SBI Growth

JANUARY 7, 2014

With all of these changes, it complicates how you organize your sales resources. Notice field sales isn’t recommended until you hit a $25K CAC. Using expensive field resources drives up CAC and extends your time to break-even cost. It’s a fact: Inside sales costs less and reduces CAC.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Jonathan Farrington

APRIL 26, 2013

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. Emerging tools that require little or no IT resources to implement and run, enable sales management to examine, assess and adapt their tactics in direct response to what they see going on in the field.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

SBI Growth

NOVEMBER 12, 2013

In addition you will receive access to a number of other useful resources. What is a Sales Strategy? If you google “sales strategy,” you can read for hours on the subject. Here is a definition for you: A Sales Strategy is the operating plan for your sales force. Resources are not effectively allocated.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

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

SBI Growth

FEBRUARY 2, 2013

Deploy or Expand Inside Sales. 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. Without your field sales rep doing anything.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

SBI Growth

JULY 10, 2014

This is where Human Resources can help ensure that change initiatives are successful. This post is for Sales and Marketing leaders and their HR business partners who are implementing change. Here’s what could happen: Inside Sales: Field sales reps continue to serve customers who could purchase on-line.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

SBI

JULY 29, 2014

What problem/s are you solving for sales and/or marketing organizations? Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. Along the same theme, what resources do I have at the moment that are being wasted or under-utilized?

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

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

Zoominfo

NOVEMBER 1, 2022

When he moved from field sales to a digital-first approach, Castro found himself overwhelmed by the sheer volume of administrative work that went into prospecting. I have to talk to hospitals, reference laboratories, clinical resource organizations, and pharmaceutical companies on a daily basis,” Westra says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

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. Twitter: @velocity_sales.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

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. It’s time to face this new reality and reengineer our sales environments to exploit the spoils of it! Why Inside Sales is Outpacing Field Sales. Field Sales.

Inside Sales 111

Inside Sales Hiring Scale Face-to-face 111

Sales and Marketing Management

JUNE 4, 2017

Here are some tips for communicating effectively with sales teams. Partner with other key functions such as marketing, product management, internal communications and human resources to create the best programs and tools to meet your sales teams communication and training needs. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

SBI

JUNE 12, 2018

You can add narration to PowerPoints and other files, produce webcam or screen recording videos, add interactive elements like quizzes, polls and attachments, and a lot more – it provides a lot of flexibility for sales enablement leaders. We’ve been developing our platform for 18 years, so there’s a lot it can do.

Sales Enablement 139

Sales Enablement Hiring Video How To 139

Highspot

JANUARY 14, 2024

Since the COVID-19 pandemic, many companies have started to recognize the value of leveraging data-driven sales training platforms to help sales reps quickly adapt and excel. Skills You Need to Excel at Virtual Selling To excel in virtual selling, a blend of traditional sales skills and digital fluency is vital.

Quota 52

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

Pointclear

JUNE 26, 2012

Having recently authored a piece for SandHill.com called Mastering the Virtual Sale , I discovered that the inside sales profession is growing at a rapid clip—far exceeding growth in field sales. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Sales and Marketing Management

OCTOBER 22, 2018

Author: Brad Wilsted Companies pour enormous resources into growth. 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.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Hubspot Sales

SEPTEMBER 16, 2020

That trend — coupled with the fact that a CRM has pretty much transitioned from a "nice-to-have" to a "need-to-have" for most businesses — highlights the need for resources that allow a company's employees to access its CRM data and general functions anywhere, anytime. Pipedrive's mobile CRM is another powerful, sales-centric solution.

CRM 94

CRM SugarCRM Hubspot SalesForce 94

Gong.io

DECEMBER 15, 2022

Better manage resources. You only have so many reps on your sales team, and those reps only have so many hours in the day. Effective territory mapping ensures that you divide your total addressable market into customer segments to maximize resource allocation. . It can also improve the sales routes of your outside sales team.

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

SBI Growth

AUGUST 16, 2012

Recently I spent the day shadowing a sales rep named Jim who has been in field sales for 20 plus years. HubSpot has many great “how-to” resources, including this one here that you can apply to your own social accounts. Otherwise you might just receive a “too busy right now, can we reschedule” email. Case and Point.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

SBI

DECEMBER 9, 2019

The Top Sales Tools Guide recognizes companies with unique capabilities for solving revenue-generating challenges. Sales organizations rarely have the resources to adequately keep up on all the sales technology offerings. That’s why we produce the Top Sales Tools of the Year Guide.” Enabling Sales.

