The Sales Funnel is a model representing the various buying and selling stages a potential customer and sales representative pass through from awareness to purchase. The model allows sales organizations to specialize and strategize to increase performance at every stage of prospect interaction.
According to SiriusDecisions, around 67 percent of the buyer’s journey is now digital. What does that mean for your sales team? Well, by the time your sales rep speaks with a prospect that prospect is already familiar with your competitors, your product, has heard a few sales pitches, and is quite close to making a […]
On day six of our 12 days of ELEVATE series, we are featuring Trish Bertuzzi, a master in helping B2B sales organizations unleash the power of inside sales. In fact, Trish’s organization has produced an enormous amount of research, studying the evolution of the inside sales model. Her research and work consulting with hundreds of […]
Traditionally, sales has involved face-to-face conversations, but the world of sales is rapidly evolving. More often than not, your sales reps are interacting with buyers remotely. Adapting to this new way of selling isn’t easy. There are many challenges you face as a sales leader to build out a successful inside sales organization. To help, […]
With so many different sales tools and strategies to help organizations thrive in today’s high-velocity sales environment, it can be challenging to find the right formula for success.
Field sales teams have often been considered the predominant workhorses of sales organizations (and in some cases represent the entire sales team), but due to several shifting trends, by 2015…