Can inside sales reps really afford to leave lead nurturing solely to marketers? According to data from Marketing Sherpa, 61% of B2B marketers hand all  leads over to sales, but only 27% of those leads are qualified. If you’re still thinking of lead nurturing as a synonym for email marketing, it’s time to adjust your […]

Above virtually anything else, establishing credibility is the key to being a successful salesperson. People almost always prefer to buy from brands and individuals that they trust. They are often even willing to pay more to deal with trustworthy vendors. As an example, my mom always takes her car to be serviced at the Toyota dealership. […]

No two salespeople are exactly alike. But when you’ve spent enough time managing sales reps, you begin to notice patterns. There are some personality types that are common to most sales organizations. And one of the biggest mistakes that sales managers make is managing every rep the same. Inside sales reps with different personalities will […]

Over the next few years, your business should expect and prepare for more inbound calls from customers than ever before. I know what you’re thinking – “More calls? Do people even make phone calls anymore?” While your customers might be using social media and texting more for personal communications, inbound business calls are actually at […]

Sales coaching is most effective when a formal, well-defined coaching approach is implemented. CSO Insights even found that organizations with a random or informal sales coaching strategy attained win rates below the average of 51.8 percent. While coaching is critical for continuous performance and productivity improvement, it must be a regular, ongoing process. Obviously, sales […]

The Importance of Local Caller ID When our phones ring and we see a toll-free number or unfamiliar area code, the first thought we all have is it an unwanted sales call. That’s why calls from local phone numbers tend to have much higher answer and conversion rates. In fact, studies have found that people […]

Last week, salesforce.com announced that they will officially stop supporting their CTI Toolkit. We see this as a progressive move on the part of salesforce.com, as it signals that they are moving away from premise-based CTI deployments. But does this mean that companies will no longer be able to have phone systems that interact with […]

According to Gartner, businesses worldwide spend $12 billion each year on customer relationship management (CRM) systems. However, these systems are often underused due to the difficulty involved in leveraging CRM in the field. Fortunately, the mobile promise is revolutionizing CRM, “there’s an app for that.” Third-party mobile CRM apps can help mobile agents access their […]

We doubt anyone ever chose to be a B2B sales rep because it seemed easy. B2B sales cycles have a reputation for being arduous grinds that require lots of perseverance,  tactical planning and often the use of sales acceleration tools in order to get head-to-head with a key decision maker at the right time. Though closing […]

I’ve always loved watching great films. And something that I’ve found about my favorite movies is that they aren’t just entertaining, they’ve also inspired me in countless ways. As an example, watching Jurassic Park inspired me to take a paleontology class in college. More recently, I started reading about astronomy after watching Interstellar. But when I see […]

One of the questions we’re asked most frequently is, what is an Intelligent Dialer? Simply put, an Intelligent Sales Dialer is software that actually tells sales reps something about who they’re calling before they dial. An Intelligent Dialer can virtually eliminate cold calling and empower reps to have far more successful sales conversations. Is More […]

If your sales reps are working in Google Chrome, there are some enormous opportunities to accelerate sales by leveraging Chrome extensions. I personally love using Chrome extensions because they have a nice way of fitting in seamlessly with my workflow, yet simultaneously improving it. Here are six great ones: Assistant.to Free or Paid: Free Scheduling meetings […]