Inside sales vs. outside sales. Not quite a timeless struggle, but they do reflect two different methodologies of selling that can be at odds with one another. The tldr version: inside sales happens remotely (phone and email) and outside sales happens face-to-face (in real life). Inside sales reps often spend their workdays contacting prospects while […]

Outside sales, also known as field sales and territory sales, encompasses selling face-to-face out in the world. Rather than inside sales, which is selling remotely, outside sales reps call on clients at their places of business, attending trade shows, or knocking on doors. Reps operate without a formal schedule and must juggle their own meetings […]

Field sales is about being in the right place at the right time as much as it’s about showing up. Sales mapping software helps solve both of these needs by visualizing territories and sales routes. And the results are tangible. In one study, optimized territories increased sales by up to 7%. Another analysis found that […]

Stop us if you've heard this before. Barely after a rep has introduced themselves, they've already jumped into listing product features. Nine times out of ten, the prospect certainly stops the rep in their tracks. This is not how to make a sales pitch. A sales pitch is about creating a moment where a prospect […]

If you’ve ever spent an afternoon waiting in a cramped lobby just to pitch your services to a clinic manager who no-shows, that's too often just another Tuesday. Field sales for home health services is a tough gig. You’re dealing with gatekeepers who guard their calendars like Fort Knox or referral sources who’ve been burned […]

If you’re running a revenue team with reps in the field (or even in the office), you’ve probably seen this movie before: the CRM lives in one app while inventory hides in another. And invoices? Good luck finding those. You’re chasing down and combining spreadsheets. You’re slinging emails at 9 PM and still walking into […]

CRM ROI. Three letters and a critical spreadsheet formula. Yet most folks in outside sales couldn’t explain it if you offered them front-row tickets to the Super Bowl. And it's no wonder. The math usually lives in an executive's head (or slide deck). In truth it lives out on the road, in a Ford F-150 […]

Picture this: you've just wrapped a bruiser of a site visit. The prospect lobbed every objection in the playbook at you: "Your prices are steep," "Our current supplier's fine," "Circle back next quarter." You sink into the driver's seat, confidence leaking faster than your iced coffee. A light bulb blinks to life in your mind. […]

There’s no shortage of sales tech promising to boost efficiency. But most tech slows outside sales reps down. It’s designed for inside sales teams—deskbound, mouse-clicking, Slack-chatting folks who’ve never tried writing notes in a truck while drinking gas station coffee. Field sales is different. You don’t have time to wrestle with software. You need workflows […]

More miles rarely mean more sales. In fact, the more time a field sales rep spends behind the wheel, the less time they spend in front of customers. That’s the trap. Windshield time eats into selling time—and selling time is what pays the bills. Here's how to take control of the road and make your […]

Building a sales engine boils down to a few principles. Predictability, scalability, and repeatability. Can you run a process and be confident in the outcome? Can you do it again and again? As business expands and sales grow, can you maintain the same level of efficiency, i.e., keep costs in check without being constrained by […]

AI is no longer a curiosity. It's not replacing jobs in the field, but it is now separating high-performers from the pack. New AI sales tools hit the market every day, but most are made for inside sales teams. That doesn't mean AI CRM use cases are limited for teams that sell in the field. […]