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Author: Steve Watts

ELF Receives Major Improvements in Latest Release

The ability to nurture your leads overtime through ELF just got a whole lot easier. With the most recent release of InsideSales.com’s ELF, users gain additional powerful features making their drip marketing and lead nurturing tools even more effective. In the latest announcement, ELF now allows users the ability to trigger events based on actual dates and events. Previously, everything was done manually by selecting a frequency of contact. In the latest addition, for example, you can now enter the date of a tradeshow, June 6, 2012, and have ELF generate a campaign for exactly 3 weeks before the start of the date. This new feature allows campaigns to be more specific and more powerful in terms of relating the campaigns to events. Additionally, this release allows ELF to update information in any database field. In the previous ELF, users could only change the status of the lead and the lead owner. But now, the ability for more automation has enhanced allowing the ability to update fields. Within the new ELF you can say, “If this happens, update this field with this value. If that happens, update that field with that value.” For example, if a client’s contract expires on a specific date, you can have the ELF update a field one week before ensuring that you contact that client immediately. The new features honestly add endless possibilities to...

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The Social Selling Catch-22

Like sports, travel, and Justin Bieber, Anchorman provides a nearly unmatched wealth of metaphors applicable to the sales industry (and I’m only half-kidding about Bieber. Hate the music, but give the kid some props—he definitely understands his target audience and their needs).

With salesforce.com CEO Mark Benioff making it the entire focus of Dreamforce 2011, “social selling” is, in the immortal words of Ron Burgundy, “kind of a big deal” these days. In a world where attention spans are short, having an edge in connecting with prospects makes every step of the sales process easier and faster. Professional sales reps–particularly inside sales reps who sell remotely–seemingly can’t afford NOT to be connected to the various social platforms.

Inside sales expert Ken Krogue notes that a LinkedIn invitation with the exact same content as a marketing-generated email is 8x more effective at getting responses than the email by itself. Hubspot reports that companies that blog get 55% more Web traffic, 70% more leads, and 57% of organizations have acquired a customer through an interaction on their blog. In addition, companies with an active Twitter account get 2x as many sales leads, and organizations with 1000+ followers get 6x more traffic.

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Sales and Marketing – “It’s Time to Ask Yourself What You Believe”

It’s been nearly three months since the Sales Insider’s last blog post.

I’ve been heavily involved with the new InsideSales.com Certified Administrator project, and various Dreamforce 2011-related projects, so other than an occasional tweet, and interacting with clients, time for our online presence has been in short supply.

However, a few weeks ago in a company meeting, we watched this presentation on TED.com. And I was absolutely compelled to write a post on its contents.

It’s 18 minutes long. The ideas presented within it are simple and easy to comprehend.

And I cannot stop thinking about it.

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Inside Sales Tip: 7 Slump-Busting Ways to Get Your Mojo Back

Everyone goes through sales slumps. If you haven’t yet, you’re either too new to the profession . . . . or you just haven’t been doing it long enough.

We’ve got some sharp sales reps here at InsideSales.com, so I thought I’d talk to them about what they do to get out of their personal pipeline woes.

  1. Separate the real opportunities from the fluff: “When I hit a slow period, sometimes I’ll throw some stuff overboard and just start over. When your pipeline sucks, it means you’re wasting time chasing stuff you can’t really close. Focus on generating better deals instead of chasing garbage.” — R.J. Tracy
  2. Focus on “touch” quality, in addition to quantity: “Our software [the InsideSales.com Lead Response Management Suite] has built-in safeguards to make sure we do enough follow-up, but let’s be honest, not all follow-up activity is created equal. A call is a call, as far as your numbers are concerned, but being ready and engaged . . . .

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A Friday the 13th Well Spent

Rather than avoiding black cats and cowering in fear from triskaidekaphobia, the team at InsideSales.com decided to spend some time on Friday, May 13 at the Food & Care Coalition offices in Provo, Utah. Ten InsideSales.com volunteers worked and cleaned the kitchen, and served meals to Coalition patrons. Robb Young, Director of Operations stated afterwards, “This was so much fun and they [the Coalition] were extremely grateful for our time and effort serving their facility. We will be participating in more of these service projects throughout the year and we encourage employees to come and participate. This is a great way for us to contribute to our community and help those that are less fortunate.” The Food & Care Coalition was founded in 1986, and incorporated as a 501c(3) non-profit organization in 1988. Since that time, the Friends of the Coalition has expanded its operations from meals and clothing to providing community workshops, job training for patrons, an in-house dental clinic, and more. By the end of 2011, the Coalition hopes to complete its new live-in residence facility for Utah County at-risk populations, and establish new training opportunities using computer systems generously donated by NuSkin and others. For more information about the Food & Care Coalition, to make a donation, or to ask about opportunities to volunteer, please contact: Treva Christensen Volunteer Director The Food & Care Coalition trevavc@foodandcare.org...

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