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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

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Telemarketing is the top lead generation tactic

The phone is the number one tactic to generate leads according to the Direct Marketing Association’s 2005 Response Rate Report which shows the following:  Telephone, dimensional mail, e-mail, and coupons provided the best response rate results for generating leads. Telephone leads all media with the highest response rate of 5.53 percent. Dimensional mail was close […]

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Combine Your Cold Calling Efforts With Email Marketing

Targeted e-mail combined with outbound calling is the ideal 1-2 punch for increasing leads, sales activity and revenue.  It has long been accepted that combining outbound calling with direct mail marketing dramatically increases results in B2B programs.  The killer application of email marketing and phone calling is the ability to prioritize phone calls based on […]

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Cold Calling Tips for the complex sale

When used correctly, the phone is a powerful way to start and develop relationships.  Peter Davidson at the BeConnected blog pointed me to Kevin Stirtz’s post on cold calling.  Thanks Peter.  Kevin Stirtz’s post, How to Make Cold Calling Work for Your Business, has some good points but – there is a better way. Peter […]

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B2B Telemarketing – Dialing for Tech Dollars & complex sales

Today’s Forbes article, “Dialing for Tech Dollars,” caught my attention. The article reports that B2B brands like Microsoft, BEA and PeopleSoft are outsourcing lead generation (via telemarketing) for $1million+ software solutions. Can the “T-word” help sales people sell complex solutions? B2B marketers voted B2B telemarketing as the #1 safest tactic they would be most likely […]

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Cold Calling a CIO

What could be better than a CIO telling you exactly how to cold call him? Agent Smith,a CIO at a major Air Freight Logistics company, shares his thoughts on Cold Calling A CIO. I get at least one cold call a day from hopefuls trying (desperately) to sell me something; usually recruitment agents, telco resellers, […]

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Conquering telephobia – A new era in sales

Vital sales leads are being wasted every day, according to this article by Sandra Saka. Sales people simply avoid calling people they don’t know. My is estimate is at least 9 out of 10 sales people struggle with some form of telephobia. Saka asserts, “that each lead lost (due to telephobia) is especially poignant when […]

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Reaching C-Level Decision Makers

Many B2B sales people (especially in small companies) don’t have the benefits of a marketing team focused on lead generation. This article by Jill Konrath provides some hints and tips for reaching economic buyers and executive decisionmakers. Selling to Big Companies: Accessing “C”-Level Decision Makers Here’s another article by Jill Konrath,How to Find Decision-Maker’s Names

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