inside-sales-is-only-great-for-transactional-commoditized-products 
Partners in Excellence
APRIL 10, 2014
They had traditionally, had a large field sales organization. Sales people were just overworked, stretched very thin. The needs for recruiting and bringing more sales people on board were skyrocketing. I know they were thinking, how can we make our field sales people sell much more so costs of selling could be better managed.
Partners in Excellence
FEBRUARY 17, 2015
There are 1000’s of articles about transactional selling. The collective wisdom of most of those posts can be summarized as follows: “Transactional selling sucks!” To expand on what most of these say, it not only sucks, the only way you can win is on price, and “real sellers” want to avoid it at all costs.
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Partners in Excellence
MAY 22, 2014
In my post, Principles Of Sales, Part 1, Interactions Between People , Brian MacIver (@Palayo) made a brilliant observation–frankly something that I hadn’t paid much attention to. It’s easy to think this is limited to “transactional or commoditized items,” but increasingly we see it in more complex buying.
Partners in Excellence
FEBRUARY 10, 2016
Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. In those ancient times, inside sales started changing a lot, primarily with new phone and computer technology.
Partners in Excellence
NOVEMBER 1, 2016
Reflect back on your career in sales. For some of you, it’s only a few years, for some it goes back a couple of decades. We used to be the gateway to information about products and services. Customers met with us to learn about new products, capabilities and services. The only thing that is left is us!
Partners in Excellence
MARCH 25, 2014
That’s if we continue to define the role of the sales person in the same old, tired ways we defined it 10, 20, 30 years ago. ” 10, 20, 30 years ago, much of the real value of the sales person was in educating customers about products/services/solutions. But does that mean sales people are becoming less important?
Heinz Marketing
NOVEMBER 25, 2019
If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt Heinz: Welcome everyone to another episode of Sales Pipeline Radio.
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