Sales Hacker

AUGUST 7, 2020

Regional Vice President of Sales. Vice President of Sales and Marketing. Sales Director. Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Sales Manager. Social Centered Selling.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Understanding the Sales Force

DECEMBER 9, 2013

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. Let''s quickly compare inside sales to outside sales.

Inside sales 107

Inside sales Outside Sales Territory Appointment 107

Heinz Marketing

MARCH 28, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. We’re up to about 312 episodes of this program. Rob Gitell.

Pipeline 108

Pipeline Territory Legal Sales 108

Pointclear

JULY 17, 2013

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. Should they keep their expensive sales duo: inside sales AND field sales? Good question.

Inside sales 98

Inside sales Territory Sales Outside Sales 98

Lead Fuze

JUNE 28, 2023

Last but not least, we’ll highlight the importance of professional certification programs for enhancing credibility along with ways to achieve personal goals through effective selling techniques learned via job experiences or formal education programs. How hard is it to be a sales rep? Plus, they get to travel.

Negotiate 52

Negotiate Territory Contract Technique 52

Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. It’s funny how territorial people can get at their job, isn’t it?

Inside sales 85

Inside sales Territory Contact Sales 85

Score More Sales

MAY 27, 2013

It doesn’t happen without the up front effort of building out your social profile in all the right places. Not During Prime Selling Time. Yes, I know how busy you are – I was a seller with a quota and territory for many years. The post Inside Sales Power Tip 115 – Be Social appeared first on Score More Sales.

Inside sales 92

Inside sales Referrals Niche Strategize 92

Xant

MAY 13, 2021

Since the landscape has changed dramatically in the past year, here’s what changed about the traditional inside sales vs. outside sales conversation and how sales are building new, digitally enabled teams, no matter where they set up their workspace. The Death of the Conference Room Meeting.

Outside Sales 52

Outside Sales Inside sales Territory Sales 52

Outreach

JULY 18, 2018

Outreach Helped Me Sell Like a Neighbor—From 1,000 Miles Away What’s your territory? Here are four of the biggest ways Outreach helped me manage my sprawling territory successfully. Get More Meetings (And, in Turn, Land More Deals) . Follow Up with Conference Connections Effectively.

Inside sales 61

Inside sales Territory Negotiate Sales 61

SaaStr

SEPTEMBER 20, 2021

Can’t we all sell over Zoom now? Or a regional VP of Sales? Inside sales works fine, if you adjust for time differences. They can wake up early, or late, or whatever. It’s much easier to co-sell and co-market together when you and your partner are both local. You can do meet-ups.

Territory 106

Territory Referrals Inside sales Up-sell 106

Hubspot

MAY 7, 2020

The spread of COVID-19 has had a different timeline in different regions, so we are using the World Health Organization's declaration of a global pandemic on March 11, 2020 as our "official" start date. Last week was end-of-month for sales teams, and we saw deals closed increase by 4%. Total marketing email sends are up 2% last week.

Territory 95

Territory Construction Entertainment Inside sales 95

Hubspot

JUNE 8, 2021

Inside Sales Rep. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel.

Commission 77

Commission Territory Finance Inside sales 77

Sales Hacker

APRIL 10, 2018

Setbacks of using a 2-Stage inside sales organization. 1) Across regions. Regions often respond with a 1-2 year delay to the US Market. Some regions behave similarly such as within Scandinavia. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts.

Go To Market 73

Go To Market GTM X-functional Territory 73

Hubspot

MARCH 21, 2018

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 or inside sales? It’s all sales.

Outside Sales 93

Outside Sales Inside sales Quota Sales 93

Eliminate Your Competition

DECEMBER 7, 2020

as they sell to Glue Works, Inc. Each week, these individual salespeople present the status of their territories to their managers. We will focus on their discussions of selling to Glue Works. Amy Gatherer meets with her manager every Monday morning, and the subject of Glue Works comes up weekly.

Consult 52

Consult Territory Appointment Sports 52

Hubspot

MARCH 1, 2019

The term, "sales", encompasses all activities involved in selling a product or service to a consumer or business. But "sales" means so much more for businesses. Companies have entire sales organizations comprised of employees that are dedicated to selling their products and services. Inside Sales vs. Outside Sales.

Objectives and Key Results 87

Objectives and Key Results Inside sales Outside Sales Sales 87

Veloxy

NOVEMBER 30, 2023

A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. Highlighting the enduring significance of in-person interactions in the sales process. While inside sales might excel in certain areas, field sales teams bring a depth of understanding that goes beyond numbers.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. How to Sell Anything to Anyone.

Sell 97

Sell Prospecting Up-sell Territory 97

Sales Hacker

MARCH 22, 2018

Opportunistic side bets by signing up some commission-only sales agents. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). When Does it Make Sense to Outsource Sales? Introducing a new product/service that requires different sales skills. 2) Building a repeatable sales model.

