Posts Tagged ‘Lead Response’
Outside vs. Inside Sales: How to Best Improve Lead Management
The inside sales industry is increasingly gaining recognition for its efficiency in responding to leads and lead management. Last week, I was interviewed for the Sales Lead Management Association (SLMA) radio show (podcast) to share my vision of how inside sales fits in with the rest of the sales and lead response industry. If you…
Read MoreHow to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 2)
The Importance of Contact Time and How to Close a Deal In continuing with the theme (from a previous blog) of common mistakes sales reps make that result in lost sales, here are 2 more examples of common mistakes and how to avoid them. Reason #3: The sales rep is probably not asking for the…
Read MoreHow to Use Score Cards to Improve Inside Sales Performance
Prominently displaying each sales reps’ numbers in your sales room can create a motivating atmosphere and positively influence the performance of your sales team. This works because sales people are generally a competitive bunch. Additionally, such a tool enables management to hold their sales team accountable for whatever results they generate. Here at XANT, our…
Read MoreForbes Article: When It Comes to Inbound Marketing – Time is Definitely of the Essence
A new article featuring XANT landmark research highlights the importance of responding quickly to hot Inbound Marketing leads Visit Forbes to view the entire article In Summary … Companies like Hubspot are leading the way with Inbound Marketing and the sales industry is catching the vision of how to integrate with the new high velocity…
Read MoreThe Forgotten Road to Inside Sales Success — List/Leads
Lists gathered or leads generated are the lifeblood of a sales team. Carrying on with the C.L.O.S.E.R. model series from a previous post, this next step in the sales process model actually has the most leverage in terms of lead generation. When setting a strategy for a sales initiative, lists and leads are the core…
Read MoreThe Forgotten Road to Inside Sales Success — Campaigns
The most forgotten part of inside sales is the practice of sales operations. In order to help professionals within inside sales, I wanted to expound upon a previous post on the C.L.O.S.E.R. model and delve deeper into how it can help any sales department refocus their operations in building a successful inside sales team. I’ll start…
Read MoreThe Must Have Sales Tool for Managing Smart Lead Response
Have you ever wondered how your sales reps were processing that most valuable of marketing resource – a lead? Why do so many leads get thrown into the “unresponsive-no contact” category? Is this a marketing or a sales process problem? Want to find out? Request a ResponseAudit. This lead response assessment enables a company to…
Read MoreHow to Write an Inside Sales Script
Making that first call on a hot lead is huge. It can make or break a sale. Ken Krogue, our President and co-founder with over 20 years of experience in the industry, thinks it’s so important that he spoke for an hour about it in our weekly company meeting. Below is his six step sequence…
Read MoreHow to Build an Inside Sales Team: Best Practices in Voicemail
A key tip most professionals in the inside sales industry will tell you is it’s a best practice to not leave voice messages. The truth of the matter is that voicemail is one of the most misunderstood and misused tools in terms of gaining a better lead response. To follow is a list of some…
Read More“Sorry About the Rant” — Lead Generation and Lead Response
If by some serendipitous circumstance you were allowed to hang out at the XANT offices for day, you’d discover pretty quickly that we are passionate about the power of immediate lead response. We help businesses get better sales intelligence, and effectively manage their sales and lead generation processes in a lot of ways. But we…
Read More