SUBSCRIBE NOW
Category Archives: Research
Inside Sales Professionals: How Far has the Modern Marketer Come? – B2B Magazine Asks
In the March 4, 2013 edition of BtoB, the magazine for marketing strategists, the question was raised by Eloqua Inc., a marketing automation company and customers of InsideSales.com, if marketers were at the level of what they perceived as the
Read more…
Leave a comment Inside Sales Reps – 6 Content Pieces Essential for Lead Generation
Have you been struggling with bringing generated leads further down the sales funnel? If you’re wondering what type of content will attract and feed top of funnel leads, we’ve got the list for you. Here are six different types of
Read more…
Inside Sales Reps: Principles of Customer Service – Part 2
In continuing with a previous blog discussing the principles of customer service, this blog highlights the last five principles that can help increase customer satisfaction. Keeping customers satisfied can be difficult, but it doesn’t have to be if you form
Read more…
How to Start a Successful Inside Sales Career (Part 2)
Now that you’ve gotten a job as a sales professional (as discussed in this previous blog in the series) it’s important to know how to be as successful as you can as an inside sales rep. You’ve completed the onboarding
Read more…
5 Must Read Articles for Inside Sales Professionals
As the inside sales industry continues to grow and expand, keeping up on the current best practices and techniques is extremely important if you want to be getting the most results for your effort. With that being said, below are
Read more…
The #1 Way to Increase Sales Revenue – Sales Reps Take Note
I’m a marketer at insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals. The Goal of Inbound Marketers First, let me say that I like my job and
Read more…
Tags: B2B, Best Practices, Better Lead Generation, Better Sales Management, Better Sales Performance, Demand Generation, Dialer, Inside Sales, Inside Sales Best Practices, InsideSales.com, Lead Generation, Lead Management, Lead Nurturing, Lead Response Management, Marketing, Sales Performance, Sales Tips
How to Get Comments: Building an Online Community Through Social Media (Part 1)
How you interact socially online can help or harm you. In this two part blog series I’m going to focus on the method to ask for comment and leave comments in order to build following on your blog. Social media
Read more…
The Must Have Sales Tool for Managing Smart Lead Response
Have you ever wondered how your sales reps were processing that most valuable of marketing resource – a lead? Why do so many leads get thrown into the “unresponsive-no contact” category? Is this a marketing or a sales process problem?
Read more…
Lead Response Infographic
Inside Sales fundamentally changed with the ground breaking research first released in 2007 revealing best practices to responding to marketing generated leads. The topic has lead to a Harvard Business Review article, Inc. Article, and countless others. It has been downloaded over eighty
Read more…
Lead Nurturing and Lead Scoring – A Critical Link
On a recent guest post at the Bridge Group’s blog, author Henry Bruce brings up some research by Marketing Sherpa that states that 75% of all sales leads generated are going to buy at some point in the next 18-24 months.
Think about that for a minute.
A. Only 1 in 4 leads is ever totally non-productive. They may not convert now, or in the time frame the rep wants, but contrary to popular belief, it’s relatively rare for a sales lead to be total garbage. 75% of the active leads in our CRM systems RIGHT NOW are going to buy a product or service in our sector from somebody, somewhere in the next two years. So why not from you/me/us, if we’re the right fit?
B. It also seems to indicate that the need to intelligently score leads is now more critical than ever to prevent waste. 18-24 months is a long time, and no sales rep in their right mind is going to try and keep a prospect “on the hook” for a year-and-a-half. If they’re not buying now, stop wasting effort, the thought process goes, and use a long-term lead nurturing strategy . . . .
Read more…
