Martech

AUGUST 26, 2024

I recall IBM in the 1990s with the “hybrid” program for selling huge mainframes by breaking the sales process into its component parts, and assigning various parts to cheaper channels, like inside sales, direct mail catalogs, and channel partners. Dig deeper: The B2B case for retention marketing — 7 key tactics 4.

B2B 132

B2B X-functional Cross-sell B2C 132

Engage Selling

FEBRUARY 26, 2020

Imagine you’re preparing a delicious meal and you’re short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones. You can shake them together but soon they’ll … Read More »

Inside sales 111

Inside sales Service Customers Sales 111

Hubspot

FEBRUARY 3, 2021

If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales. And to help your case, we reached out to HubSpot experts who made that jump for their input on what mastering inside sales entails. By her account, inside reps should "always be present.I

Inside sales 95

Inside sales Outside Sales Entertainment Sales 95

SaaStr

NOVEMBER 26, 2019

The company’s customers include Etsy, K-Swiss, Toyota, Yelp and Facebook among others. Its customer base spans over 14,000 customers in over 100 countries. Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security.

Inside sales 117

Inside sales Sales Up-sell Pipeline 117

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

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

Sales Hacker

JULY 1, 2020

Sellers who typically meet with clients and customers face-to-face have been forced to sell remotely. Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. For inside sales, this often includes calling, texting, emailing, or using social media.

Inside sales 104

Inside sales CRM Outside Sales Technique 104

Veloxy

DECEMBER 28, 2023

Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions. Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Hubspot

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Table of Contents What is inside sales training? Here are five reasons you should.

Inside sales 77

Inside sales Sales Up-sell Follow-up 77

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

SaaStr

MARCH 7, 2022

An emerging strategy that organizations are adopting to grow revenue more efficiently is inside sales. Inside sales refer to the practice of selling from office premises via phone, email, or video calls. Benefits of inside sales. The first benefit of inside sales is its cost-effectiveness.

Inside sales 104

Inside sales Price Sales CRM 104

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It wasn’t practical or feasible for their sales process. But something felt off. The answer might surprise you.

Inside sales 86

Inside sales Sales Campaign Technology 86

Veloxy

APRIL 5, 2022

Couple the aforementioned facts with the reluctance on the part of inside sales and outside sales reps to call leads, and the phone can collect dust faster than a broom. Why are sales professionals reluctant to cold call? Sometimes it depends on the role of each sales team. Gate keepers. Privacy laws.

Cold Call 234

Cold Call Gate keeper Outside Sales Inside sales 234

Sales Gravy

MARCH 25, 2025

Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Stay Narrow on Your Ideal Customer Profile Wes asked whether to target a handful of organizations deeply or go wide. In B2B sales randomness is the enemy of effectiveness.

B2B 86

B2B Appointment Inside sales Pitch 86

Veloxy

JUNE 21, 2022

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan.

Sell 189

Sell Inside sales Sports Cross-sell 189

Hubspot

JANUARY 5, 2024

I’ve been in contact with sales experts about how AI has helped them. They’ve shared tips and AI hacks for inside sales reps, as well as tips for coping with — and bouncing back from — bad sales months. Let your [smaller thus less expensive] customer service team focus on the bigger and more complicated problems.

Inside sales 81

Inside sales Sales Price Non-Profits 81

Veloxy

MAY 30, 2022

In Salesforce’s latest State of Sales Report , high performing salespeople are 1.5 times more likely than underperformers to track customer communication history. We’re talking about the deeper sales insights that customers expect you to know— without having to tell you. Inside Sales. Field Sales.

Inside sales 189

Inside sales Contact Follow-up Outside Sales 189

SaaStr

MARCH 25, 2025

Splunks enterprise sales strategy relies heavily on its install base, and Smith pointed out that in-person meetings are critical for strengthening those relationships. If you can meet with customers face-to-face more often, youll have a real competitive advantage. For startups in dense markets, this can be a huge advantage.

Conversion 74

Conversion Territory Referrals Inside sales 74

Veloxy

MARCH 16, 2022

And while inside sales jobs like sales development representatives are making up most entry level sales job postings the past five years, we’re going to share with you why field sales is where recent grads can experience a faster path to growth. 4 Reasons Why Sales Jobs are Great for College Grads.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

SaaStr

JULY 29, 2021

As the sales landscape evolves and buyers grow more independent, it can be tricky for sales teams to figure out how to build trust and connect with their prospects. Create Trust and Stand Out in Sales. It’s also why your customer testimonials are such a powerful sales tool. Information about people does.”.

