New reps come in with one of two mindsets. Either “let’s do this, I’m ready to dial and smile,” or “what if they hang up on me or even worse, say no?” The potential of rejection for novice sales representatives can be debilitating. It’s management’s job to help new hires tackle their cold calling fears.
Companies that apply CRM software and other sales lead tracking systems have a higher lead-to-close ratio. We’ve seen it here at VanillaSoft countless times. An organization’s overall productivity level and bottom-line are significantly impacted by using a lead tracking software. Those that are fumbling between multiple spreadsheets are missing out and likely losing sales from …
Boost Sales Performance with Sales Lead Tracking Read More »
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 …
Webinar Recap: Why Traditional CRM Fails Inside Sales Organizations Read More »
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 …
Frustrating and Avoidable Causes of Lost Sales Opportunities Read More »
Over 75% of trade show attendees have a direct involvement in the decision-making process of purchases according to Statista. The collected leads from these events are often warmed up and primed to take the next step. As an inside sales rep, reaching out to trade show leads within days of the event will keep your …
Inside Sales Tips for Effective Follow Up on Trade Show Leads Read More »
We’re quickly approaching the halfway point for 2016, so I decided to take a look back at our top ten inside sales blog posts (by number of visits) for the first half of this year. Here are the items our readers have found most interesting so far this year. 10. Cold Calling: Motivate Your Sales Team …
Our Most Popular Inside Sales Blog Posts for the First Half of 2016 Read More »
I recently attended the 2016 AA-ISP Leadership Summit in Chicago with some other members of the VanillaSoft team. If you aren’t familiar with the AA-ISP, it’s an organization dedicated to inside sales professionals, and the annual Leadership Summit is the only conference dedicated exclusively to Inside Sales Leadership. The Leadership Summit is an excellent opportunity …
An article in the New York Times states, “there are, nevertheless, many instances where proper advertising is producing better results than the old method of personal solicitation – larger volume at lesser cost.” Is that an argument that sounds familiar? Throughout recent years, people have been sounding the alarm proclaiming that the position of sales …
When it comes to social selling, an inside sales rep often has a leg up on the road-warrior field rep. After all, an inside sales rep is often “inside” at his or her desk making connections with potential new business contacts. This means more time to access the internet and social networks, both of which …
Make Sure You Are Social Selling Instead of Social Spamming Read More »
So, you are an insurance salesperson who relies on sales by phone. You know we live in a fast-paced world that is all about convenience. You can binge watch a whole season of a favorite television show in a single weekend. You can order food online and get it at your home in less than …
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