Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. Trends that are here to stay. Take any trend?—?social, social, business or personal?—?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

JUNE 29, 2020

A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. Offer the human touch whenever customers need it with your sales team?–?whether whether through inside sales or field sales.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Sales and Marketing Management

OCTOBER 26, 2020

And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. Myth 1: Field sales reps sell primarily in person. A wider range of personality types can flourish in virtual sales, so the recruitment pool is larger than for field sales. .

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Repsly

SEPTEMBER 8, 2021

Traditionally, it was shopper marketing and category management teams that cared the most about point-of-sale data. But more and more, field sales and merchandising teams are starting to leverage this data source as a way to estimate in-store conditions in-between store visits. Track SKU-Level Sales to Anticipate Out-of-Stocks.

Opportunity 62

Opportunity Data Retail Distribution 62

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. Trends that are here to stay. Take any trend?—?social, social, business or personal?—?

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

SBI

MAY 29, 2019

Understanding the location of customers and prospects or revenue generating assets, and the field teams that service them, is changing enterprise field operations. This trend is called Location of Things (LoT), and it’s making it possible to visualize the enterprise in entirely new ways.

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. 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

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

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

SBI Growth

OCTOBER 26, 2012

Field Sales Research: It is critical to obtain the view of the sales team. Sales Representative Interviews – Perform sales representative interviews to uncover the challenges sales reps are experiencing today. Encourage your Sales organization to send messages during the sales kickoff.

Meeting 293

Meeting Sales Qualified Lead Survey ROI 293

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

HeavyHitter Sales

NOVEMBER 3, 2013

The resulting research, The Truth About the Field Sales to Inside Sales Migration Trend, provides detailed insights about the evolutional nature of sales organizations along with key sales performance metrics. Twenty-one percent reported a shift from inside sales to a field sales model.

Study 100

Study Lead Rank Inside Sales Field Sales 100

Repsly

AUGUST 23, 2018

Enter agile reporting - the system disruptive brands are using to gather insights about their team’s work in the field. You know how it goes. You spend hours each week trekking through email threads and one-off spreadsheets trying to make sense of what’s going on in your accounts.

Report 74

Report Trends How To System 74

SBI Growth

AUGUST 16, 2012

Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. The answer lay in the fact that buyer trends are shifting. The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. Create A Brand Called You.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

SBI Growth

FEBRUARY 26, 2013

They used a field sales force model with 10 Field Reps and 3 Solutions Engineers. This Inside Sales rep typically closed 6 deals a week. Beta Company’s Field Reps closed an average of 2. Because of their expensive field sales force, Beta Company needed to price itself far above the more nimble competition.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

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. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014?

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

Zendesk Sell

NOVEMBER 27, 2017

At Base, we are always on the lookout for the latest and greatest trends and thinking about how they can be applied to sales. Field sales teams, picture this: no more plotting out your route before leaving the office. Would you use AR as a field sales rep? See what we mean? How It Could Work.

Oracle 74

Oracle Field Sales Retail Google 74

Vengreso

JULY 17, 2020

Each sales rep must work hard to try and engage people online with content that’s relevant to them. What Will Sales Look Like in 2021? In 2021, sales organizations will still have a field sales team but with a strong virtual component with sales reps who know how to leverage tools and technology.

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

Janek Performance Group

MAY 23, 2018

We’ve had something of a mini-series on outside sales lately – from talking about the transformation of field sales to offering productivity tips for on the road. Today we’ll be talking about how to transition from outside sales to inside sales.

Outside Sales 54

Outside Sales Inside Sales Face-to-face Field Sales 54

SBI Growth

MARCH 19, 2013

Early takeaways from the field: Sales Force Automation tool must be optimized – Salesforce.com adoption by reps and managers can be improved. Be ahead of the market trend that places tremendous value on a highly trained sales force. As a starting point, download the Onboarding Activities List for all industries.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Repsly

JANUARY 26, 2022

At Repsly, we’re constantly thinking about how we can continue to provide additional value to CPG brands and their field teams to win more at the shelf. In the Drive to Growth series, we break down some of the largest trends and opportunities impacting the retail space in the new year.

