Posts Tagged ‘Inside Sales’
Sales Secrets: The Power of Leading with Research and Relevance
I recently had the privilege to be part of a panel with Tony Blair, the former Prime Minister of the UK. While leading the forum, I said, “Mr. Prime Minister, we’ve all heard of the British Invasion. We know about The Beatles. We know about the Rolling Stones. But, I wonder how many people in…
Read MoreHow to Measure Outbound Sales Success
Near the end of last year, it dawned on me that my company, AG Salesworks, didn’t have an index to measure the effectiveness of our outbound sales efforts. We had great data; we were meticulously tracking all of our outbound teleprospecting reps’ activity, but we didn’t have a solid benchmark. So, I sat down with…
Read MoreXANT Lead Generation Research Featured in Online Publications
Research conducted by XANT’s business intelligence team on the effectiveness of various lead generation methods has been featured in several online publications including: MarketingProfs, CIO.com, eWeek, TMCnet, NetworkWorld.com and Computerworld.com. The study identified 27 specific marketing methods that are being utilized in 2013 and ranked them by which ones were most used and most effective at generating leads…
Read MoreSales Process Becoming More Sustainable and Good for the Environment
A revolution within the sales industry is resulting in a more environmentally sustainable sales process. Salespeople are spending less time in cars, planes and hotels and more time in the office closing deals on the phone and Internet. Executives are able to attend large conferences virtually, eliminating the need for excessive travel. As more of…
Read MoreInside Sales to Overtake Field Sales by 2015: Are You Ready?
The number of salespeople in the U.S. is projected to shrink from 20 million today to 8 million by 2020. Although that may be a shocking statistic, it’s hardly surprising given how dramatically buying behaviors have changed. Josiane Feigon, president of TeleSmart Communications, shared her insight into the future of sales in her presentation at…
Read More3 Obstacles Every Inside Sales Rep Must Overcome
Having worked as an inside sales rep for the last couple of years, I have noticed a few obstacles that frequently trip up salespeople. Common obstacles include: Difficulty reaching prospects Bad leads Staying positive in the face of rejection How can business development reps overcome such obstacles? Many would say it’s all about work ethic.…
Read MoreRetaining Sales Reps: Tips To Reduce Sales Turnover
The high turnover rate of inside sales reps is one of the biggest challenges facing the rapidly growing industry. Just when a salesperson becomes effective, he is ready to move on. CEO and founder of XANT, Dave Elkington, addressed the importance of retaining reps and gave some tips on retention best practices in his presentation,…
Read MoreProfiling for Profit: Hiring the Best Sales Reps
Fredrick was hired as an appointment setter for the inside sales division of a medium-sized company. After a few months, he realized the job wasn’t a good fit and quit. This is an example of the biggest challenge facing the rapidly growing inside sales industry–hiring and retaining quality reps. During his presentation, “Profiling for Profit,”…
Read MoreTop Sales Experts and Authors to Broadcast Weekly Google Hangout Discussion
You might have heard about Google Hangouts, but if you are like me, you probably thought of it as a chat tool much like Facebook Chat. However, it has the ability to be much more powerful than that, taking communication to a whole new level. Google Hangouts is soon to be the platform thought leaders…
Read MoreSupercharge Your Sales Process at the High Velocity Sales Tour
Top sales executives from across the country will be gathering in 20 major cities to find out how companies like ADP, Sprint, Groupon and Domo are crushing their sales targets as part of XANT’s High Velocity Sales Tour. The Utah-based sales acceleration software company recently made history by bringing together more than 15,000 sales leaders…
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