Though managing leads is one of the largest expenses and most perplexing pains of inside sales teams, only few companies know how to do it successfully. Statistics show that a large portion of leads fall by the wayside because of inadequate lead management software, poor organizational skills, and varied levels of diligence among salespeople. If … Continue reading Optimize Lead Management: Write Down Your Step by Step Process
We work in an era that is all about breaking down silos and creating transparency. You see it all around you: Some companies are literally breaking down walls to create “open office” layouts that foster collaboration. Many organizations are adopting cloud-computing systems to centralize tools and information across the organization. A few businesses are even … Continue reading The Right Approach for Sales and Marketing Collaboration
Do you know which call center software is right for your inside sales team? Which one will give you the most dials per hour with the best quality? If you want to know the scoop on the different types of call center software, then let’s talk. There are three main types of auto dialing software … Continue reading The Three Bears of Auto Dialing: Which One’s is Just Right for You?
Punxsutawney Phil had his say this morning: six more weeks of winter. Ugh! Unless you like snow days and soggy shoes, that’s not a welcomed prediction. Before we get too worked up, though, how accurate is Punxsutawney Phil in his prognostications? 2014: Phil saw his shadow, and 2014 did have a long, cold winter that … Continue reading No More Groundhog Grumbling
One of the most challenging parts of an inside sales call is overcoming the many objections that the prospect may come up with to dodge your sales pitch. Look at these objections, not with dread, but as an opportunity to close the deal. Think about it this way, if the prospect didn’t have any objections … Continue reading Black Belt Techniques to Combat the 6 Most Common Sales Objections
Would you like to double your close ratio? Ask fifty different sales reps and the chances are you’ll get fifty different answers on how to close a sale. There are many subjective factors involved in closing the deal, like the prospect’s personality and company situation. Your goal is to convince the prospect to buy your … Continue reading 7 Easy Inside Sales Tips to Catapult Your Closing Ratio
It seems like only yesterday that I wrote the first post of 2014 and that year’s challenges and opportunities. The issues, for the most part, are unchanged: The necessity to respond rapidly Adoption of the new buying process where buyers self-educate The need to simplify the process for buyers What’s the 2015 spin on these … Continue reading Sales Trends for 2015
We are hearing a lot about the importance of Sales and Marketing alignment lately. Most have probably read this statistic from The Aberdeen Group: “Highly-aligned organizations achieve an average of 32% year-over-year revenue growth – while their less aligned competitors saw a 7% decrease in revenue.” That’s a pretty powerful statistic, and it begs the … Continue reading New Year’s Resolution: Get Your Sales & Marketing Teams Together
While it’s clear that successful sales calls are the goal of all inside sales teams, believe it or not many do not have a dynamic script to handle different call scenarios. Dynamic scripts branch out to effectively handle different call interactions to increase the possibility of a sale. They allow sales reps to have the … Continue reading The Scoop on Effective Inside Sales Scripts
Use this Time to Prep for a Great 2015! We are heading into that time of year where things can start to really slow down in the world of B2B sales. After all, most people are focused on what they will buy during all those holiday retail sales – not what they need to buy … Continue reading B2B Sales Lull During the Holidays?