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Inside Sales Best Practices


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 [...]

What CEOs Want in a VP of Sales


Hiring a vice president of sales is one of the most important decisions a CEO ever makes. A wise choice puts the company in position for the kind of explosive growth we have experienced at InsideSales.com. The wrong person may create a cancerous culture that consistently underperforms. We have been fortunate to have a world-class [...]

Sales Secrets: The Power of Leading with Research and Relevance


I recently had the privilege to be part of a panel with Tony Blair, the former Prime Minister of the UK. While leading the forum, I said, “Mr. Prime Minister, we’ve all heard of the British Invasion. We know about The Beatles. We know about the Rolling Stones. But, I wonder how many people in [...]