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The Art of the Deal is Changing

Sales used to be simple, but now it takes more time and people than ever to close the deal. 

Today’s most successful sales models are rooted in team selling.

↓Click the tiles below to learn more↓

The Art of the Deal is Changing

Sales used to be simple. But now it takes more time and people than ever close the deal.
Today’s most successful sales models are rooted in team selling.
↓Learn More↓

TEAM SELLING

The art of the deal has gotten more complex. Sales leaders are no longer going after prospects alone — there’s a well-oiled machine backing the sales team, transforming selling from a transaction into a nuanced customer journey.

FIELD SALES

Field sales reps are your road warriors, pounding the pavement to drum up new business or upsell current customers. Look to them to drive revenue for the company, always ready to close deals.

INSIDE SALES

Meet the other part of your direct channel, the personality people who scale sales from the home office. They make direct contact with prospects via phone calls, email, the Internet, and more to find opportunities and fill the pipeline.

SALES OPERATIONS

Sales operations own the data and steer the revenue machine. They look at pipeline, deal size, close rate, compensation, cycle length and more to help determine which levers to pull and strategies to implement to drive growth and hit sales targets across the business.

CHANNEL SALES

Partners, re-sellers, dealers, and retail outlets are a great resource to supercharge your revenue. Utilizing channel managers is a great way to grow business beyond the direct team’s reach.

SALES STRATEGY

Sales Strategy is a team that covers many functions, all of which boil down to leading discovery in deals, positioning the company’s products and services in the best light, and evoking confidence in the company’s ability to drive value for its customers.

ART OF THE DEAL

The best sales teams are set up as true teams . Field sales, inside sales, channel sales, sales operations, and sales strategy function as a finely tuned engine driving the revenue machine. Every company has players that fill each of these five vital roles and when one makes a move, every other team has a job to do to help with the deal. Scroll down to meet the players and experience why you should position your entire sales process around team selling.

Explore the 5 Facets of Team Selling

FIELD SALES
INSIDE SALES
SALES OPS
CHANNEL SALES

SALES STRATEGY

FIELD SALES

The road warriors closing new business

Field sales reps are best known for closing new business. They captain each deal but have the rest of the team by their side to run each play. Field sales reps are fast in motion, grabbing the ball from their inside sales counterparts to slam dunk deals. Together, they work as the direct channel of the team -- the frontline for sales.

How a Mobile CRM Makes You More Successful 

How a Mobile CRM Makes You More Successful 

INSIDE SALES

Turning prospects into ready customers

This very active team warms up leads before handing them off to the field sales team who then turns these prospects into ready customers. The inside sales team’s primary metric for success is “did I have a conversation that moved the ball forward?” Furthermore, when the deal’s complexity is low, Inside Sales has a chance to shine, working it till the deal closes.

Leading a Stellar Inside Sales Team

Leading a Stellar Inside Sales Team

SALES OPERATIONS

The wizards behind the curtain

Modern sales ops teams are like the wizard behind the curtain -- the unseen group that’s dictating sales strategies to the rest of the department to follow. They are a true partner to both the direct and channel sales teams, ensuring they are set up to crush their quota. 

How a CRM Helps Your Business Grow

How a CRM Helps Your Business Grow

CHANNEL SALES

Cultivating a strong partner ecosystem

Your direct sales team won’t be able to capture every potential deal. So what pipeline your road warriors miss, your channel sales team will find. Cultivating a strong partner ecosystem helps reach new territories, driving deals that don’t require much face-to-face interactions.  Channel partners can help warm leads and nurture them into great customers.

Boost Your Sales With Channel Partners

Boost Your Sales With Channel Partners

SALES STRATEGY

Acting like both the player and the coach on the sales team

Solutions Engineers, Strategists, and Product Specialists act as both a player and a coach on the sales team, directing deal strategy and executing it simultaneously alongside the sales team. They support sales reps by ensuring that they have access to the latest and greatest versions of the company’s products and services. They also work to prioritize necessary resources for opportunities and deliver efficient paths to closing new deals.

Dreamforce 2015 Sales Summit
Key Takeaways

Dreamforce 2015 Sales Summit Key Takeaways

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