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Inside Sales


Telemarketing vs. Inside Sales


Telemarketing vs. Inside Sales

On the surface, telemarketing and inside sales might seem similar. Both rely on the telephone to connect with prospects in lieu of face-to-face meetings. But that’s where the similarities end. Inside sales is not telemarketing, and telemarketing is not inside sales. Telemarketing uses a scripted, single-call close, usually offering a small-ticket, business-to-consumer (B2C) product. Telemarketers [...]

9 Powerful Trends Transforming Sales


9 Powerful Trends Transforming Sales

“A good company tends to ride one trend, a great company rides two, an industry leader rides more and drives the coming trends.” Ken Krogue, visionary founder, president and chief strategy officer at InsideSales.com, shared this ambitious statement with all in attendance at IS Accelerate ’15, the sales acceleration event of the year, where InsideSales.com [...]

Sales Compensation: How to Align Inside Sales With the Field


Sales Compensation: How to Align Inside Sales With the Field

Does your sales compensation plan inspire teamwork between inside sales and field reps? Brent Holloway, senior manager of global inside sales, enterprise security products at Hewlett-Packard, shares the techniques he uses to motivate reps to work together. Holloway recently discussed some of these best practices at the Sales Acceleration Summit. You can watch his presentation [...]

What’s the Biggest and Greenest Technology Event Happening This Week?


What’s the Biggest and Greenest Technology Event Happening This Week?

Hint:  It isn’t South by Southwest (SXSW).  While thousands of music aficionados, film buffs and techno-geeks have descended upon Austin, Texas, a forward-thinking, high-growth technology company in Utah has been quietly plotting the world’s largest virtual event for sales and marketing professionals.  The company is InsideSales.com and the event is called the Sales Acceleration Summit.  [...]

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 [...]

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 [...]

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