Category Archives for "Inside Sales"

sales hustle., cold calling. cold emails, prospectingWhat is inside sales?

Inside sales is remote sales done by remote reps who work via phone, email, chat, and virtual meeting to do prospecting and sell. This model is used in B2B, technology, SaaS and industries with complex sales models. Currently, inside sales is done remotely by reps who are often referred to as business development reps, inside sales reps, opportunity development reps, or teleprospectors.

Must read inside sales articles

Inside Sales: Why good call guides are built on storytelling Who Should Own Lead Generation for a Complex Sale? Getting Sales Enablement Right to Increase Results How optimization increased sales development rep leads by 304% The Biggest Contributor to B2B Revenue is Inside Sales

7 tips to improve your cold calling and lead generation

In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that smart cold calling is still a very useful lead generation tool. Studies by leading marketing research firms like MarketingSherpa show that 92% of B2B buyers are open to cold […]

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How optimization increased sales development rep leads by 304%

Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. Why not add a little hard science to that testing? Read to learn the results of three teleprospecting tests that used a simple repeatable process to increase sales handoffs 304%.

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Lead Qualification: Stop generating leads and start generating revenue

B2B marketers, stop focusing on generating leads. You’re wasting your time and your sales team’s time. Now that I have your attention, here’s what you should focus on instead: helping salespeople sell. How do you do that? By sending them only qualified leads. Most leads aren’t qualified Leads are only qualified when they fit your […]

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Teleprospecting: When marketing lead response time is a priority (and when it’s not)

When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […]

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Lead Generation: Does your teleprospecting deliver value to prospects?

Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. But when it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety those potential leads may have are key to a campaign’s success.

Read on to learn more about how you can use testing and optimization principles to aid your teleprospecting efforts.

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The Lament of Sales Development Reps: Data Everywhere, but Who’s Ready to Buy?

As the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our publications, and want more information about how MECLABS can help grow their business. So every day we hear about the challenges they’re facing. Optimizing your […]

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B2B Marketing: 6 essentials for testing your teleprospecting

For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. But what about teleprospecting? Chances are, some of your call centers are already testing informally to figure out how to resonate with customers. Read on for six essentials for testing your teleprospecting that you can use aid your marketing efforts.

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3 Tips to Reengage Stalled Marketing Qualified Leads Fast

Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three tips to convert more leads into revenue: Use Sales Funnel-Specific Market Research If you really want to understand what’s happening with customers at a particular point in your funnel, then you have to ask them while the last interaction with you […]

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Traits of the Best Teleprospectors

Last month’s webinars on leveraging the human touch to drive leads, presented for the B2B Lead Roundtable and Marketo, prompted a great question: “What should I look for in a teleprospector?” Unfortunately, that can’t be answered with a fast, convenient sound bite. That’s why I’m going to do my best to respond here in my […]

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