SalesLoft

JULY 18, 2018

To promote collaboration, organizations should invest in a Sales Engagement platform that allows for visibility between the teams, helps prioritize sales leads, and improves time management. Sean Southworth, an Account Executive at Salesloft, shares with us three ways he uses the Salesloft platform to master field sales.

Field Sales 52

Field Sales Follow-up Promotion Territories 52

SBI Growth

AUGUST 24, 2012

How do you plan on selling your sales strategy recommendation to the CSO? Over the last month you, the Sales Operations leader, have been thick in the weeds identifying growth opportunities to support your upcoming sales strategy plan. Demonstrate changing territory penetration rates. Static charts.

Strategy 257

Strategy Google Analytics ROI Penetration 257

Sales and Marketing Management

JUNE 24, 2019

Author: By Brad Soper, Lisa Jaeger and Alexander Stahmer While there are no shortcuts to creating and implementing an effective, long-term sales strategy, there are five actions sales teams can take to get that strategy on track – and keep it there – by generating more sales from existing customers. .

Customer 238

Customer Churn Segment Media 238

Outside Sales Talk

JANUARY 24, 2023

As a rep, she grew her annual sales by more than tenfold (to a multi-million dollar territory) in the span of five years for an industry-leading manufacturer of nutritional supplements. Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Outside Sales 52

Outside Sales Territories Travel Coaching 52

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. You will only get this level of scrutiny if you get more than one person’s eyes on a territory or vertical.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

SBI Growth

SEPTEMBER 6, 2013

Look across the spectrum of Sales Operations. Consider everything from strategy to territory design and all your work in-between. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Sales pros are there to enable them to buy.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

SBI

MAY 7, 2014

Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Sales & Marketing Content. Sales Enablement. Territory & Account Planning. If you’re in sales, do yourself the favor. How badly do you want your team to blow away their quota?

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

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. This approach to Agile Field Sales merges the benefits to reps and management. Being Agile Drives Better Execution of the Sales Plan, and Deeper Market Penetration.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

Sales and Marketing Management

OCTOBER 22, 2018

. – experience a significant lift in the performance of their sales teams, typically in the double-digit percentage range. Second, frontline sales management drives continuous improvement. High-performing sales managers are not satisfied with average sales reps and therefore drive turnover or talent upgrades where required.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Hubspot Sales

APRIL 12, 2023

That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results. When building your strategy, you’ll need to set sales activities goals and track how your team measures up.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Hubspot Sales

MARCH 7, 2018

Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Without a regular physical presence in the field, it’s difficult to keep tabs on their team and business operations. Competitor Pricing. Existing Client Engagement.

Lead Rank 143

Lead Rank Lead Scoring Sales Management Scale 143

Hubspot Sales

MARCH 21, 2018

Outside or inside sales? It’s often argued these two strategies are at odds with one another. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. It depends on what stage of development your company is in and what sales model you’re using.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

SugarCRM

JUNE 22, 2023

Embracing The Wave of Change With distribution channels and sales models in flux, manufacturers recognize the importance of building relationships with their customers. The use of hybrid sales models, combining both online and offline channels, and mixing inside sales with field sales, is increasingly prevalent in the manufacturing sector.

CRM 26

CRM Industry SugarCRM Webinar Metrics 26

The Bridge Group

MARCH 9, 2018

We all know account-based (ABx) strategies are hot. This included the heads field sales, marketing, sales operations, and sales development. If an account, required significant marketing and sales expense to acquire—but also delivered significant lifetime value—it was placed in the top right quadrant.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

SBI Growth

JANUARY 27, 2013

HR doesn’t always take time to proactively partner with Sales on strategy. Sales needs this support. But during the tactical work, HR should use data to improve Sales support. What greater alignment is needed between Sales and Marketing? How should we structure for a multi-national/multi-cultural sales force?

