As I write, I’m flying back to LA after attending the Inside Sales Professionals annual conference in Chicago. Today, I presented The Death of Field Sales, an introduction to our inside-out approach to the design of the sales function. Here are my observations on state of the inside-sales community. The good First, inside sales is […]
I’m currently in the process of performing final edits to my book to ready it for publication. A big part of this process is modifying the manuscript to incorporate inside sales – which plays a much bigger role in SPE than it did when I started work on this book a few years ago. This […]
Executives who encounter SPE for the first time will often ask if it is applicable in all situations. The answer to this question, not surprisingly, is no. Few theories – if any – can legitimately claim to be valid in all circumstances. However, before we offer-up our organization’s uniqueness as a get-out-of-jail-free card, it’s worth […]
As you know, we build a lot of sales processes, here at Ballistix. You may not know that we build almost as many customer-service teams, inside-sales teams, pre-production teams and even small project teams (in knowledge-based environments). The work we do in these non-traditional (for us) environments is very gratifying and, often times, generates enormous […]
It seems so obvious. If that team member has a Blackberry and a company car; if they call on customers and help resolve their problems; then they must be a salesperson, right? Well, maybe not! Sure, that’s the way things have traditionally been done: the person in the field is automatically the salesperson. But, in […]
