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One-line follow-ups that actually close deals
The best follow-up isn't a templated nurture sequence. It's a two-sentence email that proves you were paying attention.
Tag
field-sales
31 posts on field-sales.
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Why we built Infield
Every CRM we tried made reps hate selling. So we built the opposite — a CRM that shuts up and lets you work.
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Forecasting without the fiction
Every rep knows their forecast is half real, half theater. Here's how to tell the difference — and why the honest number is the one that scales.
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The trade show follow-up nobody does
Everyone collects 400 business cards at a trade show. The 5% of reps who close from them do one specific thing in the 48 hours after.
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Distributor sales vs direct: what actually changes for the rep
Selling through a distributor isn't selling with an extra step. It's a completely different motion, and most CRMs don't model it correctly.
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What actually shortens rep ramp time
Ramp time isn't about training hours. It's about how fast a new rep gets to the conversations that teach them the territory.
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Cold visits still work (just not the way you think)
The cold drop-in isn't dead. It just has to be done by someone who treats it as a research tool, not a sales move.
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The field sales stack: what reps actually need
What tools a modern field rep actually needs — and what they can safely ignore.
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The windshield economy: what an hour in the truck actually costs
A field rep spends roughly half their working hours driving. Until you price that honestly, every territory decision is wrong.
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How to run a sales territory without losing your mind
Territory management is pattern recognition under pressure. Here's a framework that holds up in real field work.
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Quoting from the field: the difference between fast and right
Every field rep has sent a quote in a parking lot. The best ones know when to send it now and when to say 'I'll send it in an hour.'
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Sample giveaways that actually convert
Free samples are the oldest trick in field sales and still one of the most misused. Most of them generate nothing but warehouse invoices.
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iPad vs iPhone for field sales: which actually wins?
iPad looks nicer in demos. iPhone gets used. Here's why the phone almost always beats the tablet in field sales.
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Renewing accounts without surprises
Most renewal losses aren't a buyer leaving. They're a rep who didn't notice the buyer was already gone.
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The local market signals most CRMs miss
Your CRM knows what accounts you have. It doesn't know the co-op just opened, the feed mill closed, or the freight cost changed. Your rep does.
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What top field reps actually carry in the truck
A look at the actual gear that makes a field rep's day work — and the things the manual tells you to carry but nobody uses.
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Mapping what you sold to what actually delivers
Every field org has deals marked 'won' in the CRM that never delivered. The gap between those two systems is where revenue quietly leaks.
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Territory mapping 101: a field rep's guide
Territory mapping isn't drawing lines on a map. It's answering three questions honestly.
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Price objections from the field: what they actually mean
Nine times out of ten, 'your price is too high' means something else. Here's how the best field reps decode it in real time.
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Phone vs in-person cadence: how to balance them
Most field reps over-visit their best accounts and under-visit the ones that actually need to be touched. The fix is a cadence, not a rule.
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The pre-site-visit checklist every rep should have
Showing up unprepared to a site visit costs you the meeting. A five-minute prep routine fixes it.
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Why CRM adoption fails in field sales (and how to fix it)
CRM adoption fails in field sales for three predictable reasons. Here's the pattern every VP Sales sees — and what actually fixes it.
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Route planning for field reps: the rules that actually work
Fancy routing software isn't the answer. Three rules about drive time are.
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Shadow CRMs: what field sales reps actually use
Shadow CRMs are what field sales reps actually use — Notes.app, text threads, a homemade spreadsheet. Here's how to absorb them instead of fighting them.
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Business card capture: the highest-ROI field sales CRM feature
Business card capture is still the highest-ROI feature in a field sales CRM. Here's why OCR finally works — and the math on what it's worth.
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Why sales deals stall — and how to spot it weeks earlier
Sales deals stall weeks before anyone notices. The signals are in the notes — here are the four linguistic tells that show up first.
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Seasonal sales territories: planning for markets that breathe
Seasonal sales territories break most CRMs. HVAC, ag, construction, and landscaping all run on a calendar your pipeline doesn't see — here's how to plan for it.
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Sales talk tracks vs. conversation: where CRMs go wrong
Sales talk tracks sell a product. Conversation sells a relationship. Most CRMs optimize for the wrong one — especially for field sales.
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Expense capture in a field sales CRM: the unloved feature
Expense capture from the field is a two-hour weekly tax on every rep. A field sales CRM that absorbs it pays for itself in labor alone.
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In-person sales: where field still wins over Zoom
In-person sales still outperforms video in four categories of B2B selling. Here's where field wins — and why the tooling can't be the same as inside sales.
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Sales dashboards reps actually look at (and the ones they ignore)
Most sales dashboards are built for executives. The dashboards reps actually open on their own look nothing like that — here's what belongs on the home screen.