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

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” 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. Badgeville: Supercharge Your Sales Team case study.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

SBI

MAY 29, 2019

Enterprise leaders are using LoT technology to answer the key questions involved in effective field sales and service operations. By optimizing and refining field operations against these five questions, enterprises are able to better reach business objectives and rapidly drive revenue growth. Harvard Business Review.

Face-to-face 69

Face-to-face Enterprise Enterprise Field Sales 69

Zoominfo

MAY 9, 2021

Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. Case Study: Akrobi doubles pipeline with ZoomInfo WebSights. Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Sales and Marketing Management

APRIL 24, 2020

Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights. This will help guide your marketing efforts and where you should place content and advertising.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Zoominfo

MAY 9, 2021

Further digitization of the buyer’s journey, along with the pandemic’s impact on field sales and marketing tactics, has only accelerated this trend. Not All Web Traffic is High Quality Back in 2018, 90% of B2B customers reported investigating between two and seven sites before they made a purchase.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

SBI Growth

OCTOBER 31, 2013

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). A close second is “post-sale support” clocking in at 16.4%. Finally, “Sales Specific Admin” typically steals 8.9% How do you achieve that?

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

SalesforLife

JULY 28, 2019

As a result, we’ve developed a case study format where SDRs, AE’s, CSM’s, inside sales, field sales, customer success, and channel partners can all work together to come up with solutions that best target a particular account or a group of accounts.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

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

Highspot

JANUARY 29, 2024

Build on Success Stories: Share success stories or case studies that resonate with the prospect’s situation. Role-playing Exercises: Work with sales managers and leaders to conduct realistic role-playing scenarios that simulate actual negotiation situations.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Hubspot Sales

MARCH 21, 2018

Inside sales offers a leaner, more automated approach, while outside sales capitalizes on the in-person interaction and power of face-to-face communication. Let’s explore the inside sales vs. outside sales equation and study how each fits into modern sales teams. So, which go-to-market should you choose?

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

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

Sales Gravy

OCTOBER 23, 2022

Time Leakers I'm always shocked by just how much time sales professionals waste. For example, a recent study demonstrated that salespeople leak two to three hours each day from distractions - little things like looking down at their phone when it buzzes, beeps, or the screen lights up. Time Leakers.

Construction 78

Construction Territories Pipeline Field Sales 78

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. Sales Efficiency. Case Studies. Sales Asset Management. Industry News.

Video 59

Video Cost Per Thousand Case Study Collateral 59

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

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

SBI

JUNE 25, 2020

Another priority should be making sure sellers have access to a bank of quality content, such as case studies, that allows them to engage with buyers in a meaningful way at each stage of the buying journey. Q: WHAT ARE YOUR TIPS FOR ENSURING THAT TECHNOLOGIES CONTRIBUTE TO THE BUYING EXPERIENCE IN MEANINGFUL WAYS? ?.

Scale 120

Scale Buyer Case Study Banking 120

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

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

HeavyHitter Sales

MAY 25, 2017

A recent research project involving more than 1,000 sales professionals I conducted to determine The Personas of Top Salespeople provides the answer to this question ( You can read more on the findings from this first-of-its-kind sales research on the attributes, attitudes, and actions of top salespeople here ).

Sales Management 74

Sales Management Field Sales Inside Sales Research 74

No More Cold Calling

AUGUST 4, 2015

How Sales Executives Keep Rainmakers Happy How do you create an environment that inspires and celebrates the success of your sales team? Nick Hedges, CEO of Velocify, shares his strategies in his Entrepreneur.com article, “ The Secrets to Building a World-Class Sales Team.” Reward great sales performance.

Hiring 120

Hiring Cold Calling Referrals Face-to-face 120

SBI Growth

AUGUST 18, 2012

Create an advanced sales mastery certification program along the collegiate system of 100, 200, 300, and 400-level classes. HR leaders can help the field sales personnel execute the sales strategy by: Understanding the sales strategy through review and questioning of sales leaders.

Hiring 257

Hiring Lead Rank Lead Scoring Face-to-face 257

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. A survey of 330 U.S. A survey of 330 U.S. So, how do you implement a mature coaching program?

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

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. How can that be? Give them time to develop.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

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

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

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

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

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

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

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

Repsly

JUNE 19, 2019

The Harvard Business Review recently conducted a study and among the retail enterprises they surveyed, only 5% qualified as data-driven organizations. The rise of big data isn’t a new development; In fact, it’s one of the most often-discussed topics among business leaders today.

Retail 102

Retail Data Strategy Enterprise 102

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

LevelEleven

JULY 10, 2018

To help get you started, LevelEleven created a comprehensive KPI report featuring the most prominent metrics being used by successful sales managers. Out of all of the industries we studied, technology had the most unique set of KPIs with more than 50 percent difference compared to the other industries. Unique KPIs by Industry.

Report 48

Report Motivation Policies Study 48