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Introduction— InsideSales.com was the first hosted lead
response management and sales automation CRM solution with built in dialers
and voice messaging tools. It was designed specifically for companies
who sell remotely. This approach was taken because our customers demanded
more powerful tools to eliminate time wasters for their employees.
We found that technology solved some of the problem areas but not everything.
We learned that often more time was wasted from poor strategy, hiring,
leadership, and performance management than any of the specific sales
tactics we observed. Much of the techniques, disciplines, and skills were
outside of what we were trying to provide. But because there is so much
need for help in these areas we have taken the time to pull them together
with some of our observations.
Hence this online series highlighting the 15 Time Wasters we have observed
at one level or another in almost every business we have engaged with
since we rolled out our product in late 2004. We have also provided a
‘Best Practice’ note at the bottom of each Time Waster to give you a place
to start. We will send you one per day for two more weeks.
TIME WASTER #1 of 15: Poor Sales and Marketing Strategy
TIME WASTER #2 of 15: Poor Hiring
TIME WASTER #3 of 15: Poor Performance Management
TIME WASTER #4 of 15: Low Levels of Motivation
TIME WASTER #5 of 15: Poor Lead Generation Resources
TIME WASTER #6 of 15: Too Slow to Call Decision Makers Back
TIME WASTER #7 of 15: Too Few Attempts to Contact Decision Makers
TIME WASTER #8 of 15: Dialing, Busies, No Answers, Bad #s
TIME WASTER #9 of 15: Voicemail and Answering Machines
TIME WASTER #10 of 15: Poor Training, Coaching or Mentoring
TIME WASTER #11 of 15: Poor Sales Management Processes
TIME WASTER #12 of 15: Poor Lead Management Processes
TIME WASTER #13 of 15: Fulfillment Overhead: Emails, Mailers, Faxes, Proposals
TIME WASTER #14 of 15: Taking Too Many Notes
TIME WASTER #15 of 15: Not Knowing Your Wins and Losses, (Reporting and
Analysis)
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