What is inside sales?

How Much is Your Address Book Worth?

Are you maximizing the opportunity on your smartphone that is literally at your fingertips? Read an interview by two leading experts and best-selling authors on the topic of creating value through relationships.

Inside Sales: Why good call guides are built on storytelling

In teleprospecting, it’s not just about what you “ask” prospects; it’s about when. Read this B2B Lead Roundtable Blog post to see a recent MarketingExperiments Web clinic that examined a call script experiment that drove a 31% response increase.

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.

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 […]

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.

B2B Selling: 4 steps to gain customer intelligence before your sales call

Research into the needs of your prospects can provide your sales team with an immediate advantage. Here are 4 steps that you can take to give you’re the right information before your next sales call.

B2B Sales: 4 steps to overcome the wasteful ‘no decision’ and status quo

Learn 4 Steps to accelerate your sales cycle and how to overcome no decision and status quo decision B2B sales along with links and resources to use now

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 […]

Do You Expect Your Inside Sales Team to Practice Alchemy?

Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. They had promised us […]

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 […]