Poor sales lead management is much like spending hundreds of dollars of groceries to cook a gourmet meal and then letting the food spoil in your refrigerator. You “shop” for leads online through your website or social media, webinars, ebooks, or free reports. Offline, you attend trade shows and network. The problem: you don’t follow … Continue reading Sales Lead Management for Winners: Prioritizing Your Best Leads
As a sales leader, you know the ins and outs of your business. And you probably think you know what your salespeople need to reach their sales quotas. However, there is likely more that you’re not seeing. Just showing them how to be a successful inside sales representative isn’t enough. Have you asked your team what they need to … Continue reading Have You Asked Your Sales Reps What They Need to be Successful?
If you have the opportunity to gather insider information that can help you to achieve your goals, why wouldn’t you? Assuming is a horrible business practice. Invalid and incomplete assumptions can lead you down an empty rabbit hole, and in the case of inside sales, away from closing a deal. Conduct the research, fill your … Continue reading Are You Guessing or Asking What Your Customers Want?
The art of telefundraising will never go out of style. Why? To put it simply, calling donors on the phone allows you to connect in a way that’s engaging, direct, and, ultimately, highly profitable for any type of nonprofit organization. Even better, telefundraising pairs perfectly with other fundraising efforts, including the equally classic event fundraiser! … Continue reading 5 Telefundraising Tips to Boost Fundraising Event Revenue
Imagine a baseball player that has a bad day… he strikes out multiple times, and when he does finally make contact with the ball he hits a foul. Does he give up baseball because of one awful game? No. Everyone faces frustrations now and then, and that carries over into the challenging world of inside sales. … Continue reading Sales Call Tips: One Bad Sales Call Doesn’t Define Your Ability to Sell
By Josiane Feigon It’s a new year, and it is important to build a strong, healthy sales funnel. The difference between a weak sales funnel and a healthy sales funnel is the type of activity you fill it with. A weak funnel could just be one or two big deals that are lingering, but nothing … Continue reading Building Healthy Sales Funnels
The modern digital age brings with it a new era of sales interactions. Text messaging, online chats, video chats, and other contemporary forms of correspondence now supplement traditional options such as phone calls, mailers, and in-person meetings. These modern-day means of communication to customers, especially texting prospects, can produce desired outcomes. Millennials now fill more and more … Continue reading Embrace the New Era of Sales Interactions or Get Left Behind
By Josiane Feigon Inside salespeople are the early adopters of new ways of prospecting. As they struggle to survive in today’s dying telephone culture, they’re still in the business of getting a response. Text prospecting is one of the fastest ways to get responses (text messages are read within the first 5 seconds), increase connectivity, confirm … Continue reading Text Prospecting: Proceed and be Bold
By Josiane Feigon If you work in inside sales and you haven’t spent time listening to your recorded calls, you are doing yourself a disservice. Call recordings are an essential part of your development as an inside sales rep and should be integrated into an organization’s sales environment. With all the technologies out there for … Continue reading Call Recordings: The Good, Bad, and Ugly
If you’ve been in sales for any length of time, you’ve had a prospect (or a few) insist that your price is too high. But what does that statement really mean? Is the price objection due to budget, a lack of knowledge regarding the market, or is your product missing standard features and falling short of the … Continue reading How to Respond When a Prospect Questions Your Pricing