B2B 80

B2B X-functional Cold Call SQL 80

VanillaSoft

JUNE 2, 2021

How can you improve lead follow-up? Top that off with legitimate phone calls, tons of social media messages, online ads, and other forms of communication, digital distractions, meetings, coworker interruptions, and the hectic pace of just life in general. Actually connecting with a lead makes selling even more daunting.

Follow-up 79

Follow-up Contact CRM Pitch 79

Lead Fuze

JANUARY 1, 2022

Outsource sales team can be a good thing, but you need to make sure that expectations are set before the process begins. When I began hiring salespeople, it was difficult to know which outsourcing company would be able to help my business meet its quota. Will your outsource sales team really affect the top and bottom line?

Commission 52

Commission Territory Sales Objectives and Key Results 52

Hubspot

JULY 7, 2020

This retrospective takes a deep dive into buyer interest, marketing and sales outreach, and sales outcomes (spoiler alert: there's a lot of engaged prospects out there, but sales teams have work to do in capturing that interest). On the sales side, things aren't going so well. But response rates have been dismal.

Construction 101

Construction Territory Manufacturing Entertainment 101

Hubspot

JANUARY 31, 2018

I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. The first thing you need to do?

Cold Call 101

Cold Call Assembly Line Inside sales Sales 101

Partners in Excellence

OCTOBER 14, 2015

They can’t afford to hire enough sales people to cover the markets, they don’t have enough deep expertise in certain markets, they need to collaborate with others to provide a complete solution to their customers. We know we need to help our people develop and execute their territory, account, and deal strategies.

Territory 90

Territory Manufacturing Inside sales Strategize 90

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. Keep it Consistent – baking is scientific, and so is selling. If not, measures must be taken.

Territory 98

Territory Commission Appointment Niche 98

Sales Hacker

NOVEMBER 24, 2020

Subscribe to the Sales Hacker Podcast. Team selling and why it’s making a comeback [7:43]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. We’re on iTunes. And on Stitcher.

Sell 81

Sell Territory Quota Up-sell 81

A Sales Guy

JULY 24, 2012

When quotas are not perceived as achievable, sales people just give up and don’t even try. Middle managers then try to “sell” the sales teams on the quotas. The sales reps don’t buy it and in the end quota is missed. Sales Support (Insides Sales, Content Marketing, Technical Support, etc.).

Quota 113

Quota Commission Territory Government 113

SBI

MAY 7, 2015

And it means empowering Sales with the right marketing materials so they can sell effectively no matter who they’re meeting with or where (that means mobile, social, and international)! See which tools we chose for: Mobile Sales Enablement. Sales Enablement. Inside Sales & Biz Dev.

Territory 54

Territory Contract Inside sales Pipeline 54

Veloxy

FEBRUARY 15, 2022

Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. Today, field salespeople have had to pivot to a hybrid approach consisting of inside, remote, and virtual selling. But what does tomorrow hold for field sales?

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Engage Selling

APRIL 2, 2012

More fail when sales managers don’t explain their plans properly. The result: everyone comes up with their own interpretation of the rules, and forms a unique opinion of which customers and commissions they share. Selling time is wasted, morale plummets and salespeople start to resign. Here are things to consider: 1.

Commission 79

Commission Territory Sales Inside sales 79

Understanding the Sales Force

DECEMBER 9, 2013

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. Let''s quickly compare inside sales to outside sales.

Outside Sales 71

Outside Sales Inside sales Territory Appointment 71

Score More Sales

OCTOBER 29, 2014

I was sure-footed and confident as I arrived and then waited outside a meeting room at my client’s office. They were having an annual type of planning meeting and the executives of the company – a manufacturer – had flown into this regional office. Finally, they had a break. People did not look upbeat though.

Manufacturing 85

Manufacturing Territory Sales Contact 85

Score More Sales

SEPTEMBER 29, 2014

Time you spent in the office with your colleagues talking about the problem with your territory, your CRM system, your personal issues. That means that you are not watched every minute – and most of us in selling are not micro-managed. Stop attending meetings that don’t involve growing or keeping business.

Territory 91

Territory Inside sales Sales B2B 91

Partners in Excellence

FEBRUARY 10, 2016

In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We tended to think of inside sales as those people sitting in the office, waiting for the phone to ring, just focused on small deals, doing very high volumes. We field sales guys were, honestly, relieved.

Inside sales 50

Inside sales Territory Appointment Start-ups 50

Heinz Marketing

MARCH 29, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. They got a lot out of meetings in person, becoming better salespeople.

Pipeline 122

Pipeline Sales Gaming Up-sell 122

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. They set a time to meet and ultimately his company became a client.

Follow-up 89

Follow-up Territory Niche Contact 89

Heinz Marketing

JULY 20, 2020

We cover a wide range of topics, with a focus on sales development and inside sales priorities. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! But I grew up in the upper Midwest. How do you differentiate and still win.

Pipeline 100

Pipeline Sales Up-sell Conversion 100