Salespeople like to move fast — and now there’s a virtual event that satisfies your need for speed. The Sales Acceleration Summit features more than 80 sales experts, authors and business leaders, who will serve up their secrets in 15 minutes or less. The Internet is a beautiful thing. It allows us to assemble the [...]
InsideSales.com won a Silver Stevie Award in the Sales Automation Solution category in the eighth annual Stevie Awards for Sales & Customer Service. On Monday morning, I opened my email and saw this: And then I started singing “Sweet Georgia Brown.” It’s fun to see others recognize the work we do here.
How does a sales rep hit 150 percent of earnings while only achieving 70 percent of overall quota attainment? Easy. He chases the spiffs, contests and bonuses. It’s called gaming the comp plan, and you can’t really blame the rep. Erik Charles, principal incentives strategist at Xactly, says this nightmare scenario actually happened at a [...]
Word-of-mouth leads rock. They’re highly profitable, they close faster, and they have the highest win rate. They’re generally your best leads. So, how do you get more of them? You’ve probably heard the myth that you can’t really generate word-of-mouth referrals. You just have to wow your customers and wait for those golden opportunities to [...]
Predictive analytics holds a lot of promise for the modern sales and marketing organization. Smart companies are investing in the power of Big Data to pinpoint the most profitable prospects. But it also raises tricky questions and creates new challenges. The technology that enables us to glean unprecedented insights from data is advancing at a [...]
If you want to gauge a furniture store’s success, just walk around the parking lot and count the cars. To measure the growth of an innovative SaaS company, keep an eye on its pizza boxes. InsideSales.com earned the distinction as the nation’s fifth-fastest job creator in the software industry in 2013, according to Inc. magazine. [...]
What does your website look like to your customers? You put a lot of time and effort into designing your pages, so you probably think you have built something truly beautiful. But Tim Ash, author of “Landing Page Optimization” and CEO of SiteTuners, says your website visitors probably aren’t enjoying the experience as much as [...]
You’ve seen the statistics. You know that your customers complete nearly 60 percent of the buying decision before they call you. It’s no secret that your buyers use the Internet to educate themselves like never before. So, how does this change your sales approach? Matt Dixon, co-author of “The Challenger Sale,” has researched B2B buying [...]
How many of your sales reps hope to find a new job this year? That might seem like an odd thing to ask right now, as you’re getting ready to pursue aggressive sales goals. But the research shows that plenty of American workers are on the prowl.
Sometimes you have to think big. Whether you’re buying detergent in bulk or you’re screaming “No Whammies” on national television, it’s usually a good idea to go for the gusto. And that’s what we’ve done here. But we’re not tooting our own horn. Most of these valuable sales insights come from our friends from all [...]