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Inside Sales Best Practices


Sales and Marketing Alignment Secrets From SunGard’s Christine Nurnberger


Sales and Marketing Alignment Secrets From SunGard’s Christine Nurnberger

Where does marketing end and sales begin? With increasingly self-educated buyers, the roles of sales and marketing are becoming harder to define and distinguish. The most successful teams marry the two functions as closely as possible. Christine Nurnberger, the award-winning VP of marketing at SunGard Availability Services, has mastered the science of aligning marketing with [...]

3 Upcoming Sales Conferences Worth Attending


3 Upcoming Sales Conferences Worth Attending

Sales conferences serve up best practices and provide amazing networking opportunities that can lead to new business. Plus, they’re a lot of fun. InsideSales.com recently completed its first customer conference, IS Accelerate 2014, in Park City, Utah. Attendee feedback has been overwhelmingly positive, and we’re already getting ready for next year’s event. Here’s a list [...]

5 Call Evaluation Tips for High-Powered Sales Teams


5 Call Evaluation Tips for High-Powered Sales Teams

Call evaluation may seem like a mundane process, listening to call after call, but it’s worth every minute. It allows you to collect an insane amount of data you can use to improve your sales calls. At InsideSales.com, we’ve gathered valuable information about top-performing sales reps, which has helped us to train lower-performing reps more [...]

How to Improve Your Sales Performance With Systems Thinking


How to Improve Your Sales Performance With Systems Thinking

Systems thinking at InsideSales.com is a process of understanding how systems behave, interact with their environments, and influence each other. A system is composed of parts generally identified as people, processes and technologies. Systems receive inputs and transform them into outputs for other systems in the larger environment. A system must contain all of the [...]

Nailing the Sales Handoff: How to Ensure Sales Appointments Hold


Nailing the Sales Handoff: How to Ensure Sales Appointments Hold

I don’t know about you, but I can’t remember appointments to save my life. Sadly, appointment ADD is an all-too-common affliction. InsideSales.com conducted a study and found that when sales appointments are scheduled for up to three days out, 38 percent of appointments don’t show up, and if the appointment is scheduled for four days [...]

Dialer Software Forecasts B2B Sales Based on the Weather


Dialer Software Forecasts B2B Sales Based on the Weather

Does the weather affect the chance of getting a prospect on the phone? InsideSales.com CEO and Founder Dave Elkington thought it might and decided to test his theory. InsideSales.com is commonly known for its dialer software, PowerDialer, that has helped customers improve contact rates by up to 65 percent, increase call volumes by up to [...]

Dissecting Sales Objections: What a Brushoff Really Means


Sales objections are like your crazy uncle who makes inappropriate comments at the Thanksgiving dinner table. Even if they make you uncomfortable, you can’t run away from them. “We’re happy with what we have.” “You’ve got the wrong guy.” “I don’t have time for this crap.” The truth is that most sales objections don’t reveal [...]