SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” They thrive on opportunities to win rewards and prizes. Remoteness: Field sales people are spread across wide geographies. See below for links to case studies.) Read the case studies and watch the video demos of their solutions in action.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Highspot

JANUARY 29, 2024

Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Work with your enablement and marketing teams to ensure you have the right sales collateral to engage effectively. Be Patient and Calm Not all sales calls are created equal.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Zoominfo

MAY 9, 2021

When conversions don’t happen, it presents an opportunity to retarget prospects from those domains. Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. And then, nothing. Neither prospect converts.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

Sales Gravy

OCTOBER 23, 2022

The most impactful thing you can do is put new opportunities into the pipeline and then advance those opportunities through the pipeline. Time Leakers I'm always shocked by just how much time sales professionals waste. I'm always shocked by just how much time sales professionals waste. Impact = Productivity. Time Leakers.

Construction 78

Construction Territories Pipeline Field Sales 78

Mereo

SEPTEMBER 24, 2020

This article, written by Mereo’s 2020 summer intern and future revenue performance leader, dives into how COVID-19 has affected specifically inside sales teams, field sales teams and sales enablement teams. Inside Sales Teams. Sales will follow. Field Sales Teams. Opportunities Moving Forward.

Inside Sales 78

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

Sales Hacker

DECEMBER 14, 2022

Because of that, buyers are expecting salespeople to be experts and trusted advisors in their fields. Sales enablement allows sales teams to understand products and services in greater detail than ever, along with questions and even objections. Case studies. What are the motivations for purchasing? Objections. Collateral.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Miller Heiman Group

MAY 14, 2020

We looked at the entire service experience—including awareness, purchase and adoption—in our Customer Experience Best Practices Study to discover the key differentiators between companies that have raised their customer satisfaction (CSAT) score and those whose CSAT remained steady or declined.

Strategy 78

Strategy Customer Face-to-face Loyalty 78

Gong.io

NOVEMBER 9, 2020

My grandfather was a field sales rep for 3M in the ‘90s. . He knew which colleges his clients’ kids went to and what they were studying. There are a ton of studies that show that appearances have a massive impact on how we perceive people, from the clothes we wear to our facial expressions. You’d be surprised. .

Video 118

Video Call-back Buyer Study 118

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.” Call during lunch.

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. What opportunities do they have for improvement? A survey of 330 U.S. A survey of 330 U.S.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

LevelEleven

JULY 10, 2018

For sales leaders, the end of Q2 offers a pleasant opportunity to look back and reflect on your team’s accomplishments over the past six months. To help get you started, LevelEleven created a comprehensive KPI report featuring the most prominent metrics being used by successful sales managers. Unique KPIs by Industry.

Report 48

Report Motivation Policies Study 48

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

To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company. Sign up for our no-cost event here and receive our Field Sales Compensation Assessment Sheet to find out if your program is outdated. Are you clinging to a legacy Sales Compensation model?

Compensation 257

Compensation Company Hiring Salary 257

SBI Growth

SEPTEMBER 7, 2012

Inside Sales in the year 2013 means: web and telephone-enabled, high caliber individuals. chatting in real time with your field sales force. The negative bias you might have towards Inside Sales stems from the fact that until a few years ago, “Inside Sales” translated as “junior sales people selling low revenue stuff.”

Inside Sales 244

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

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

Miller Heiman Group

JULY 11, 2019

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. Sellers need to be prepared to share any relevant content, including product sheets, case studies and blogs.

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

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

Emissary

FEBRUARY 2, 2022

The field sales team should use account intelligence to modify standard buyer personas to reflect the account’s unique culture and rely on those for planning. Use fact-based ROI analyses and data-driven case studies to prove your solution will follow through on its promise. They won’t appreciate stock presentations and content.

Retail 52

Retail Industry Marketing Buyer Persona 52

Highspot

JANUARY 14, 2024

Initially viewed as a cost-effective selling strategy primarily for lower-value accounts, virtual selling has now gained favor for a broader range of opportunities. Many customers have preferred digital channels, prompting companies to incorporate them into their sales practices.

Quota 52

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

Sales and Marketing Management

FEBRUARY 26, 2019

Stahl says he joined the Dallas-based company six years ago and built a telesales team of nearly 100 people to complement the company’s independent rep field sales team of more than 3,000. Giving feedback on sales skills that results in increased sales. Discovering and utilizing their rep’s best skills and abilities.

