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Author: Brian McFadyen

The InsideSales.com Solution: It’s Not All About the Technology

When companies look for a solution to improve their sales revenue, they often look to technology.  However, it takes more than technology to drive exponential growth. InsideSales.com provides the best lead management and dialer technology available today.  The technology provides increased efficiency, high visibility, and exponential output.  Companies using any combination of the InsideSales.com technology are experiencing a 5x increase in results … sometimes more.  How can you not with amazing products like PowerDialer, LocalPresence, and PowerStandings? As I survey the sales floor at InsideSales.com, I hear the constant buzz of 22 business development reps, and close to 40 sales reps answering questions and sharing demos of this phenomenal technology.  It is a major reason for our huge growth.  We’ve more than doubled in size since this time last year and expect to double again by the end of 2013. Yes, InsideSales.com technology is unmatched in the marketplace.  But, what many don’t see, or sometimes don’t understand, is that InsideSales.com is a full sales solution that includes training and consulting for organizations who want to transform the productivity and professionalism of their sales teams. The software enables sales organizations to adhere to best practices that drive contact rates, qualification rates, and sales revenue.  These best practices are derived from extensive research spanning many years, thousands of companies and billions of sales data points. Certification Training Training and consulting is provided as a way for clients and other organizations to...

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Implementing Consulting to Build and Improve an Inside Sales Team

A recent research study titled “The Top Problems of the Inside Sales Industry” highlighted the issues facing sales managers and their teams.  The biggest problems shared by sales managers revolve around finding the right leads and hiring, training, and retaining the right people.  The front line sales reps reported that their largest issues dealt with making contact with busy decision makers. When companies contact my team for help, we are often asked the same questions: How do we get more good leads? How do we get good people? Will you do it for us? These three questions are the basis for the inside sales training and consulting services we provide.  We do this because so many face these issues.  We do this because, so often, all a company needs is a little time to learn how—or remember how—to focus on and work efficiently around these issues. Why is consulting so important? To answer that, I will share a story from our group here at InsideSales.com.  Our President, Ken Krogue, was called on to consult for PeopleWise, a division of Lexis Nexis.  They had experienced a couple of years of stagnant growth and were looking for a way to break the cycle.  They had four lead gen reps, four inside sales reps, and 12 field sales reps. Ken started with a benchmark of their current process and results.  He noticed that the lead...

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Inside Sales Reps: Knowledge is PowerDialer!

You and I have heard, many times, the old adage “Knowledge is Power!” We can’t argue with the truth inherent in this statement. Education is key to personal and financial growth. There are those who, lacking a college education or degree, have earned comfortable livings and even amassed wealth. However, these people also tout ongoing learning of other forms. Knowledge truly is power! InsideSales.com not only believes this to be an irrefutable fact, but has gone so far as to train and certify all employees from day one on the systems they provide. By so doing they have empowered their employees and provided them the knowledge to be more productive. Did you know that research in certification shows that putting two people through the exact same training and then having only one of them take an exam and certify yields 20% higher productivity by the individual who certified over the individual who didn’t? Why mention all of this? Certification is the difference between proficiency and mastery! When a client first starts, they are implemented and trained to be successful with the systems. The systems, within a short amount of time, yield improved results and positive ROI. InsideSales has taken things even further by offering the Certified InsideSales.com Administrator and Certified InsideSales.com Administrator for Salesforce certifications. These certifications are designed to take your CRM admin or your sales ops person...

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Five Tips on How to be Totally Miserable as a Sales Professional

I recently read a book called, “How to be Totally Miserable,” by John Bytheway.  It’s a fantastic book that gets people to think about the things they do to make themselves miserable – and worse, make themselves stay miserable. Of course, I finished reading and thought about how I could apply the principles found in this book to those who have made sales their living, like myself. (Does anyone else suffer from this? Reading something and immediately starting to apply it to sales?) Here are some of his more salient points of how to be totally and completely miserable in sales: 1.  Use your Imagination to Worry How often have salespeople sabotaged themselves by imagining the most elaborate ways for a project or proposal to fail? Personally, I’ve worried so much about deals that I could picture the signed contracts burning up in a fiery crash on I-80 because the UPS truck veered off the interstate when the driver fell asleep. Not only that, but I also created an entire back story to this scenario as to why the driver was sleepy. The take-away? Don’t waste your creative faculties on the wasteful obsession we call worrying. Use that creativity to spark interest and create sales! 2.  Believe Things Will Never Change Humanity is made up of people driven by belief. What we believe can happen often drives our actions. If we...

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Why a Sales CRM is Incomplete without an Integrated Dialer

Insides sales is all about communications – by phone, by email, by social media, by fax. Communicate with more prospects, close more sales.  Communicate better with those prospects and the number of closes increases even more.  Rocket science?  No. Every week, I talk with far too many inside sales organizations that are not optimized in their communications with prospects.  Some use spreadsheets.  Some use CRM’s.  Some use both.  I think we both can agree that if you are still using spreadsheets to organize your clients, prospects, and leads, you are less effective as a sales organization.  It’s like trying to lubricate an engine with canola oil.  It might work for a very short while, but eventually it’s going to end…and not well. What are the best systems and practices to follow if I am to communicate easily and often with my current customers, prospects, and leads?  Here are a few ideas derived from personal experience, research, and client experience. Using a CRM provides a degree of automation to your sales force and allows you to nurture your leads through email campaigns, scheduled calls etc.  I have used everything from Goldmine (I hear you laughing) to Salesforce and everything in between.  Salesforce is the 800 pound gorilla in the CRM space; and rightfully so.  While they are not the cheapest, they certainly are the sexier and more capable of the...

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