How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). 4 Lenses to Optimize for Inside Sales Territories.

Inside Sales Jobs Role

The Digital Sales Institute

What does the future hold for the inside sales jobs role for a salesperson and will its job description come to mean anything more than facilitating a customer’s purchase. What will the inside sales jobs role look like in three-to-five years? The Sales Consultants.

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Throughout our history with the company, we performed multiple projects- Sales Process, Sales Structure, and Channel Management. Register here for a copy of our Inside Sales talent management scorecard to see how Inside Sales Reps should be evaluated.

Inside Sales Power Tip 115 – Be Social

Score More Sales

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

The Great Migration to Inside Sales - Will You Get it Right?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. How about these: By sales talent - What roles are your salespeople best suited for? It may not be where the territory is or where the company is located.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Are We Playing Hunger Games? Key Questions Confronting Inside Sales

Pointclear

Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions.

PODCAST 40. How to Lead a Top Performing Inside Sales Team at a Public Company with Amy Appleyard, SVP of Sales, CarbonBlack

Sales Hacker

This week on the Sales Hacker podcast , we talk to Amy Appleyard , the recently appointed SVP of Global Inside Sales at CarbonBlack. . Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. Sales Enablement.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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. Marketing automation. Sales & Marketing Content.

Tools 142

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others. Location data (Marketing loves).

Data 156

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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. Marketing automation. Sales & Marketing Content. Sales Enablement.

Tools 68

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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. Marketing automation. Sales & Marketing Content. Sales Enablement.

Tools 65

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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. Marketing automation. Sales & Marketing Content.

Bubble in the Funnel

Pointclear

We generate, qualify and nurture leads using Account-Based Marketing processes. At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers.

Funnel 164

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales 2.0. Sales 2.0 Sales Fun.

Solving the SDR Debate: Sales or Marketing?

Openview

It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. Let’s get right to the crux of the issue: Do SDRs belong with marketing or sales? This where the overlay of marketing and sales really happens.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Use Act-On for all your online marketing campaigns. Fantasy Sales Team.

The 13 Least Known Sales Technologies

Velocify

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known).

Quantifying Sales & Marketing Maturity

OutboundView

Quantifying Sales & Marketing Maturity for VCs, Corporate M&A, & Private Equity. They were in the middle of uncovering just how much work they had to do on the sales and marketing front. The existing sales and marketing leadership was really struggling with everything from top of funnel lead generation to building the right org structure. The question is, as an investor, how do you factor sales and marketing maturity?

Which Type of Sales Job Is Right for You?

Hubspot Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job.

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Outsourced Tele-prospecting: 10% less cost, 90% more revenue

Pointclear

Outsourcing inside sales really does save you money while at the same time providing you the leads and revenue you need to be successful. This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. Remember the old light beer tagline: “Tastes Great, Less Filling”?

Guest Post: Why Sales Coaching Is Just The Other Part Of Your Sales Force Enablement Framework

Jonathan Farrington

A few months ago, I started to write about one of the missing pieces in many sales enablement discussions – the sales managers. Sales Enablement and Sales Management – Enable Your Sales Managers First. See also Miller Heiman Sales Best Practice Study ).

Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside Sale

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. Enter the realm of account management/territory. We have inside/outside/partner/channel sales people.

Tricks and Tips for Building and Running a High Performance #InsideSales Team

Smart Selling Tools

Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. Sales Effectivenes

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager.

Is Anyone Leading Lead Management?

Pointclear

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

Reaching Prospects

Score More Sales

In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. Understanding Your Target Market . Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Why Did The Move from Inside to Outside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

How To Love Your Sales Role

Score More Sales

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. It certainly lowers the quality of the work environment for those around you who ARE happily building their territories.

How To 298

Three Simple Ways LinkedIn Helps Sales Grow

Score More Sales

There are dozens and dozens of resources showing ways to use LinkedIn to help sales grow. Here is a page I created to help sales professionals with a variety or resources. Social Marketing Manager at LinkedIn, rated the #1 Social Sales Influencer offers a good example with his profile.

5 Ingredients To Win In Sales

Score More Sales

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team.

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. Market conditions 12 months ago were very different. VPs of Sales are asking questions like: Is our Sales Process good enough?

How HR Stops the Exit of Top Sales Talent Now and for the Future

Sales Benchmark Index

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales.

To Manage Sales You Must Manage Sales Leads

Pointclear

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Leads 254

Three Simple Ways LinkedIn Helps Sales Grow

Score More Sales

There are dozens and dozens of resources showing ways to use LinkedIn to help sales grow. Here is a page I created to help sales professionals with a variety or resources. Social Marketing Manager at LinkedIn, rated the #1 Social Sales Influencer offers a good example with his profile.