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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.
What is inside sales? 16 
Webinar Replay: Teleprospecting that Drives Sales-Ready Leads
New technology to connect with customers is emerging every day. But even so, nothing is as efficient and effective as a simple phone call for beginning the conversations that ultimately result in sales, points out Brian Carroll. During the latest B2B Lead Roundtable Webinar, Brian and his colleague, Brandon Stamschror, Senior Director of Operations for […]
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Bringing Science to Teleprospecting: A Complex B2B Lead Generation Test
This is the second part of a series which asks the question, “Is Teleprospecting Too Complex for Testing?” The first post outlined what could seem to be insurmountable teleprospecting testing challenges. This post looks at how teleprospecting can be successfully tested.
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Is Teleprospecting Too Complex For Testing?
Teleprospecting has significantly more variables than email, landing pages, and direct mail, and therefore makes testing complex.
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Webinar: Beyond Lead Generation – Helping Sales Drive Revenue with Jeff Thull
The purpose of B2B marketing and lead generation is to help the sales team sell; however marketers can often get so wrapped up in driving campaign activity they seem to forget it’s about driving sales conversion and helping the sales team achieve better results. Join me and Jeff Thull, author of Mastering the Complex Sale, […]
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How to improve lead generation with prospecting 2.0
Cold calling. Feel a shiver move up your spine? Too bad. It’s a shame that you, like many others, choose to dismiss cold calling as a lead generation tool (there’s that shiver again). I’m not saying that its reputation hasn’t been earned. I just think everybody is going about it all wrong. I love this […]
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Seven prospecting rules that produce leads
The phone is a powerful and effective lead generation tool. Its the human touch of a lead nurturing program. That’s why every opportunity – including cold calling – should be treated with great respect. Each time you pick up the phone, whether it’s the first or third call, it’s important you create value in that […]
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Podcast: Why sellers don’t have the right tools to help buyers buy
A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. However, this is one question that Sharon Drew Morgen […]
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Cold calling and the Complex Sale
I was surprised to find out that my 14-year-old daughter searched YouTube for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. (Isn’t it just amazing how easy it is in today’s world for our children to get […]
Continue reading7 prospecting rules that produce leads
Need to improve your teleprospecting efforts? Check out my guest post for ZoomInfo, a blog that offers advice on all aspects of sales and marketing. The site features industry news, analysis, and surveys. And, from time to time they let folks like me put in my two cents worth. I was happy to contribute with […]
Continue readingAdding the Human Touch into Lead Generation Webinar
There are numerous tactics for generating leads these days — everything from the traditional email or phone call to the explosively popular social media craze. However, the real challenge is not necessarily in generating leads, but more in truly connecting with them. It doesn’t matter how many leads you generate if they aren’t willing to […]
Continue readingHow to Select and Optimize Outsourced Teleprospecting Redux
If you’re too busy to listen to my podcast or simply prefer to reading over listening, Sridhar Ramanathan, whom I interviewed on how to select and optimize outsourced teleprospecting partnerships, posted his the talking points on his blog. Pacifica Group: Part II: How to Select and Optimize Outsourced Teleprospecting
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Podcast: Marketing and Sales for Big Complex Selling (pt 3)
I wanted to share the final installment from the podcast series I did with 800-CEO-READ. In this podcast, Todd interviewed me and Jill Konrath on the critical interface between marketing and sales. Here’s what Todd says about it: “Here is the final installment to our podcast series on marketing and selling to big companies. We […]
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Inside sales big with Xerox
Do you use the telephone as part of your multi-modal lead generation strategy? A recent BtoB Magazine article by Carol Krol, “Copy this: Telemarketing big with Xerox” shows that, although the phone may not be as buzz worthy as other lead generation tools, it remains the backbone to successful lead generation. However, as Krol’s article […]
Continue readingPodcast: Marketing and Sales for Big Complex Selling (Pt 1)
I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here’s what Todd says about it: “In this podcast, I talk with Brian Carroll, author of Lead Generation for the Complex Sale. Next week, I interview Jill […]
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Personal lead generation tools
If you do lead generation (a.k.a. prospecting) for yourself you may want to read the WSJ article, “End of the Cold Call?” by Jeanette Borzo. The article features tools that will aid sales people, entrepreneurs, and professionals with their personal lead generation efforts. It’s important to note that these tools will help users begin conversations […]
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Reaching Decision Makers
Reaching decision makers today seems harder than ever. To develop an effective lead generation program, you need a process that identifies decision makers along with their sphere of influence before you can initiate a productive conversation. I was recently interviewed on the subject for the article “Reaching the Decision Maker” by Scott Bekker, editor in […]
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Podcast Segment 1: Selling to BIG Companies
If you’re involved in complex sale, be sure to listen to the recording of my live teleseminar with Jill Konrath, Chief Sales Officer and author of Selling to Companies. Over 93% of the live audience (200 marketers and sellers) strongly agreed or agreed that they found value in attending this session. I’m sure you will […]
Continue readingPodcast Segment 2: Selling to BIG Companies
Segment 2 from my 1-hour live interview with Jill Konrath, Chief Sales Officer and author of Selling to Big Companies. Listen to Segment 2: Selling to BIG Companies (11:29 min 2.7 MB) What’s the proper role of marketing? Who should do what? Where’s the best place to start when selling to a BIG company? What […]
Continue readingPodcast Segment 3: Selling to BIG Companies
Segment 3 from my 1-hour live interview with Jill Konrath, Chief Sales Officer and author of Selling to Big Companies. Listen to Segment 3: Selling to BIG Companies (13:58 min 3.2 MB) Why do you hate unique selling propositions? If they don’t work, what do you recommend? How do you develop an account entry plan? […]
Continue readingPodcast Segment 4: Selling to BIG Companies
Segment 4 from my 1-hour live interview with Jill Konrath, Chief Sales Officer and author of Selling to Big Companies. Listen to Segment 4: Selling to BIG Companies (7:31 min 1.7 MB) What’s the best way to get a meeting with someone in a big company? What are trigger events? If you were to give […]
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