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Author: Dave Elkington

The Path to Artificial Intelligence: Digital Sales Transformation

Technology doesn’t amount to much if it’s not properly implemented and it doesn’t produce results in the business environment. Going through a digital sales transformation is vital if companies are to adapt to the changing market. The digital sales transformation is about leveraging data and science and optimizing your process to help you sell more. I’m here to run you through the process of sales transformation, and show you what this means to business results.   Phase I: Sales Productivity and Effectiveness The first phase of sales transformation is the productivity phase. While InsideSales.com specializes in AI for sales,...

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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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