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Author Archives: Ken Krogue
Dreamforce ’11 ResponseAudit shows the Lead Response Bar is Low as Ever!
You would think after four years of doing a “Secret Shopper” on the attendees of Dreamforce the response times to fictitious leads submitted to their websites would get faster, wouldn’t you? Not so. In fact we dropped from 41 hours
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Leave a comment Dreamforce ’11-Day 3-InsideSales.com Having Best Dreamforce Ever!
We are hearing that 45,000 people have registered for this Dreamforce and we have already talked with hundreds and are well on our way to giving away over 300 sweatshirt hoodies at the show! Dave Elkington and I were at
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10 Tips to Getting Your LinkedIn Profile Found in Google
I just got off the phone with my friend Marge Bieler, the CEO of RareAgent. She has worked in the lead generation space for many years and has been having great success in promoting LinkedIn as a tool to connect
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I’m Often Asked, “What is the Real Increase in Productivity Gained by Using our Power Dialer?
I was just asked again a question I get a lot. This comes from my friend Gail Milton, of The Bridge Group, Inc., “Do you have metric for the increase in productivity gained by using your power dialer?” Here is
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Inc. Magazine Highlights MIT / InsideSales.com Study “How to Best Harness Inbound Marketing Leads”
Inc. Magazine has just become another major publication to note the importance of our research on responding immediately and persistently to inbound leads. Eric Markowitz is a well known writer for Inc., Vanity Fair, and the Washington Square News and
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Climb the Trust Ladder to Increase Results in Prospecting
Here is a strategy to find the highest level of rapport or trust you can use to increase your results on a prospecting call. Using the Trust Ladder allows you to use your first few seconds so people are open
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The (Increasingly) Not-so-Secret Reasons You Need a Better Lead Generation Team
The message of Monday’s blog this week is short and sweet: If you’re a B2B sales organization, it’s more important than ever to have a dedicated lead generation and qualification team. The Bridge Group’s Matt Bertuzzi showed recently that 43%
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Random Musings on the Real “Competitive Advantage” of Customer Service
In some ways, this article by Josh Bernoff at Forrester is nothing we haven’t already heard: “In the Web/Sales/Marketing/Customer 2.0 world, the buyer has all the power.” But I was interested by his particular take because it pits “customer engagement”
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3 Takeaways from a Road Trip to Zappos
For the past 3 or 4 years, “Zappos” and “incredible customer service” have been essentially synonymous. Bring up the the little ‘ole online shoe retailer that Amazon bought for a cool $1.2 billion, and invariably someone starts spouting stories of
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High Performance Sales: The First 5, the Last 5, and Everything In Between
It’s a tough pill for new and inexperienced sales reps to swallow, but it’s absolutely true: it’s just as easy to lose a deal on the last five percent of the journey as it is on the first five. High
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