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Author: Bryan Parry

End-of-Month Pipeline Management Advice from Princess Leia

As a Research Analyst here at InsideSales.com, people expect me to be a bit of a nerd…and they’re not wrong. I love anything related to Star Wars (yes, even the prequels…sort of), and as we crunched the numbers on 9.8 million sales transactions for our latest research study Time-Based Closing Strategies: The High Cost of Procrastination, a thought that often came into my head was a quote from Princess Leia. If you haven’t seen it in a while, I’ll set up the scene: Leia is being held prisoner by Grand Moff Tarkin and, of course, Darth Vader. As Tarkin...

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Stop Guessing What Your Customers Want

Getting a contract signed isn’t always as easy as it sounds. You probably have a pretty good idea of what role needs to make the decision to buy your specific product. For example, reps at InsideSales.com know they probably need to get to the CSO or CRO because our product helps sales teams to increase revenue. But then what? You know who to talk to, but what do they care about? What motivates them? What keeps them up at night? Sales and marketing teams put together what is known as a “buyer persona,” which includes their best guesses at...

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Inside Sales Top Challenges: New Research

Every year, we team up with the American Association of Inside Sales Professionals (AA-ISP) to survey sales leaders and reps to determine their top challenges. This year, more than 300 people responded to our survey. Leaders Training and development were the biggest thorns in the sides of sales leaders this year. Sales organizations are always making changes — switching between generalist and specialist models, applying new principles of account-based selling, handling personnel turnover, and constantly making tweaks to their processes to optimize their sales. While these changes may be necessary, they do present a hurdle when it comes to...

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Sales Teams Taking Longer to Respond to Inbound Leads [New Research]

InsideSales.com has been performing ResponseAudits for more than seven years to determine how quickly and persistently sales reps respond to inbound web leads. In our latest research this year, we submitted leads to 4,723 companies’ web forms and tracked calls, voicemails and emails. This study gave us valuable insights into the industry’s lead follow-up practices and performance. Here are a few of the highlights: On average, companies took 38.35 hours to respond to leads A day and a half is not an immediate response, but 38.35 hours was the average response time for the 4,723 companies we audited. The...

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