Inside sales 98

Inside sales Trust Technique Pitch 98

Veloxy

JUNE 6, 2022

Almost half of the field sales pros we surveyed say they’re most optimistic about the ability to improve customer experience in-person in 2022 and 2023. In 2020, COVID-19 had a negative impact on field sales. Field reps pivoted to remote or inside selling. Customer budgets were drastically reduced.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

Partners in Excellence

JANUARY 24, 2025

We have endless dashboards, showing what’s happening in every part of the organization, every customer interaction, over whatever time periods one wants. ” Customer service will have their 5, marketing theirs, rev op/enablement theirs, inside sales/BDRs theirs, field sales theirs, account managers theirs.

High impact 111

High impact Pipeline Inside sales Quota 111

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( From the early days, we had a more technical sales team.” You gotta know the product cold.)

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Veloxy

AUGUST 4, 2022

Salesforce dialers use your CRM data to automatically and systematically execute your outbound calls to prospects, leads, and customers. Although they’re commonly known for making the lives of inside sales reps easier, dialers also help your outside sales reps improve their daily sales efficiency (which I can completely attest to) .

Outside Sales 173

Outside Sales Inside sales Quota Commission 173

Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. What is Sales Acceleration? What is Sales Acceleration?

Sales 290

Sales Quota Up-sell Contact 290

SaaStr

JANUARY 3, 2021

One question I struggled with a lot in the early days was what price points supported inside sales reps. It was clear to me that our freemium offering, priced at from $0 to $19/month, couldn’t really support a traditional inside sales team. Customer calls in, willing to buy on that call, with a few questions.

Product 135

Product Inside sales Price Closing 135

Martech

JUNE 29, 2022

The B2B customer journey can be a long one, especially when the purchase of expensive software subscriptions is under consideration. Fragmented data on the customer journey. In any B2B company, explained Hedebrandt, there are typically 10 or even 20 data silos that contain fragments of the customer journey.

B2B 109

B2B Customers B2C Inside sales 109

Sales Hacker

JUNE 7, 2021

We hear a lot about equipping salespeople with customer insights to help them move from simple questioning to exploring challenges and discussing solutions with customers. Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales.

Conversion 121

Conversion Customers Drivers/motivators Sales 121

Veloxy

MAY 25, 2021

Sometimes, all you need are a few simple statistics to show you where you can improve in your quest for sales greatness. Below are eight such statistics (in no particular order) that deserve some serious consideration for your field sales strategy or inside sales strategy. 2% of sales are made on the first contact.

Referrals 290

Referrals Quota Cold Call Contact 290

Sales Hacker

MARCH 8, 2020

Inside Sales Managers are getting too hung up looking for the perfect sales cadence formula — the perfect combination and spacing of phone/voicemail + phone/no voicemail + email + social touch that will generate results. Replace Sales Cadence Stress with Simplicity. Outbound Sales Cadence Example #1.

Inside sales 141

Inside sales Cold Call Sales Prospecting 141

Veloxy

DECEMBER 28, 2021

While sales acceleration spent 2021 as a powerful, yet underutilized solution across the B2B landscape, the software market is expected to enjoy explosive growth in 2022. Sales managers are paying close attention. Sales acceleration software is so much more than selling faster. 3 AI Sales Features that Customers Love.

Non-Profits 200

Non-Profits Sales Inside sales Price 200

SaaStr

NOVEMBER 10, 2021

1,800 customers with ARR of $100,000 or more, a year-over-year increase of 66% from 1,082. 100k+ customers are key to ARR growth. Datadog isn’t leaving the smaller customers behind, but they are increasingly a smaller percentage of revenue. 100k+ customers have gone from 50% of revenue in 2016 to almost 80% today: #2.

Inside sales 144

Inside sales Growth Price Trust 144

SaaStr

JUNE 29, 2020

Especially if you sell to multiple customer segments (i.e., small, medium, and large) and through multiple processes (in-bound, out-bound, upsell, channel, partner) … you can’t expect your VP of Sales to be perfect at everything. Usually: Elephant Hunters aren’t really very good at Inside Sales.

Inside sales 128

Inside sales Sales Contract Closing 128

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. It helps you to know things about your customers. What can you learn about the customer from this data?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Heinz Marketing

MAY 8, 2021

Too high, and you risk alienating a large majority of your potential customers. A 5 Step Guide to Crafting a Customer Journey Map. A customer journey map is a visual representation of every interaction an individual customer may have with your brand. Optimizing The Outside Sales/Inside Sales Mix.

B2B 124

B2B A/B testing Sell Inside sales 124

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Low-touch sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

Veloxy

AUGUST 31, 2023

Here is the list of our Outside Sales Gurus’ Top 25 Secrets ( NOTE : We’ll be using field sales and outside sales interchangeably): Don’t forget: Read the largest outside sales guide on the planet! It’s also why an outside sales salary is typically much higher than their inside sales counterparts.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130