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How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

Lead Rank 318
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Leadership Development in the New Millennium

Steven Rosen

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. What specifically are companies doing?

Survey 358
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Should Sales Teams Expect Higher Churn in 2023?

Hubspot Sales

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Churn 113
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5 Ways to Deliver a Truly Impactful Sales Kickoff

Sales and Marketing Management

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

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How Getting Fired Actually Launched My Referral Business

No More Cold Calling

I would work with small-to-medium companies to craft their sales strategy. By chance, they were conducting a customer satisfaction survey with 50 of their best clients. The survey was several rounds. To this day, I have no idea where the question came from, but that survey was the genesis of my business.

Referrals 291
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Customer Insights to Transform Sales Conversations

Sales Hacker

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

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Confusing Customer Service Delivery with Customer Experience Delivery?

Babette Ten Haken

Or when periodic customer experience surveys return less-than-remarkable results. Especially if customer experience surveys measure the wrong stuff. Not just because they receive a survey from us. Then take a look at my latest speaking programs and workshops. . And here’s where the disconnect happens.