- Mike Puglia
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. Other companies take an outside approach and physically meet with their prospects in the field.
The approach you choose for your organization will likely depend on the kind of products you sell. Brands that sell simple products and/or have short sales cycles usually opt for inside sales, while B2B companies with complex offerings and longer sales cycles tend to have more success with outside sales.
In this guide, you’ll learn about the top field sales management challenges, as well as strategies that can be used to propel your sales team to new heights. >>> READ MORE
What do sales training and artisanal ice cream have in common?
Some seasoned reps view both with a certain degree of skepticism — they’ve seen most “flavors of the week” come and go and, like most of us, are resistant to change.
On the other hand, top performers couldn’t be more different. One characteristic that routinely sets them apart is their habit of always staying open to ongoing training, coaching and development. When we surveyed more than 150 senior sales leaders, top performers earned an average score of 7.5 in this category versus 5.9 for the rest of the reps. >>> READ MORE
In business, as in life, effective communication is possibly the most important component which determines our success or failure. Accordingly, entire sections of libraries and bookstores are devoted to the subject.
No plan of action, inspirational idea, or thoughtful opinion can be fully appreciated unless it's effectively communicated. Unfortunately, we sometimes communicate so poorly that George Bernard Shaw was led to observe that, “The single biggest problem in communication is the illusion that it has taken place”.
How we communicate, or fail to, can determine whether our team feels engaged and motivated, or left hanging out there on their own. So, perhaps we need to evaluate whether we're truly communicating effectively in some specific and critical areas when it comes to our team members. >>> READ MORE
Your prospects are learning and buying differently today. The path to more revenue for media companies is to understand that very concept. Gone are the days your prospects are going directly to a sales rep for help first. Now, they're doing the research on their own then reaching out with clarifying questions.
Developing an inbound marketing strategy to adapt to this new way of buying is the key to revenue growth. Below is an outline of critical steps to a successful inbound marketing strategy for media companies. >>>READ MORE
Don’t miss another episode of the Improving Sales Performance series where Managing Partner Matt Sunshine speaks with thought leaders, experts, and industry gurus, who share their insight, tips, and knowledge on various topics that help companies improve sales performance.
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