY 28, 2020

Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Share testimonials and case studies. Objection 2.“I

Objections 104

Objections Case Study ROI Lead Rank 104

Sales and Marketing Management

FEBRUARY 26, 2019

Author: Paul Nolan An executive at a Fortune 1,000 company recently kicked off a summit for several hundred of the company’s content strategists, project managers and digital marketers with a story about an experience he had only days before at his neighborhood Starbucks. Giving feedback on sales skills that results in increased sales.

Insurance 120

Insurance Insurance Commission Lead Rank 120

Chorus.ai

DECEMBER 1, 2020

Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Share testimonials and case studies. Objection 2.“I

Objections 73

Objections Case Study ROI Lead Rank 73

Pointclear

MAY 3, 2012

In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Let’s now turn our attention to the characteristics the right marketing metrics should have and then use those characteristics to clearly identify the marketing KPIs needed to correctly measure lead value in B2B lead generation.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Velocify

JUNE 28, 2017

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). See full study for more. 1) Sales Gamification.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53