As inside sales people we all love to hear ‘Yes.’ We call, we pitch, we charm and we educate; we overcome the objections and we sell. Great sales people have it in their DNA; they love the ‘Yes’ and hate the ‘No.’ I contend that getting beyond the hatred of the ‘No’ can not only …
The Power of ‘No’: An Inside Sales Person’s Hedge Against Failure Read More »
Have you ever watched an inside salesperson from a distance, trying to figure out who they should dial next in the absence of a defined strategy? It can actually prove to be entertaining. Often, they will stare at the record as if through osmosis they can discern the possible outcome. If they are running old-school, …
“Who Do I Call Next?” Inserting Logic and Routing Into Lead Management Read More »
There is lots of buzz these days around Inside Sales Software, and there should be. The space is as hot as it has ever been. Recent studies show that more and more companies are relying on their inside sales team to create added demand, to nurture prospects, and to drive additional revenue. In many cases, …
What are the “Enablers” for Inside Sales Teams We All Seem to be Talking About? Read More »
Several years back I wrote a paper entitled, “Want to make more sales? Make more sales calls.” The paper touted the old teaching that sales is a game of numbers, and doing more will get you more. The paper did well and has been downloaded thousands of time. Why? Probably in part because the message …
Sales – Is It Still a Game of Numbers? You Do the Math. Read More »
It’s important to evaluate what role cold calling, social media, and sales 2.0 have in your business. Each have their place, and each bring value.
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