Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. What is Sales Territory Mapping?

Territories 130

Territories Field Sales Outside Sales Segment 130

Zoominfo

APRIL 16, 2022

Field work went away because events went away, and field sales and outside sales all went away or went inside,” says Nina Wooten, director of demand generation at ZoomInfo. Suddenly, there was a lot more noise, and every sales rep had to do a lot more.” People don’t get out of meetings at 10:12 a.m.,

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

Product Management University

JANUARY 10, 2024

For the first four years of my software career, I was a pre-sales solution consultant, a.k.a. Meet Your Target Customers in Their Comfort Zone. My pre-sales experience would prove to be invaluable. And it’s a lot easier to do when we meet customers in their comfort zone instead of trying to bring them into ours.

Positioning 59

Positioning Demand Generation Demand Generation Targets Banking 59

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. F2F meetings to close. This ramped up the sales cycle considerably. virtual meetings.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. 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

Apptivo

AUGUST 24, 2023

Instant Updates: Salespeople can swiftly enter fresh lead details and updates directly into the Mobile CRM app at client meetings or trade events, ensuring real-time updates for the core CRM system. Timely Follow-Ups: After a client meeting, the Mobile CRM app sets reminders for follow-up tasks.

Enterprise 52

Enterprise Enterprise Benefit CRM 52

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. Contract Management & eSignatures.

Tools 50

Tools Territories Compensation Inside Sales 50

Gong.io

DECEMBER 15, 2022

It can also improve the sales routes of your outside sales team. If you’re mapping sales territories by geographic area (by ZIP codes), your field sales team will save a lot of travel time thanks to efficient route planning. . At the same time, create sales targets to track your performance.

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Gong.io

JULY 11, 2022

Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. Inside sales teams use phone, email, video, and social media messaging to sell to potential customers. . Outside sales reps, by contrast, sell on the road.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Hubspot Sales

NOVEMBER 17, 2020

Most companies opted either for a purely inside sales model, where reps primarily sell remotely, or a purely outside sales model, where field sales reps broker face to face deals. This year, however, many organizations were forced to implement a fully remote or hybrid sales model. Image Source.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Showpad

MAY 7, 2021

The present and future of sales is virtualization. . Traditionally, sales has been an on-the-go profession, with reps often traveling between client meetings and pitches. The result is a fundamental shift in how sales operates. Many sales leaders acted quickly to virtualize their sales. 40% of U.S.

Hiring 59

Hiring Survey Trade Show Webinar Metrics 59

Mindtickle

JUNE 29, 2021

There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. 8 Types of Sales Role-Play.

Negotiation 105

Negotiation Exercises Objections Coaching 105

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

Hubspot Sales

SEPTEMBER 16, 2020

Mobile CRM applications are particularly useful for sales professionals — specifically field sales reps who might spend a lot of time on the road or working on-site with prospects. The app features quick email and meeting outreach, a detailed caller ID screen, and consistently accessible live chat.

CRM 97

CRM SugarCRM Hubspot SalesForce 97

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. Call on people individually, but be aware you may need to control the meeting with the use of your mute button.

Quota 75

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

Mindtickle

DECEMBER 20, 2023

As a general rule, better sales engagement leads to better sales outcomes. On the other hand, sales enablement is focused on providing sales teams with the tools, training, information, content, and support they need to close more deals. Sales engagement Sales enablement What is it? What is the focus?

Sales Enablement 52

Sales Enablement Ideal Customer Profile Face-to-face Social Media 52

Showpad

MARCH 19, 2020

A global manufacturer of building materials and solutions for the construction industry realized it needed to recall its field sales team and switch to an inside sales strategy. Sellers had previously relied on paper documentation during onsite meetings, but now needed a way to collaborate with buyers remotely.

Company 71

Company Strategy Face-to-face SalesForce 71

Mindtickle

JUNE 29, 2021

There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. Elevator pitch.

Negotiation 72

Negotiation Exercises Objections Coaching 72

Pipeliner

OCTOBER 6, 2018

Not if you master the following whiz-bang platforms: Man the photon torpedos and tune your dilithium crystals because sales 3.0 AI is steadily creeping into sales assistants that loop into Slack Bots to sync to Salesforce like Troops.ai. You can even deploy a virtual sales assistant that schedules meetings for you (x.ai) !

