Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. What is Sales Territory Mapping?

Territories 264

Territories Outside Sales Field Sales Segment 264

Zoominfo

MARCH 17, 2025

Revenue operations leaders are confronting complex challenges on two fronts: designing smarter territories for expansion, and maximizing productivity for frontline go-to-market (GTM) teams. Blind spots in your addressable market and missed opportunities from good-fit prospects. The result?

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

SBI Growth

SEPTEMBER 13, 2013

Marketing leaders can quickly diagnose the most common Lead Generation mistakes. Common Mistake #1 - Premature Acceleration of Leads to Sales. Are sales reps complaining about the quality of their leads? Are sales reps complaining about the quality of their leads? Undeveloped leads go right to sales reps.

Lead Rank 288

Lead Rank Lead Generation Lead Scoring Video 288

SBI Growth

AUGUST 16, 2012

Are you going to rely too much on marketing to provide high quality leads to hit the number? Let’s be honest, the majority of reps would be out on the street if they had to rely solely on marketing for Lead Generation What can you do about it? Our Make the Number Tour specifically addresses market changes that will affect you in 2013.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Pointclear

JANUARY 10, 2012

There are some common poker Tells that you should know about and then we’ll see how this connects to your sales prospects and even your sales reps behavior. The field sales representative has a richer field of Tells to choose from. We all have our own Tells, which are tics and habits.

Prospecting 178

Prospecting Decision Maker Discount Field Sales 178

Sales Hacker

FEBRUARY 17, 2020

This survey gathered responses from over 250 B2B outside sales leaders and professionals across SMB, Mid-Market, and Enterprise level corporations. Mid-market enterprises are those which generate an estimated annual revenue between $10 and $100 million. Inside Sales CRMs for Outside Sales Teams.

Outside Sales 110

Outside Sales Field Sales Oracle Enterprise 110

Pointclear

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SBI Growth

APRIL 22, 2013

This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Download the Sales & Marketing 10-Point Checklist to Lead Generation Alignment to evaluate with your peer in sales.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Selling subscriptions via a direct sales force.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Zoominfo

AUGUST 12, 2020

Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. Inside Sales or Field Sales? (or Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

SBI Growth

NOVEMBER 12, 2013

A few indications your sales strategy is not working for you: Missing the # - Your reps are trying to be all things to all people. They lack focus on your target market. A must-have if you are to properly allocate your sales resources. Benefit – Gives you the ability to prioritize your customer/prospect base.

Strategy 317

Strategy Hiring Top of Funnel Margin 317

Sales and Marketing Management

APRIL 24, 2020

Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights. This will help guide your marketing efforts and where you should place content and advertising.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience. ZoomInfo saves me so much time,” Castro says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Pointclear

MAY 23, 2018

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. But it’s often the most underutilized marketing activity at a marketer’s disposal. True Nurture.

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Scoring Lead Rank 124

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. What is Sales Prospecting?

Tools 125

Tools Prospecting Top of Funnel Ideal Customer Profile 125

Fill the Funnel

FEBRUARY 9, 2012

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. Here are the results from their survey in graphic form: Attendees at presentations and webinars have been sharing frustration with the lack of leads and opportunities that are generated by the marketing efforts of their company.

Top of Funnel 115

Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

Hubspot Sales

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Pointclear

AUGUST 30, 2012

Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification. 80% of marketing generated leads are ignored, lost or ineffectively followed up by field sales (66% of sales people stop trying after as few three attempts).

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

SBI Growth

OCTOBER 5, 2012

This post is for Small Company CSOs and VPs of Sales. One of the core strengths of any small business is its ability to adapt and pivot with the market. Despite this luxury, the small company sales compensation plan is usually left on the backburner. Are you clinging to a legacy Sales Compensation model?

