Latest Stories

Insurance Sales Tips for Open Enrollment

Many in the insurance industry have anticipated a reduction in Medicare Advantage enrollments due to the reduction in payments to Medicare Advantage plans as enacted by the Affordable Care Act of 2010 (ACA). Those concerns appear to be unfounded when you check out the latest data reported by the Kaiser Family Foundation this past June: … Continue reading Insurance Sales Tips for Open Enrollment

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Cold Calling Increases Sales Performance

Cold Calling: Motivate Your Sales Team to Achieve Record Profits With the Red-Headed Stepchild of Inside Sales

To say that cold calling is one of the most dreaded parts of the sales process is an understatement. Many think of it as the red-headed stepchild of inside sales: neglected, unwanted, and often despised. Though it’s really a diamond in the rough. There was a movement to get rid of it altogether a few … Continue reading Cold Calling: Motivate Your Sales Team to Achieve Record Profits With the Red-Headed Stepchild of Inside Sales

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Managing a High-Performance Inside Sales Team: Sessions ̶ Outside the Cubicle

If you are like most inside sales managers, handling the day-to-day operations and achieving your sales goals is a battle. First, you have to hire the right salespeople. Then make sure that sales reps are trained properly, performing well, and accurately reporting information. In the meantime, you’re constantly dealing with the pressure of replacing underperforming … Continue reading Managing a High-Performance Inside Sales Team: Sessions ̶ Outside the Cubicle

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fundraising challenges

Phonathons and Beyond: Get Ready to Raise Funds!

Around this time each year, I begin to notice an influx of prospects who are evaluating phonathon software for their summer and fall fundraising programs. This always leads me to read up on what our fundraising customers are facing for the year ahead. Here are a few interesting trends for 2015 that I’ve come across. … Continue reading Phonathons and Beyond: Get Ready to Raise Funds!

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Lead Management for the Solar Energy Industry – Infographic

Lead management is a vital part of the sales process for the solar energy industry.  According to the Solar Energy Industries Association (SEIA), 2014 was a great year for the industry.  Installations of solar photovoltaics (PV) in Q3 were up 41 percent over the same period in 2013.  Third quarter 2014 was also the second … Continue reading Lead Management for the Solar Energy Industry – Infographic

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Hiring Inside Salesforce

How to Hire and Produce a Top-Performing Inside Sales Team

It’s no secret that one of the most painstaking tasks of inside sales managers is hiring and keeping top-performing sales talent. In the revolving door of inside sales, this can be challenging. Good talent is hard to find, and even harder to keep. Your company has to get inside the mind of talent to discover … Continue reading How to Hire and Produce a Top-Performing Inside Sales Team

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hurricane season

Sales by Phone, Hurricanes, Ants, and Grasshoppers

It’s a few weeks away – that season that keeps Atlantic and Gulf Coast residents and businesses on their toes: Atlantic Hurricane Season. Thankfully, the 2015 season forecasts issued by The Weather Channel and Colorado State predict the number of named storms to stay lower than the historical averages. These forecasts are likely to make … Continue reading Sales by Phone, Hurricanes, Ants, and Grasshoppers

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Sales CRM Software

Call Center Rehab: A Seven-Step Program to Greater Profits with Reporting and Analytics

Imagine a call system so sophisticated that it frees your time to concentrate on improving performance instead of spending hours manually collecting and gathering data to analyze; a system that lets you know what’s going on at each stage of the sales cycle to help increase close ratios. Well, this can be a reality with … Continue reading Call Center Rehab: A Seven-Step Program to Greater Profits with Reporting and Analytics

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