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Lead Management


Inside Sales Reps – 6 Content Pieces Essential for Lead Generation


Have you been struggling with bringing generated leads further down the sales funnel? If you’re wondering what type of content will attract and feed top of funnel leads, we’ve got the list for you. Here are six different types of content, in no particular order, to help bring your prospects further down the funnel and [...]

Inside Sales Reps: Principles of Customer Service – Part 2


In continuing with a previous blog discussing the principles of customer service, this blog highlights the last five principles that can help increase customer satisfaction. Keeping customers satisfied can be difficult, but it doesn’t have to be if you form the right habits. The following principles are ones that InsideSales.com practices with their customers and [...]

A Reflection on ANUM: Qualifying Leads


I’m sure, if you’re a long time follower of The Sales Insider, that you’ve seen a blog or two on ANUM. Well this is a refresher course on what ANUM is, so buckle your seatbelts and hold on folks. We’ve got a crash course ahead! There are always new ideas popping up in the world [...]

5 Products That Help You Stop Losing Leads


You know you’re losing leads, and losing them fast! After reading the Lead Response Management Study, you know that a lot of those hard earned leads are drifting to the gutter and won’t be seen again if you don’t figure something out soon. In fact, additional research shared by Ken Krogue in a recent Forbes.com [...]

How to Reach Your Sales Quota During the Holidays


Snow is settling on the ground, carols are sung, menorahs are lit, and the tradition of buying more than what most people will need commences. It’s the holidays! And there lies the problem. If you don’t already have a strong pipeline leading into when the holidays hit, the inside sales world struggles a little bit. [...]

Sales Lead Management 50 Most Influential People Announced


The winners of the 2012 SLMA 50 Most Influential were recently announced.  Congratulations to all the exceptional thought leaders mentioned! Three members of the InsideSales.com executive team were included based on votes from industry professionals: Dave Elkington, CEO and founder; Ken Krogue, President and co-founder; and Michael Critchfield, VP of Sales. View the complete SLMA [...]

How Inside Sales Reps Turn Sales Inputs into Valuable Sales Outputs


At InsideSales.com we like to measure progress. If you look in our salesroom, there is a constant feed of appointments, dials and contacts to track the progress of each individual salesperson. We even added a recruiting metrics TV in our admin department, and now everyone knows how our recruiters are meeting their goals. Tracking progression [...]

Inside Sales Training: How Do You Define a Lead?


How do you define a lead? From a marketing perspective, I would define a lead as someone who is interested in a product and submits their contact information to receive additional information or a sales call. Thomas Oldroyd, Senior Director of Marketing at InsideSales.com, took this a step further and defined a Marketing Qualified Lead [...]

Three InsideSales.com Executives Nominated for SLMA Award


Three InsideSales.com executives, Dave Elkington, CEO and Founder of InsideSales.com; Ken Krogue, President and Co-founder; and Michael Critchfield, VP of Sales, are in the running for the Sales Lead Management Association (SLMA) award for the 2012 ‘50 Most Influential in Sales Lead Management’. Registration and voting are free, so what are you afraid of? If [...]