Hiring 308

Hiring Compensation Commence Sales Talent 308

Hubspot Sales

MARCH 20, 2020

They must be "consciously competent," with the ability to sell successfully themselves, and also consciously understand how to build that same skill set in other sales reps. And while empowering internal sales managers to be coaches is ideal, it takes time to develop the coaching culture required and to produce results.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

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

SBI

MAY 6, 2014

Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement. Territory & Account Planning.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Sales Training Connection

OCTOBER 16, 2013

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? Key Account Managers (KAMs) in Medical Device Sales . One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Hubspot Sales

SEPTEMBER 17, 2019

You also might feel thrown off by presenting on your prospect’s territory, instead of your own. Over the past 20 years in sales, I’ve developed several highly effective strategies for making in-person meetings run smoothly. How to Approach Field Sales Meetings. Check out my blog for more sales expertise.

Meeting 87

Meeting Face-to-face Sales Meeting Conference 87

SBI

MAY 6, 2014

Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement. Territory & Account Planning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Sales & Marketing Content. Sales Enablement. Territory & Account Planning. If you’re in sales, do yourself the favor. How badly do you want your team to blow away their quota?

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

OpenSymmetry

MARCH 25, 2015

Likewise, the Field Sales Team evolved from just being excited about the new platform, to having data with drill-through reporting capabilities and accuracy of the results. While these lack some of the mapping functionality of specialist territory alignment software, they present a broader range of capability. About the Author.

Compensation 40

Compensation Cost Per Thousand Territories Forecasting 40

Partners in Excellence

MARCH 22, 2017

We’ve long had product line specialists, organizations where sales is oriented around different product lines, each sales team responsible for the sale of a specific product line. A terrific strategy for driving product line growth. Enter the realm of account management/territory.

Territories 48

Territories Segment Inside Sales Pipeline 48

Sales Training Connection

AUGUST 27, 2014

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? Key Account Managers (KAMs) in Medical Device Sales . One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Hacker

NOVEMBER 24, 2020

Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Velocify

JUNE 28, 2017

4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. This is most useful for field sales teams who need reps to connect with customers in person and need a way to automate the process so they can scale effectively as territories shift and change.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Sales Hacker

AUGUST 7, 2020

Head of Strategy, People & Change. VP of Sales. Director Sales Strategy. VP Commercial Sales. Partner, Account Based Strategy Practice Lead. Director of Sales Strategy. Strategic Sales Manager. Territory Account Manager. VP Sales and Account Management. Sales Manager.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Sales Hacker

FEBRUARY 16, 2021

She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.

Inside Sales 102

Inside Sales Field Sales Policies Travel 102

Sales Hacker

APRIL 16, 2018

On this episode of the Sales Hacker podcast, we talk with Jess Hun t , Head of Global Marketing, Sales & Strategy for Axiom about creating a revenue model. How to develop a sophisticated sales recruiting engine. 3) A career in sales and marketing [3:30]. 4) The data behind a sales career [5:00].

Revenue 67

Revenue Scale Top of Funnel Territories 67

Mindtickle

JUNE 29, 2017

Sales Manager 3.0: Manages sales reps. Ensures execution of account and territory strategies. Helping sales reps create business. Developing and executing customer-management strategies. Supports executives to make strategic decisions about a sales organization. The strategist and mentor.

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Mindtickle

JUNE 29, 2017

Sales Manager 3.0: Manages sales reps. Ensures execution of account and territory strategies. Helping sales reps create business. Developing and executing customer-management strategies. Supports executives to make strategic decisions about a sales organization. The strategist and mentor.

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Partners in Excellence

NOVEMBER 14, 2013

But the reality is, spans of control are decreasing in field sales. In inside sales, they appear to be a little larger, but not huge. Interspersed, less frequently, some account and territory reviews. They are hovering around 10 people (some studies have this lower). Let’s look at this issue a little differently.

Coaching 88

Coaching Benefit Territories Account 88

Zoominfo

AUGUST 12, 2020

Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Even when they’re grouped into teams, field sales reps tend to be more individualistic and self-driven.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

LeadFuze

JANUARY 1, 2022

Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Building a repeatable sales model. How does one generate predictable revenue streams with their outsource sales team strategy? Inside sales will work better for smaller segments with simpler processes.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52