Account Based Marketing 49

Account Based Marketing Contactual SalesForce Lead Rank 49

SalesHandy

MAY 6, 2021

Inside sales is the process of prospecting, qualifying, nurturing and closing sales deals remotely. In a way, it’s the exact opposite of field sales or outside sales. Field sales deals in communicating with and closing the prospects on the field, face-to-face. Monitor their engagement (i.e.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

SugarCRM

NOVEMBER 1, 2022

Customer Relationship Management (CRM) is a business-critical software that powers companies worldwide. From supporting high-tech manufacturing companies process orders to empowering field sales for an up-and-coming services company, CRM makes the world go round. ” – Sr. IT Director, Manufacturing Industry .

Company 29

Company Buyer Scale CRM 29

Salesmate

AUGUST 18, 2020

He produces medium and short length pieces that you can easily listen to while traveling for a meeting or waiting for a prospect. Sales podcast 3 – Catalyst Sale Podcast. Where to find this sales podcast: Website , iTunes , Stitcher. Sales podcast 5 – Accelerate. Hosts: Mike Simmons and Mike Conner.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

DialSource

JULY 8, 2020

In comparison, outside sales reps go out into the field to meet with clients. Based on these different approaches, these models impact variables such as scheduling, software use, sales environment, etc. For example, outside sales reps close deals the old-fashioned way, typically face-to-face.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

SugarCRM

JANUARY 25, 2024

Let’s Meet the Winners! Founded in 1953 by Don Roberto Palomo in El Salvador, ADOC has a rich history of using high-quality materials and specialized techniques to produce outstanding products that meet the needs of its customers.

SugarCRM 29

SugarCRM Customer Transportation Real Estate 29

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

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

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 112

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 112

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 105

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 105

CommercialTribe

JUNE 25, 2018

The only other reason you fire a CEO is they didn’t meet the forecast.” – Neil Rackham, SPIN Selling. And so CRM software was born in the early 90s—the first meaningful piece of technology used by salespeople. The quantity of software produced, often referred to as velocity, is a key measure of productivity.

Forecasting 53

Forecasting Software Software Engineering 53

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. To meet these demands, emerging technologies are proliferating and gaining traction.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Andrea Austin – VP at Nokia Software | Published Author.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

SBI

MAY 21, 2019

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™. Mediafly’s release includes three new capabilities: Mediafly Workspaces, Story Mapper and Tool Builder. While companies have the best intentions when unveiling new sales enablement solutions, many of these deployments fail.

Sales Enablement 75

Sales Enablement SAP Pivotal Industry 75

Sales Hacker

JUNE 7, 2021

This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. However, what they often don’t do is equip salespeople with the broader knowledge needed to have flexible initial discussions – to engage the contact and ‘set the hook’ for a more in-depth follow-up meeting.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Highspot

JANUARY 19, 2022

But it can just as easily be summed up in a few statistics: Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median sales people didn’t meet their company’s sales goals during the last fiscal year. The 15 Best Sales Training Programs.

Training 92

Training Lead Rank Hiring Course 92

ExecVision

MAY 21, 2018

In that time, I’ve had the unique privilege of managing hundreds of aspiring sales people. They wanted to grow in the organization and be in field sales, alliances, ops or enablement. This progression path is not only a meaningful early-career roadmap for the BDRs on the team, it’s a powerful recruiting tool.

Promotion 40

Promotion Hiring How To Face-to-face 40

Showpad

OCTOBER 9, 2020

Customer knowledge lives in your CRM systems, surveys, meeting notes, market research and excel sheets. This is why sales enablement is a crucial piece of the puzzle. Investing in enablement will ensure that you’re equipping all teams with the right knowledge, skills and tools to acquire and grow customers effectively. .

Hiring 40

Hiring Sales Enablement Lead Rank Enterprise 40

Xactly

JUNE 13, 2018

Optimized sales territories create equal opportunities for sales reps to meet quota and close deals, which ultimately, boosts morale and motivates performance. A 2018 survey by the Sales Management Association found that companies implementing technology into their territory plan design process outperform others.

Territories 49

Territories Travel Webinar Metrics How To 49