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Lead Response Management


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 [...]

Inside Sales: Two Hidden Metrics of Prospecting That are Hurting Your Sales


Most of the common marketing and sales and metrics—click-throughs, impressions, sales cycle, revenue per deal—don’t really need an explanation. But there are two metrics where a lot of companies we’ve worked with have holes in their sales process.

  • Response time to first contact on Web leads:
  • How soon after a new Web lead comes in does a sales rep make the first contact attempt, and how long after it came in did they actually make contact? Every single piece of data we’ve ever researched shows that for Web-generated leads, immediate response is crucial . . . .

    Sales Management – “Hello, Massive Disconnect? This is Your Friend, Crappy Performance.”


    I bumped into this post on The New Sales Economy, and thought it was a worthwhile read on inside sales best practices (thanks to Trish Bertuzzi for the link). Using The Bridge Group’s data, author Chad Levitt asks nine highly relevant, incisive questions about the current state of professional inside sales. I was particularly interested [...]

    5 Ways to Rethink Your Marketing Niche – What Is Your (and Your Company’s) Real Expertise?


    In our never-ending search for the “perfect marketing campaign,” we as marketers can occasionally get trapped into thinking that “outside the box” is better. Sometimes, it’s simply better to focus on our core competencies. When push comes to shove, we as people, and as organizations as a whole, naturally gravitate to who we are and [...]