Does the weather affect the chance of getting a prospect on the phone? InsideSales.com CEO and...Read More
by Jessica Winn | Apr 25, 2013 | Dialer, Dialers, Inside Sales, Inside Sales Best Practices, Inside Sales Tips, Inside Sales Training, InsideSales.com, Intelligent Communication, Intelligent Communications, Lead Generation, Lead Management, Lead Nurturing, Lead Response, Lead Response Management, Power Dialers, Sales Life, Selling Strategy | 0
Technology is speeding ahead at a break neck speed and all too often we forget to look behind and see the ground we’ve covered. The dialer is one of those technological advances, and a subtle one that’s been ignored. The...Read More
You’ve hired the best inside sales reps you could find who passed the interviews with flying colors. Now, how to get these top sellers to excel in your company like they have elsewhere? When it comes to the sales performance of...Read More
by Ken Krogue | Nov 14, 2012 | Best Practices, How To's, Inside Sales, Inside Sales Best Practices, Inside Sales Thought Leaders, Inside Sales Tips, Inside Sales Training, InsideSales.com, Kens Notes, Sales 2.0, Sales Management, Sales Tips, Selling Strategy | 2
Do young sales reps even remember what a fax machine is? More importantly, do you know how to use one? Well guess what? As a tool, faxing can still be very relevant as a communications channel. With all the different ways of...Read More
by Brian McFadyen | Nov 9, 2012 | Auto Dialer, Best Practices, Dialer, Inside Sales Tips, Inside Sales Training, Intelligent Communication, Intelligent Communications, Lead Generation, Lead Management, Lead Nurturing, Lead Response, Lead Response Management, Lead Scoring, Power Dialers, Prospecting, Sales 2.0, Sales Life, Sales Management, Sales Metrics, Sales Performance | 0
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...Read More
by Admin | Oct 23, 2012 | Best Practices, Cool Ideas, Dialer, Dialers, How To's, Inside Sales, Inside Sales Best Practices, Inside Sales Tips, Inside Sales Training, InsideSales.com, Intelligent Communication, Intelligent Communications, Lead Generation, Lead Management, Lead Response, Prospecting, Research, Research Papers, ResponseAudit, Sales 2.0, Sales Life, Sales Management, Sales Tips, Selling Strategy | 0
I’m a marketer at insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals. The Goal of Inbound Marketers First, let me say that I like my job...Read More
by Brian McFadyen | Jul 20, 2012 | Auto Dialer, Best Practices, How To's, Inside Sales, Inside Sales Best Practices, Inside Sales Tips, InsideSales.com, Intelligent Communication, Intelligent Communications, Lead Management, Lead Response, Phone Dialer Software, Sales Process | 2
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....Read More
by Jessica Winn | Jun 14, 2012 | Auto Dialer, Dialer, Inside Sales, Inside Sales Training, InsideSales.com, Intelligent Communication, Lead Generation, Lead Management, Lead Nurturing, Lead Response, Phone Dialer Software, Power Dialers, Sales Life, Sales Process, Uncategorized | 0
Here at the Insider, we understand that for new followers some of the words we use might go completely over your head – especially for some of you newbies. So to help out in understanding what we are writing about we have...Read More
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...Read More
On a recent guest post at the Bridge Group’s blog, author Henry Bruce brings up some research by Marketing Sherpa that states that 75% of all sales leads generated are going to buy at some point in the next 18-24 months.
Think about that for a minute.
A. Only 1 in 4 leads is ever totally non-productive. They may not convert now, or in the time frame the rep wants, but contrary to popular belief, it’s relatively rare for a sales lead to be total garbage. 75% of the active leads in our CRM systems RIGHT NOW are going to buy a product or service in our sector from somebody, somewhere in the next two years. So why not from you/me/us, if we’re the right fit?
B. It also seems to indicate that the need to intelligently score leads is now more critical than ever to prevent waste. 18-24 months is a long time, and no sales rep in their right mind is going to try and keep a prospect “on the hook” for a year-and-a-half. If they’re not buying now, stop wasting effort, the thought process goes, and use a long-term lead nurturing strategy . . . .Read More
At some point every sales organization that engages in outbound prospecting has a debate over whether targeted sales voice messages make any real difference in results.
The primary complaints of those who don’t like using voice mail as a prospecting tool:
1. It doesn’t work
2. Even if it does work, it’s too time consuming.
I’m here to debunk both of these myths.
The Reality: voice mail works, and it works well.
On any objective level, this complaint is a straw man argument. Inside sales industry insider Ken Krogue has created and nurtured two $1 million+ a month sales teams in two different industries—business development at Franklin-Covey (now Franklin-Qwest), and telecom with inContact, formerly UCN. Every piece of data he’s ever compiled from his teams shows that direct prospecting voice mail averages a 4-6 percent response rate –and it’s often much higher, depending on the product, vertical, and targets chosen . . . .Read More
As a C-level manager for my company, I get pitched on new technology products a lot. Now obviously I’m a big believer in the power of technology to transform inside sales and marketing processes. When I started 20 years...Read More