Category Archives: Inside Sales

guessing-or-asking-customers

Are You Guessing or Asking What Your Customers Want?

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?

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text prospecting

Text Prospecting: Proceed and be Bold

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

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sales objection rebuttals

Objection Rebuttals to the 10 Most Common Objections

By Josiane Feigon We are selling in a volatile economy, which means you can expect more of everything. More competitors, more excuses, more objections. These sales objections are delivered in various ways from phone to email to texting, but over the years, these objections have stayed the same. Categories of Objections Objections haven’t changed in many … Continue reading Objection Rebuttals to the 10 Most Common Objections

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Inside Sales Techniques

9 Inside Sales Techniques to Get Over Your Fear of Cold Calling

It’s astonishing how intimidating it can be to pick up a phone and start dialing numbers, but it happens to many people. Business owners often feel the effects of cold call reluctance in high costs and high turnover rates of salespeople. Sales representatives averse to cold calling are often stressed and frustrated as they’re struggling … Continue reading 9 Inside Sales Techniques to Get Over Your Fear of Cold Calling

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Improve Lead Follow-Ups

How to Improve Lead Follow-Ups and Secure the Sale Below Par

If I go to the driving range and hit 1,000 golf balls it doesn’t make me Tiger Woods. I could’ve done it wrong 999 times. The same principle is true for inside sales representatives. It’s not about the quantity of sales calls, it’s about the quality of your swing and follow through. Persistence is key … Continue reading How to Improve Lead Follow-Ups and Secure the Sale Below Par

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inside sales

Webinar Recap: Why Traditional CRM Fails Inside Sales Organizations

Upon its initial introduction, CRM (Customer Relationship Management) software was innovative. But that was at least 30 years ago, and technologies have substantially changed since then. Today CRM is a default tool in many inside sales organizations, but it’s acting as more of a problem to be overcome than a solution. This tool of the … Continue reading Webinar Recap: Why Traditional CRM Fails Inside Sales Organizations

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lost sales

Frustrating and Avoidable Causes of Lost Sales Opportunities

Nothing is worse than forecasting your sales for the month and then losing the sale you were most sure of closing. According to research from IDC, 85% of sales representatives struggle to meet their quotas. In this article let’s take a look at a few possible causes of lost sales and how getting past the … Continue reading Frustrating and Avoidable Causes of Lost Sales Opportunities

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Inside Sales Pitch

How to Improve Your Inside Sales Pitch Effectiveness

You wouldn’t pick up the phone to call a client without having a little background information on them, so why wouldn’t you take the time to practice your inside sales pitch a little bit first too? The better you know what you’re planning to say the more comfortable you’ll be with infusing your personality into … Continue reading How to Improve Your Inside Sales Pitch Effectiveness

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