Posts Tagged ‘Inside Sales Tips’
How to Sell More as an Inside Sales Rep: Listen!
If your sales calls are just calls, you won’t close a deal. Ever. Without conversation your prospects will never want to talk to you. Think about it. How many times have you received a sales call from a pushy salesman who didn’t seem to listen to anything you said? The salesman asks a question and…
Read MoreInside Sales Voicemail Message Tip: Increase Contact Ratios by 4.8%
Many professionals within the inside sales industry say that voicemails have little or no effect in increasing contact ratios. Well, I beg to differ. From the experience of our sales reps, we’ve found a well-crafted voicemail can improve response rates by 3 to 22%. (The average is 4.8%.) With automated practices set in place that…
Read MoreHow to Lower Your Cost-of-Sale: Leverage New Sales Automation Technologies and the Inside Sales Model
With the advent of remote communications technologies, the inside sales model is slowly pushing the outside sales model off to the side of the stage. Inside sales is the practice of using modern computer tools and technologies to accomplish the same end goal as was accomplished by face-to-face meetings, but without all the associated T&E…
Read MoreInside Sales Tip: Educate Yourself to Know the Product and Customers Will Succeed
Our CEO at XANT, Dave Elkington, has coined the statement, “The success of our company depends on our knowledge of our product.” This may seem silly that the CEO vocalizes this often, but the importance of this statement runs deeper than one might originally think. For instance, imagine walking into a car repair store with…
Read MoreHow to Get Comments: Building an Online Community Through Social Media (Part 1)
How you interact socially online can help or harm you. In this two part blog series I’m going to focus on the method to ask for comment and leave comments in order to build following on your blog. Social media currency (the value we hold for something) is huge, and an important part to the…
Read More6 Key Questions to Identify if Inside Sales is the Best Model for You
Because of our position within the industry, we naturally see hundreds of both successful and unsuccessful inside sales organizations. As a result, I regularly receive requests to talk with and consult both new and existing companies on how to structure a new inside sales organization. However, this is not the correct first question. Instead, you should first ask: “Is inside sales the best…
Read MoreHow to Improve Inside Sales Success Through Sales Role Playing
From their desks every morning, our reps responsible for making outbound calls, we call them Business Developement Reps (BDRs) pick up their phones and dial. Just a few seconds later you can hear a phone ring, and a voice you recognize from the other side of the room kicks off the role playing. Since we…
Read MoreInside Sales Rep Management Techniques: How to Protect Star Performers
Within every company there are always a few standouts that would be classified as ‘stars.’ Because of their consistent high performance, they are highly visible and everyone knows them. It’s these types of employees that we spend all our time recruiting. In my upcoming research paper, “Catching Falling Stars: A Human Resource Response to Social…
Read MoreHow to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 1)
As a sales professional for over 15 years, I’ve seen a number of reasons why sales reps lose easy sales! Whether you’re a rookie in the profession or a veteran, every sales rep should review these tips to ensure you aren’t missing any easy sales. Reason #1: The main reason why a sales rep loses…
Read MoreDealing with the Age-old Prospect Question: What’s in it for me?
Every now and then it’s good to review the basics, the essentials, related to the sales process. For sales reps, the success of a prospect call is rooted in how quickly and effectively we answer the question that forms in the mind of every prospect at the other end of the phone: “What’s in it…
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