Compensation 257

Compensation Company Hiring Salary 257

Sales and Marketing Management

DECEMBER 14, 2020

This makes all sellers “inside sellers,” which opens the door to improving their productivity, performance and cost structure, while also imagining how former field sales teams should be operating on a cadence versus an expense account. Marketing is the sales development team. All selling is inside selling. Takeaway: ?Sales

B2B 199

B2B Revenue Top of Funnel Margin 199

Pointclear

JUNE 29, 2017

Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Here they are—the 5 silver bullets you need to drive revenue growth: Market focus and intelligence. Marketing measurement. That’s marketing’s job.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Vengreso

DECEMBER 4, 2020

Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field. What is Sales Prospecting?

Tools 125

Tools Prospecting Top of Funnel Ideal Customer Profile 125

SBI Growth

OCTOBER 31, 2012

He rose from junior sales associate to become his division’s top rep. Then, as sales manager, he turned around a struggling team. Then he spent a year in Marketing. In Robert’s company, Sales VPs reported to the CSO. Ops managers insisted on “helping” interview prospective sales reps. He was a rising star.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Hubspot Sales

OCTOBER 1, 2018

Looking for a few easy, virtually-free ways to immediately connect with more prospects? Below, I’ve compiled 18 of my favorite methods for reaching prospects. How to Prospect. Understand your prospects' interests before speaking with them. Track which contacts are in-market for your service. Let’s do this.

Prospecting 109

Prospecting Top of Funnel Social Media Hubspot 109

Zoominfo

SEPTEMBER 9, 2020

And let’s not forget, most organizations offer solutions that address multiple problems to either expand their addressable market or maximize the lifetime value of its existing customer base. There is a fundamental difference between a Total Addressable Market (TAM) and what your true active market. Timing is everything.

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Sales and Marketing Management

MAY 5, 2017

Author: Kate Kirby, Content Strategist and Marketer at Conga “Sell more. Surely you heard some variation of that directive during 2017 sales kickoff season. Through constant innovation, companies test, shift and change their approaches to sales, with the ongoing mission of accomplishing those twin goals. Sell faster.”

Trends 166

Trends SalesForce Enterprise Enterprise 166

SBI

MAY 7, 2014

Marketing automation. Power Prospecting. Sales & Marketing Content. Sales Enablement. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. InsideSales. Mobile Selling. Performance and Compensation. Pipeline Management & Deal Flow.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

The Center for Sales Strategy

SEPTEMBER 24, 2021

> 13 Ways to Manage a Quota-Crushing Field Sales Team – Spotio. Looking to build an efficient, high-performing field sales team? There’s no “right way” to make a sale. Some companies prefer an inside approach , which means their reps make sales from the comfort of a corporate office.

Quota 101

Quota Inbound Field Sales Sales Cycle 101

Zoominfo

MAY 9, 2021

Now, imagine two prospects working for different organizations. On their way to work, both prospects see your company’s billboard and think to themselves, “Hmm, I should check that product out.” Each prospect visits your company’s website. Neither prospect converts. But marketers still do. Not so much.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Pointclear

JUNE 26, 2012

Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams. Are we playing hunger games?

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

Software 187

Software Software B2B Top of Funnel 187

Zoominfo

JUNE 3, 2021

By contrast, there were only 32,049 results for job titles containing the term “Outside Sales.”. What is Outside Sales? Outside Sales is sometimes called “field sales.” There will always be industries that need Outside Sales,” says Jonathan Mack, Senior Manager, Sales Development at ZoomInfo.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. What is Sales Territory Mapping?

Territories 130

Territories Field Sales Outside Sales Forecasting 130

Zoominfo

JULY 6, 2021

Tom represents the old world of sales, which was limited by location, highly based on geography, and heavily reliant on how well he could persuade his prospects. Outside sales teams also started to adapt the tools and technology of inside sales, which allowed for some automation of the process. The New Era of Sales.

Lead Rank 147

Lead Rank Ideal Customer Profile Inside Sales Outside Sales 147

Sales 2.0

JUNE 19, 2023

AI will save salespeople time Adam believes AI will free up salespeople’s time by handling some of the more mundane tasks associated with lead generation and sales meetings, like prospect research and taking notes during meetings, allowing salespeople to focus on tasks they can do better than AI.

CRM 195

CRM Call-back Lead Generation Analysis 195