SAP 65

SAP Webinar Metrics Software Software 65

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

OCTOBER 27, 2019

More Mediafly Resources. Resources All Blog Article Case Studies ebooks & Guides Funding & Acquisitions Guide Industry News Interview Video Video Reviews Webinars. Sales Enablement. Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling.™ Field Sales.

Video 59

Video Cost Per Thousand Case Study Collateral 59

Highspot

JANUARY 29, 2024

Adaptations can be made based on the specific needs, industry, and goals of the sales team and organization. Here’s how sales enablement contributes to sales negotiation training: Content Creation and Management Sales enablement teams create and curate content that supports negotiation training.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Showpad

DECEMBER 18, 2020

Given that this is the case, it’s imperative for you as a manager to do everything you can to keep marketing and sales on the same page. And not just in a professional way, by sharing resources as appropriate and integrating their operations, but by remaining in contact on a formal and informal basis. Sales is no exception.

Sales Enablement 98

Sales Enablement Hiring Lead Rank Lead Scoring 98

CloserIQ

SEPTEMBER 25, 2019

In other words, the more your sales reps sell and generate revenues and the fewer resources (such as time and money) they spend while doing so, the more productive and valuable to your company they are.” ” 4 Field Sales Best Practices of High-Performing Teams (Matthew Brogie of Repsly).

Hiring 49

Hiring Cold Calling Field Sales Objections 49

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. ” That bulldog-like tenacity and loyalty make women in sales trusted resources for their customers.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

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. Project Management Across Teams.

Benefit 82

Benefit Sales Qualified Lead Sales Operations Objections 82

Allego

JANUARY 28, 2020

In today’s post, Allego President and Co-Founder Mark Magnacca shares his views on seven things chief learning officers and sales training and enablement professionals should know about training tech this year and beyond. Increased Adoption of On-Demand Training Resources. 2020 is truly going to be the best year ever to be a sales rep.

Training 99

Training Video Collateral Face-to-face 99

OpenSymmetry

JANUARY 12, 2017

Likewise, it’s no surprise that more companies are adopting that same mantra with employee self-service in regards to their field sales force. Through the improvement of workflow capabilities within ICM solutions, two major benefits change the game for field sales reps: 1. Reaping the field benefits.

Compensation 40

Compensation Incentives Incentive Field Sales 40

SBI

FEBRUARY 16, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? A majority of Qstream’s customers selling models are through field sales models and recently moving to virtually selling. That’s not an option anymore. Instructor-led training is now virtual.

SalesForce 113

SalesForce Lead Rank Sales Enablement Face-to-face 113

Partners in Excellence

DECEMBER 9, 2020

But when we reviewed marketing’s and sales’ plans, they didn’t have anything in those plans to support the launch and ramping of the products. They hadn’t considered: What programs do we need to put in place, what resources do we need to assign, what was the impact to both spending and revenue forecasts?

Channels 73

Channels Lead Rank Lead Scoring Forecasting 73

Showpad

MAY 7, 2021

Many sales leaders acted quickly to virtualize their sales. respondents said all field sales reps were transitioned to remote work and video conferencing. Just 5% said no action was taken and reps were still active in the field, which is about the same share as U.S. What is a virtual sales platform?

Hiring 59

Hiring Survey Trade Show Webinar Metrics 59

The ROI Guy

MARCH 12, 2015

Navigators – who are talented at helping buyers navigate the decision making journey and gaining consensus with larger buying committees, will still be relevant, but will see some shrinkage as well, as online self-service resources get smarter at helping buyers navigate the decision making journey.

Inside Sales 90

Inside Sales B2B Field Sales B2C 90

SBI Growth

APRIL 18, 2013

Building a new sales team is very different from managing an established team. Inside sales is different from field sales. Take the example of hiring a manager to create a new Inside Sales team. Team Building, Resourcefulness and Organizational Agility would be essential to the task.

Hiring 273

Hiring Sales Management Inside Sales Examples 273

Hubspot Sales

NOVEMBER 17, 2020

Before this year, there was already a clear split in sales models. 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. That’s where dedicated sales enablement resources come in.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

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.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

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. See if it matches yours.

Sales Tools 139

Sales Tools Tools InsideView Field Sales 139