A Sales Guy

APRIL 16, 2012

You no longer have expensive, outside sales reps, selling your low end products and services your inside sales team can be selling. Look to create separation among your different go to market strategies. It makes no sense to have your inside sales reps and hunters selling the same thing.

Inside sales 117

Inside sales Outside Sales Price Sales 117

A Sales Guy

OCTOBER 31, 2013

Each of these pillars represents the critical parts of sales and are the only focused areas sales leadership controls that can move the number. Strategy: What’s the go to market strategy? Has the strategy taken into consideration the market opportunities and the competitive challenges?

Inside sales 114

Inside sales Growth Construction Sales 114

Partners in Excellence

JUNE 1, 2012

They were focused on identifying great improvements in my client’s go to market and sales strategies. I want to go back, for a moment, to these Kaizen blitz’s with my client. I mentioned that 70% of the participants came from outside sales and marketing.

Manufacturing 87

Manufacturing Sales Legal Clients 87

Heinz Marketing

JULY 26, 2021

And now that we can get back to normal, a lot of those adjustments are becoming fixtures as part of people’s go-to-market strategy. And some of the trends that I saw were…one was the outside sales reps becoming more like inside sales. Kris: Yeah.

Pipeline 107

Pipeline Sales Prospecting Campaign 107

SaaStr

JUNE 3, 2020

Michael Katz: So I took over sales, after we re-orged the go-to-market teams at the end of Q3 2019. We had grown a bunch, but our market had changed, and our go-to-market really needed to change as well. So we had a good head of sales prior, and he helped us grow a bunch. Just some quick context.

Pipeline 67

Pipeline Meeting Start-ups Up-sell 67

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Or hey, we missed our sales numbers last quarter, it’s got to be a management issue. That’s a big fundamental difference in SaaS and it’s a bummer because channel sales is awesome.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Sales Hacker

DECEMBER 8, 2017

More companies will realize they achieve higher ROI with these roles and reduce the size of their outside sales teams as a result. I believe technologies that bring to the forefront “buyer intent”-related signals will gain traction and dominate much of the Account Based Selling and Marketing movement in 2018.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

Hubspot

AUGUST 8, 2019

Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Field Sales KPIs.

X-functional 95

X-functional Quota Cross-sell Contract 95

Outreach

AUGUST 26, 2020

Sales without physical boundaries. The line between inside sales and outside sales teams evaporated when business travel screeched to a halt. Field sellers and customer success managers are operating like sales development reps with most of their daily activities now digital.

B2B 52

B2B Teamwork Inside sales Outside Sales 52