Retail 62

Retail Trends Opportunity Field Sales 62

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. The more women in account based sales understand the technology they sell, the more credibility they bring into client engagements.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Green Lead's B2B

MARCH 13, 2013

We felt it was time to poll a generation of Sales 2.0 users and let the statistics tell the story of how Sales 2.0 Mike : What are the biggest Sales 2.0 trends for 2013? Lisa : Content marketing is a trend to watch. Another trend with staying power is the growth of inside sales teams. Any Sales 2.0

Trends 30

Trends Jigsaw Conference Survey 30

The Pipeline

SEPTEMBER 21, 2015

Sales Cycle Length. Vertical Sales Adoption. Field Sales Revenue Trends. Inside Sales Roles. Sales Preparedness. Average Annual Quota for Inside Salesperson. Average Annual On Target Earnings. Average New Deal Size. SMB Specialization. Looks like most revolve around numbers.

Quota 120

Quota Proposal Inside Sales Relationals 120

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

SBI Growth

JUNE 29, 2013

The time may be right for your organization to leverage this trend. Find out if gamification fits your sales onboarding needs. Download the free “ Sales Onboarding Gamification Checklist ” and jump-start your program today. The Game: A Great Match for Sales? Incentive Compensation: Sales people are “coin-operated.”

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Pointclear

AUGUST 11, 2016

Some trends in the industry: Marketing’s mission includes direct responsibility for a higher portion of revenue. For these trends to positively impact overall sales success, I need to re-emphasize that qualified leads must be fully vetted, possess the potential for high close value, and be highly convertible. Frankly, no.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

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

SBI

JUNE 25, 2020

ED: The selling environment has completely changed now that buyers are able to go online and find out who a company is, what they do, who their competitors are, and even get active testimonials from sites like G2, all before the buyer ever interacts with the company’s sales team.

Scale 120

Scale Buyer Case Study Banking 120

Pointclear

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. Click to start video at this point — Asked about what has or hasn’t surprised him in marketing and sales this year, Craig says he’s seen some great developments.

Software 187

Software Software B2B Top of Funnel 187

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

With the current sentiment that only 10% of sales reps focus on customer outcomes and value versus pitching products, and with dramatic improvements in online digital buying experiences, these trends should only increase over the next five years. As well, 60% of customer interactions are remote, even for direct sales folks.

Inside Sales 90

Inside Sales B2B Field Sales B2C 90

SBI Growth

JANUARY 27, 2013

What greater alignment is needed between Sales and Marketing? How should we structure for a multi-national/multi-cultural sales force? Do we even need an outside sales force? What impacts would dropping field sales have? What components of sales, if improved, will drive the greatest success? Call To Action.

Hiring 308

Hiring Compensation Commence Sales Talent 308

DialSource

JULY 15, 2020

Overnight, the concept of inside sales vs outside sales essentially disappeared. Field sales teams were grounded, and in response, many businesses scrambled to make internal changes. We covered this trend last September in our white paper, The Rise of Inside Sales. We’re living it.

Outside Sales 41

Outside Sales Inside Sales Travel Lead Rank 41

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

No More Cold Calling

SEPTEMBER 17, 2015

The more they educate themselves on the industry and trends, the deeper conversations they have, and the faster their sales processes accelerate. However, as a successful field sales manager in a tech company, Sue has learned that it takes more than technical expertise to seal the deal.

Hiring 120

Hiring Referrals Cold Calling Up-Sell 120

Salesmate

AUGUST 18, 2020

The sales evangelist is hosted by the talented sales professional Donald Kelly who has been hustling in the world of software sales for many years. Sales evangelist podcast is a conglomeration of industry trends, motivational stories, and practical sales advice. Sales podcast 5 – Accelerate.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113