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Better Sales Management


Why Timing Is Everything When Responding to Web Leads


Speed matters when it comes to effectively responding to web leads. InsideSales.com conducted an original research study in 2007 and again in 2012 that found that if a company calls a lead within five minutes of the time the prospect submitted a web form, it is 100 times more likely to get that prospect on [...]

InsideSales.com Unveils Industry’s First Comprehensive Sales Acceleration Platform at Dreamforce 2013


Dreamforce 2013 is the world’s largest vendor technology conference with more than 120,000 registered attendees. So, it comes as no surprise that companies choose Dreamforce as the place to make announcements, and InsideSales.com made a big one.

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 [...]

3 Obstacles Every Inside Sales Rep Must Overcome


Having worked as an inside sales rep for the last couple of years, I have noticed a few obstacles that frequently trip up salespeople. Common obstacles include: Difficulty reaching prospects Bad leads Staying positive in the face of rejection How can business development reps overcome such obstacles? Many would say it’s all about work ethic. [...]

Retaining Sales Reps: Tips To Reduce Sales Turnover


The high turnover rate of inside sales reps is one of the biggest challenges facing the rapidly growing industry. Just when a salesperson becomes effective, he is ready to move on. CEO and founder of InsideSales.com, Dave Elkington, addressed the importance of retaining reps and gave some tips on retention best practices in his presentation, [...]

Supercharge Your Sales Process at the High Velocity Sales Tour


Top sales executives from across the country will be gathering in 20 major cities to find out how companies like ADP, Sprint, Groupon and Domo are crushing their sales targets as part of InsideSales.com’s High Velocity Sales Tour. The Utah-based sales acceleration software company recently made history by bringing together more than 15,000 sales leaders [...]

CallidusCloud Connections Conference (C3) Begins This Weekend


InsideSales.com will be attending the CallidusCloud Connections 2013 Conference (C3) on Sunday, May 5, through Tuesday, May 7, in Sin City – the Aria in Las Vegas. Attendees at C3 will learn how to combine CallidusCloud’s tools to create a comprehensive sales and marketing suite. Those who attend will also gain new knowledge and understanding [...]

Power Dialer Proves Natural Selection Right


Technology is speeding ahead at a break neck speed and all too often we forget to look behind and see the ground we’ve covered. The dialer is one of those technological advances, and a subtle one that’s been ignored. The infamous predictive dialer was one of the early dialers around (and sadly still in use) [...]

Forbes.com: The 12 Commandments of Incredibly Successful Trade Shows


At InsideSales.com, we are proven pros at going to trade shows and generating leads. I often get asked what our secret is and I want to share a few of them with you. In fact, I’m on my way to Chicago today with my team from InsideSales.com for the AA-ISP Leadership Summit. We used these [...]

Inside Sales Executives: Defining Your Selling Model


If you’re considering starting up an inside sales department within your company, hopefully you’re doing the research needed to be successful.  If you’re at the point where you are trying to decide what type of selling model you want your sales reps to take then this blog is for you. There are two selling models [...]