Inside Sales is “remote sales,” or professional sales done remotely. This definition insinuates that the majority of all sales is becoming Inside Sales.
More trends in education http://bit.ly/83tNeN 46% in poll say teachers should be paid on performance, 36% on tenure, 13% on a combination #
Applications to Ivy Leagues soaring "Flight to quality" is "best safeguard you have at maximizing your opportunities" http://bit.ly/7IXRxb #
Article on "Demand for charter schools skyrockets" because parents know public schools are failing http://bit.ly/7HKHyP 78% of America agree #
Things in Utah are great, I wish I had more time to enjoy the recent snow we have had up on the slopes. #
Great article on "Why Content is King No More…" http://bit.ly/6YT4tE Now Cycle, Connection, Content, Conversions and Conversation are key #
Brents 1/4 acre Ice Castle is 40 feet high and still growing, see it before it starts to melt – at Midway http://bit.ly/6kwoie #
New study from MIT on lead response by Dr. Oldroyd / InsideSales.com released for download http://bit.ly/6umjyT focuses on HOW to respond #
http://bit.ly/8FRzl3 #
Latest Aberdeen Research on Inside Sales Interesting, but Misses Bigger Picture http://bit.ly/8X9jV3 #
Hurry and download new Aberdeen study on Inside Sales Enablement by Peter Ostrow http://bit.ly/6nK0pm it is free until March 10-then $399 #
The Mad Scientist of Cold Calling http://bit.ly/8FRzl3 Dr. James Oldroyd from MIT download his original research http://bit.ly/5965O6 #
Great article about how to design URLs on landing pages to optimize SEO http://bit.ly/8yg0r6 Huge question for us and our customers- Ken #
A little preview of our new Predictive Dialer 2.0 that predicts sales, not just call time http://bit.ly/6eTzUk more details soon! #
Interesting post – Get Your Sales Reps in Touch With Prospects Sooner, Not Later. http://bit.ly/7aubeT #
Interesting post – Are Marketers Becoming Enablers? . http://bit.ly/4xRjqI #
Latest Aberdeen Research on Inside Sales Interesting, but Misses Bigger Picture
16 January 2010 — Ken Krogue
1 Comment
Peter Ostrow, the VP and Group Director of Customer Management has just finished one of the largest and most comprehensive studies on what he calls Inside Sales Enablement, or the techniques, trends, and technologies that are empowering the growth of inside sales (not capitalized) in the United States.
Our company, InsideSales.com, participated extensively in helping define the research and in inviting our database of companies to contribute to the research survey that was used to pull together this data. Right now the report can be accessed at http://www.bit.ly/6nK0pm until March 5th, 2010 through corporate sponsorship, at which point the data will only be available for a fee of $399.
All in all the study was quite interesting, but was limited by the biased definition that Peter applied to inside sales:
“For the purposes of this study, “inside sales” refers to any internal departments tasked with early-state sales activity, usually in the context of narrowing down larger quantities of “suspects” into well-vetted “leads” that are passed along to “closers,” field or channel sales representatives or account managers responsible for closing the deal.”
This basically means that Peter only studied what we call “Lead Gen” and “inbound response management” departments, and our experience is showing that Inside Sales […]
RT @sewatch Kiss Your Phone Leads Goodbye – Search Marketing News Blog – Search Engine Watch (SEW) http://tinyurl.com/y9rq8yu #
Chauncey C Riddle
“Our religion is the sum total of our habits” – Chauncey Riddle
“As a man thinks in his heart, so he is.” Proverbs 23:7
Bryan Tracey
Character is the ability to follow through with a decision after the emotion of making the decision has past. Bryan Tracy
“This is the final test of a gentleman – his respect for those who can be of no possible service to him.” William Lyon Phelps
Thomas S Monson
“When we deal in generalities, we shall never succeed. When we deal in specifics, we shall rarely have a failure. When performance is measured, performance improves. When performance is measured and reported, the rate of performance accelerates.“ Thomas S Monson
“Cowards die many times before their deaths; The valiant never taste of death but once.” William Shakespeare from Julius Caesar
Frank Outlaw
“Watch your thoughts; they become words. Watch your words; they become actions. Watch your actions; they become habits. Watch your habits; they become character. Watch your character; it […]
Whenever I read a great book, I summarize it so I can learn better and recall it later. I have been asked to make some of my “Ken’s Notes” available. Here is the Final Play of ”Behind the Cloud” by Marc Benioff, the founder of salesforce.com. Scroll to the bottom for links to the other Parts – Ken Krogue
Play #111: Make Everyone Successful
Clayton Christensen wrote The Innovators Dilemma about how disruptive technologies beat the big established companies.
