web analytics

Lead Response Management

5 Must Read Articles for Inside Sales Professionals

As the inside sales industry continues to grow and expand, keeping up on the current best practices and techniques is extremely important if you want to be getting the most results for your effort. With that being said, below are five articles that supply best practices and tips for inside sales professionals. Take a few [...]

The #1 Way to Increase Sales Revenue – Sales Reps Take Note

I’m a marketer at insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals. The Goal of Inbound Marketers First, let me say that I like my job and I take it seriously. I strongly feel the need to produce more leads for sales. [...]

How to Close Sales: 6 Annoying Sales Tactics to Avoid

You get on the phone, dial the number, and wait. What comes next can either be a flop or a  gold mine for you. But, have you ever wonder if your sales tactics could come across as annoying when it comes to your sales pitch? Well, a group of people over on LinkedIn in The [...]

How to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 3)

Know Your Product and How to Sell It: Hand in Hand With Knowledge and Success In the previous blog articles in this series (Part I and Part II), I have pointed out four common reasons why sales professionals lose sales. From what I have seen in the industry, the final reason why sales professionals lose [...]

How to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 2)

The Importance of Contact Time and How to Close a Deal In continuing with the theme (from a previous  blog) of common mistakes sales reps make that result in lost sales, here are 2 more examples of common mistakes and how to avoid them.  Reason #3: The sales rep is probably not asking for the [...]

What is Inside Sales – Vocab Definitions to Know

Here at the Insider, we understand that for new followers some of the words we use might go completely over your head – especially for some of you newbies. So to help out in understanding what we are writing about we have created a list of 10 words we use everyday with short explanations of [...]

Lead Response Infographic

Inside Sales fundamentally changed with the ground breaking research first released in 2007 revealing best practices to responding to marketing generated leads. The topic has lead to a Harvard Business Review article, Inc. Article, and countless others. It has been downloaded over eighty thousand times, and has initiated the Lead Response Management Industry. The following is an infographic [...]

Inc. Magazine Highlights InsideSales.com Study in “How to Best Harness Inbound Marketing Leads”

Inc. Magazine has just become another major publication to note the importance of our research on responding immediately and persistently to inbound leads. Eric Markowitz is a well known writer for Inc., Vanity Fair, and the Washington Square News and summarizes the research of Dr. James B Oldroyd and our own CEO, Dave Elkington. His [...]

The (Increasingly) Not-so-Secret Reasons You Need a Better Lead Generation Team

The message of Monday’s blog this week is short and sweet: If you’re a B2B sales organization, it’s more important than ever to have a dedicated lead generation and qualification team. The Bridge Group’s Matt Bertuzzi showed recently that 43% of organizations surveyed by CSO Insights were increasing their sales team size by at least [...]

Monday Quick Hit: For Marketing Sherpa’s Ann Holland, the Drum Beats On

When Ann Holland from MarketingSherpa asked Dave Elkington and I to present InsideSales.com’s research findings back in 2007, I’ll admit we were excited for a chance to “show off” a little bit what we thought was some “pretty cool little research” on lead management and lead response. To say that the response since then has [...]

Free Email Updates

Get the latest content first.

Privacy Policy