So far in this blog series we’ve discussed why it’s important for your inside sales team to have a comprehensive understanding of your sales pipeline related to these stages: Lead Generation, Research/Fact Finding, Initial Communication, Lead Nurturing, and your Solution. In part 3, I will wrap up the last couple of stages in a typical …
In Part 1 of the “Attach” Yourself to a Lead series, I discussed the Lead Generation, Research/Fact Finding, and Initial Communication steps in the sales pipeline. In Part 2, I will focus on the Lead Nurturing and Your Solution steps involved in the sales pipeline. These are extremely important steps that your sales team needs …
Part 2: “Attach” Yourself to a Lead – Lead Nurturing and Your Solution Read More »
“One should treat others as one would like others to treat oneself” (Wikipedia). The Golden Rule is one that is often repeated, but not always followed. In honor of Golden Rule Week (April 1-7), I thought it would be fun to address some Golden Rules that should be applied to the world of inside sales. …
On Thursday, March 28, 2013, at 5:00 pm PST, I’ll be joining Jim Obermayer on Sales Lead Management Association Radio. The focus for the show is the growing trend of companies moving to inside sales teams and away from outside sales. Some of the topics we’ll cover include, differences in productivity between inside and outside …
I still have quite a few conversations every week with sales managers or CEOs who are running their sales teams on paper. Just yesterday I was speaking with the manager of an inside sales team responsible for setting appointments for manufacturing reps. She was spending time every week printing lists to hand out to her …
A lot of conversations I have with sales managers start off with questions about dials. “How many sales calls should my people be making every day?” “Isn’t it always better to do more dials than fewer?” followed by “Don’t I need something that dials multiple lines per user to really maximize lead generation and appointment …
Inside Sales: What Dials and Baking Powder Have in Common Read More »
Without question, Twitter is everywhere. One would be hard pressed to visit the website of a company and not find their Twitter icon prominently displayed. Today, businesses tweet, follow, track, list, recommend and work feverishly to build their followers. I must admit – Twitter is cool, fun and a decent distraction from the daily grind. …
Twitter – Can it Really Be a Lead Source for Inside Sales Teams? Read More »
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 »
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 »
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