web analytics

How To’s


How to Measure Outbound Sales Success


Near the end of last year, it dawned on me that my company, AG Salesworks, didn’t have an index to measure the effectiveness of our outbound sales efforts. We had great data; we were meticulously tracking all of our outbound teleprospecting reps’ activity, but we didn’t have a solid benchmark. So, I sat down with [...]

How InsideSales.com Pulled Off The Biggest Virtual Sales Event Ever


Hello everybody, Ken Krogue here. I wanted to take a little bit of time and walk people through how the whole Inside Sales Virtual Summit came together. But first I want to say thank you to the speakers. Thanks for all your work. Thanks to the authors that participated. Thank you to our sponsors, especially [...]

How to Personalize the Buyer Experience with Sales and Marketing


The three biggest names in marketing, inside sales, and sales intelligence are combining for what they hope to be the world’s largest B2B webinar event. On Thursday, April 25 at Noon Pacific / 3:00 p.m. Eastern, Ralf VonSosen, Head of Marketing for LinkedIn Sales Solution, Ken Krogue, President and co-founder of InsideSales.com, and Mark Roberge, [...]

New eBook: Sales Motivation and the Importance of Workplace Gamification


Sales reps are competitive by nature – it’s in their blood. The key is understanding how to channel that competitive spirit and help it contribute to the bottom line. That’s the beauty of gamification. It’s the process of motivating employees by turning work into a game. Charles (Chuck) Coonradt, founder of The Game of Work, [...]

Attract the Ultimate Sales Executive to Run and Build Your Inside Sales Team


If you’re like most companies in the sales industry, your sales team is expanding and expanding fast. Chances are your sales department is moving towards a more inside sales model. Whether you’re looking for a new executive to manage your inside sales team, or just looking to bring your current sales manager up to speed [...]

InsideSales.com and HubSpot: Lead Nurturing and the Half-life of Leads


If you’re in the lead generation or sales space, you know how important lead nurturing can be. It’s how you build your business and create educated, more-likely to buy buyers. One of the biggest misconceptions out in the industry is that a lead nurturing technology alone is going to solve all your problems. That’s only [...]

The Definition of Sales Operations and How it Relates to Revenue


I was surprised when doing research for a recent webinar I participated in that 54% of all sales operation teams have been in their position for less than three years. This is an interesting trend. At InsideSales.com, sales operations bridges the spans and facilitates successful and accelerated lead to revenue generation. Every sales team at [...]

Inside Sales – The Changing Nature of Lead Generation and the Buyer


“Where do customers come from?” That’s the question that Mark Roberge of HubSpot wanted to find out, specifically after the age of the internet. “[HubSpot’s co-founders and I] were looking at the change the internet had on how people buy and show,” Mark said in a new eBook. “We noticed that the internet gave a [...]

Inside Sales – The Changing Nature of the Buyer


Within the past few years, there has been a huge shift in the behavior that buyers have traditionally had. Less than 5 years ago, the majority of buyers weren’t as actively engaged on social media sites, and didn’t conduct as much independent research on products or services before purchasing. Instead, buyers relied on sales reps, referrals, trade shows, and [...]