Some sales conversations feel over before they really begin. A rep asks, "Are you happy with your current supplier?" "Yep." Conversation over. Nothing was technically wrong with the question. It just didn't leave much room for the other person to go anywhere with the answer. A yes or no closes the door pretty quickly. That's […]

There’s a moment most reps have at some point. You finish a meeting, sit in your car, and think… who else is nearby? There are accounts around you. You just can’t picture them clearly. So, you either drive somewhere familiar or head to your next scheduled stop, even if it’s not the best use of time. That’s usually what kicks off the idea of starting […]

A lot of sales emails fail before the recipient reads the first sentence. They fail in the inbox. Buried between meeting invites, internal updates, shipping notifications, newsletters, and whatever else arrived during the previous fifteen minutes. That's the reality facing every salesperson who hits "send." Whether you're following up after a customer visit or reaching […]

There’s a certain kind of sales rep who says they know their territory by heart. But knowing a territory and seeing a sales territory are two different things. According to Harvard Business Review, sales territory design is often a competitive inefficiency. A CRM with mapping capability resolves this issue. A rep can feel busy all […]

Walk onto an active construction site around 7 a.m. and you'll learn something pretty quickly. Nobody is standing around waiting for a sales pitch. Forklifts are moving and crews are unloading materials. Project managers are answering three phone calls at once while trying to track deliveries that should have arrived yesterday. Someone's already frustrated before […]

Walk into a hospital loading dock at 6:30 in the morning and you'll get a pretty accurate picture of what medical equipment sales actually looks like. Not the version from sales conferences or motivational presentations. The real version. Delivery teams moving equipment through narrow hallways. Nurses trying to finish charting before shift change. Department managers […]

The pressure on pharma sales teams never really lets up. New products enter crowded markets and prescribers have less time than ever. Access restrictions keep changing. Meanwhile, leadership teams still expect stronger performance quarter after quarter. For many organizations, the instinct is to focus on hiring more reps or increasing activity targets. More calls, more […]

This post pulls together ratings from G2, Gartner Digital Markets (Capterra/GetApp/Software Advice), TrustRadius, the Apple App Store and the Google Play Store to identify the best field sales software platforms. To keep things fair, only vendors with reviews on at least four of the five sites made the cut. We calculated both a straight average […]

Picking an outside sales app or an outside sales customer relationship management (CRM) tool is a bit like deciding between a truck and a sedan. Both will move you from A to B, but they accomplish different things. If you manage relationships and close deals outside the office, you’ll likely find yourself considering tools that […]

Need to prospect new leads at jobsites? Look no further than Dodge Construction Central's Dodge Report. Dodge Reports give key details for upcoming projects to help construction sales professionals find and call on new opportunities. It's an incredible resource for prospecting new leads and building a strong pipeline of new customers. If you're just getting […]

When pipes burst in a multi–unit complex, the first call a facilities manager makes is to the person who can solve their problems quickly. Top outside sales reps make sure they’re that person. Here’s how water damage and restoration software helps leaders make sure these calls come to their team. Sales Platforms Spreadsheets and notebooks […]

Medical device sales is simply different. In many ways, sales is the least important duty among the role's many core functions. The customer base is full of the best and brightest (literal brain surgeons in some cases). Performance isn't simply measured by hitting quota. It can directly impact the long-term health outcomes of patients. But […]