Examples of disruption:
The End of Software
1-1-1 philanthropic model: donated $14 million, 6000 non profits, 150,000 hours of community service.
By making all of your stakeholders successful, we ignited or own success.
Many companies made it big during difficult times. “The storm is the time to fish.”
The most successful businesspeople are driven by profits and purpose.
Einstein had three rules of work:
Out of clutter find simplicity
From discord find harmony
In the middle of difficulty lies opportunity
Imagine, Invent, Disrupt.
Aloha, Marc
Here are links to the rest of my notes on “Behind the Cloud” by Marc Benioff, I’ll notify of new summaries of other books I do on my Twitter/LinkedIn accounts – Ken Krogue
Part 1 – The Start-Up Playbook – How to Turn a Simple Idea into a High-Growth Company
Part 2 – The Marketing […]
Whenever I read a great book, I summarize it so I can learn better and recall it later. I have been asked to make some of my “Ken’s Notes” available. Here is part 9 of ”Behind the Cloud” by Marc Benioff, the founder of salesforce.com. Scroll to the bottom for links to the other Parts – Ken Krogue
How to Create Alignment—the Key to Organizational Success
Play #100: Use V2MOM to Focus Your Goals and Align Your Organization
The biggest secret of Salesforce.com was a method to ensure constant communication and complete alignment. Developed V2MOM: Vision, Values, Methods, Obstacles, and Measures.
Vision: helped defined what we wanted to do.
Values: sets the principles and beliefs that are most important about the vision (in priority)
Methods: indicates how to get it done by outlining actions and steps to take
Obstacles: indentified challenges, problems, and issues to overcome to achieve vision.
Measures: specified the actual result we aimed to achieve, the numerical outcome.
Salesforce.com’s First V2MOM, 4/12/1999
Vision: Rapidly create a world-class Internet company/site for Sales Force Automation
Values:
1- World-class organization
2- Time to market
3- Functional
4- Usability (Amazon quality)
5- Value-added partnerships
Methods:
1- Hire the Team
2- Finalize product and infrastructure
3- Rapidly develop to beta and production
4- Build partnerships with big e-commerce, content, and hosting companies
5- Build […]
Whenever I read a great book, I summarize it so I can learn better and recall it later. I have been asked to make some of my “Ken’s Notes” available. Here is part 8 of ”Behind the Cloud” by Marc Benioff, the founder of salesforce.com. Scroll to the bottom for links to the other Parts – Ken Krogue
How to Raise Capital, Create a Return, and Never Sell Your Soul
Play #90: Don’t Underestimate Your Financial Needs
Marc seeded Salesforce.com with $6 million which he had saved. VC financiers valued the business too low for him to go to them for funding initially.
Play #91: Consider Fundraising Strategies Other Than Venture Capital
Marc reached out to friends and colleagues. Two thirds of startup capital in the US comes from the entrepreneurs themselves, while friends, family, and colleagues provide 78% of the total. Create a list of piecemeal investors.
Treat friends and family investors professionally. Avoid negligence, it will bite you later. Raised $65 million total; with $15.5 million from venture firms from 1999 to 2002.
Play #92: Use Internet Models to Reduce Start-Up Costs
Play #93: Set Yourself Up Properly from the Beginning, Then Allow Your Financial Model to Evolve
Though starting as a pay as you go model, […]
Whenever I read a great book, I summarize it so I can learn better and recall it later. I have been asked to make some of my “Ken’s Notes” available. Here is part 7 of ”Behind the Cloud” by Marc Benioff, the founder of salesforce.com. Scroll to the bottom for links to the other Parts – Ken Krogue
How to Launch Your Product and Introduce Your Model to New Markets
Play #75: Build Global Capabilities into Your Product
Launch with the mandate to go global from the beginning. Salesforce built their application so it could be configured to almost any currency or language, even character-based languages.
Play #76: Inject Local Leaders with Your Corporate DNA
Hire a team for Europe. Expose them to your culture.
Play #77: Choose Your Headquarters and Territories Wisely
Salesforce.com started in Dublin, Ireland because of the English language and a 12.5% corporate tax rate. Started with a telesales (the name for inside sales in europe) team and grew a field team thereafter. The team was made up of native speakers: German, French, Spain, etc. Use local numbers to the countries.
Think Like a Start-Up:
1- Use the original messaging
2- Translate the product on day one to the major languages, but only add additional languages […]