Insurance 120

Insurance Insurance Commission Lead Rank 120

Frontline Selling

DECEMBER 16, 2022

So, I would argue that empathy, praise, tools and guidance are not only insufficient to drive more opportunities, they may even be detrimental to the desired outcome. A field sales rep gets days to prepare for a demo or a meeting. They are simply adding confusion to an already confusing task. Enjoyed this?

Face-to-face 52

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

DialSource

JULY 8, 2020

Prior to the COVID-19 pandemic, the concept of inside sales was a fast-growing trend. In the United States, inside sales grew 15 times faster than outside sales, creating jobs and immense business opportunities. . 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

Vengreso

NOVEMBER 18, 2020

million professional salespeople in the U.S , and field sales make up 52.8%. Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. Your outside field sales reps have already been doing some of these activities.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Pointclear

MAY 3, 2012

Citing findings from the Lenskold Group Lead Generation Marketing ROI Research Study, lead generation marketers were asked how much profits would be improved with 10% more budget, and 44% reported they didn’t know. Lead-to-Opportunity Conversions (MQLs-to-SQLs). Cost-Per-Opportunity (Cost-Per-SQL). Sales Forecast Created.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

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

Janek Performance Group

JUNE 24, 2022

Ask yourself, “What am I willing to give up to be the best sales rep at my company?” It is hard work, perseverance, learning, studying, sacrifice, and most of all, love of what you are doing or learning to do.” Sales success comes down to what you are going to do with every opportunity. Being Your Best Requires Sacrifice.

Sports 62

Sports Hiring Coaching Quota 62

Pointclear

MARCH 22, 2011

From the initial web search to interacting with your web site to engaging with inside or field sales reps, all of these touchpoints form an impression and influence their likelihood to recommend. Why not take the opportunity to turn everyone into an advocate for your business, even if they are not the right fit at this point in time?

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Pointclear

AUGUST 30, 2012

But as long as they’re feeding sales good leads and sales is hitting their number, you’re typically seeing some kind of OK-ness. If sales doesn’t care about marketing, but marketing understands what their job is—that they’ve got to get this amount of qualified opportunities—I think we can all live with that.

Software 187

Software Software B2B Top of Funnel 187

Fill the Funnel

FEBRUARY 9, 2012

In a recent study of over 5,000 businesses, HubSpot found that traffic from LinkedIn generated the highest visitor-to-lead conversion rate. But in the field, sales reps are starving for the opportunity to serve those that have an interest. This post is to help you generate leads that come directly to you.

Top of Funnel 115

Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

Partners in Excellence

NOVEMBER 14, 2013

But the reality is, spans of control are decreasing in field sales. They are hovering around 10 people (some studies have this lower). In inside sales, they appear to be a little larger, but not huge. Each one of these activities is a coaching opportunity! This mandates coaching in virtually every conversation.

Coaching 88

Coaching Benefit Territories Account 88

Customer Centric Selling

NOVEMBER 8, 2013

By Dan Bernoske, Sales Benchmark Index (SBI) Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). A field Sales Rep should be spending around 64% of those available hours selling. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). How do you achieve that?

Training 51

Training Lead Rank Lead Scoring Referrals 51

Velocify

JUNE 28, 2017

In fact, given a list of current sales technologies, high-growth companies were more familiar with 95% of the categories listed than flat or declining revenue companies, which on average, were 56% more likely to be unfamiliar with each technology. See full study for more. 1) Sales Gamification. 12) Sales Dialer.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Xactly

JULY 16, 2018

If you did, then you would have seen an increase in sales and profits. Don’t look at change as a bad thing–anticipate the opportunities that come along with change. Watch the webinar, "Incentivize to the Power of Xactly: Life of a Sales Leader," to learn how to drive the right rep behaviors using Xactly Incent.

Trends 55

Trends Hiring How To Social Media 55

Miller Heiman Group

APRIL 18, 2018

If your enablement function is just getting off the ground, your audience may be limited to one role such as field sales. Coaching services give sales coaches the tools and training they need to have those conversations. What Are Enablement Services? Enablement services are what your enablement audience sees.

Sales Enablement 66

Sales Enablement Face-to-face Demand Generation Agencies Handbook 66