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Author: Dave Elkington

3 Keys to Unlock the Potential of Sales Structure for Enterprises

Last week, InsideSales.com, in partnership with American Association of Inside Sales Professionals (AA-ISP),Top Sales World, and the Association of Professional Sales (APS) released the results of a survey of 1,151 companies in 28 countries. The State of Sales report analyzed three different elements of a sales team-structure, systems and people. Across the board, there were many interesting findings. What caught my eye was how enterprises are behind the times but catching up fast. Enterprises Are Recognizing the Value of Inside Sales From a market perspective, our Labs team estimates there are 5.7 million professional sales people in North America....

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Did the Solar Eclipse Cost America $700 Million in Lost Productivity?

For those of you who don’t watch the news, the solar eclipse occurred today as the Sun disappeared, seemingly swallowed by our moon. Here at InsideSales.com the different teams naturally broke from work between 11am-1pm MST and exited the building with solar glasses to catch glimpses of the natural phenomenon. It was a spectacular sight and I must admit it was fun watching fathers and mothers constantly telling their children to not look directly at the scene or they’d be blind the rest of their lives. (Don’t worry, I was one of them.) Over the last week, many news...

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The Lies Your Sales Team is Telling You About Their Sales Cadence

Every sales representative executes a ‘cadence’ when they reach out via email, phone, or using social media to initiate a conversation with a potential prospect. The art of a cadence is determined based on a myriad of factors, fueled primarily by sales reps’ intuition regarding the company and contact being pursued. But, there are a lot of questions that aren’t always clear when initiating a conversation and creating a successful cadence. How many times should I attempt contact? How long should I wait between attempts? What methods are most likely to result in a conversation? What messaging will resonate...

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Three steps to guiding enterprise sales organizations through acquisition

Growth by acquisition is a quick path to scale but one but fraught with pitfalls, especially among businesses with robust inside sales operations whose technologies, cultures and methods don’t match up. The list of corporate marriages that make strong synergistic sense in theory but flop in practice is long, and the difference between success and failure in this area is often simple leadership. One company that’s consistently managed to navigate the shoals of acquisition peril is Infor. Since its founding in 2002, Infor has made dozens of acquisitions and is known for doing so very effectively. As a B2B...

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Why Marco Rubio’s Bromance With Welders Should Terrify You

Republican presidential candidate Marco Rubio’s political posturing on the relative value of philosophers and welders to our society is actually pretty silly. During a presidential debate, he remarked, “Welders make more money than philosophers. We need more welders and less philosophers.” Really, Rubio? For starters, his judgment is based on bad data. Politifact dug into salary statistics and determined that philosophers earn more over their careers than welders. The average mid-career pay for philosophy majors hovers around $85,000 per year, while the median wage for welders is $37,420, Politifact reported. And the gap grows on the high end with...

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