Sales Tools
Posted by Business Development Associate at 08:00 AM on 10/13
There seems to be more and more great tools for inside sales intelligence these days. More information gives you an advantage, but it can also put you at a disadvantage if you have to manage more tabs, more programs, and more cutting and pasting. Here are some tips to streamline the work process. Some of them are obvious, but just in case... (I still remember finding out about Shift + Tab. What a glorious day that was.) Learning these will save you a lot of time compared to using the mouse.
You can also put a set of tabs in one bookmarks folder and open the whole set at once. Developing a routine order for repetitive tasks makes work more efficient and reduces the brainpower used on trivial things, so you can clear your mind and focus on conversations with your prospects.
Read More
Posted by Steve Richard at 12:34 PM on 05/26
When sales are slow or appointments are down, many sales leaders instantly start saying things like, “We have a rich comp plan in place and a differentiated service to sell, so why isn’t my team killing it?” Companies routinely fall down in one critical area: sales culture. Do you think you have a great inside sales culture? Prove it by reading the statements on this checklist and candidly grading your sales culture.
Read More
Posted by Melissa Herald at 07:24 AM on 04/22
Conducting sales calls on speakerphone is par for the course here at Vorsight. We do it for a few reasons: being hands free allows you to take copious notes during your conversation, multiple people can easily participate in the conversation, and colleagues can listen to what prospects are saying on the phone in order to prep for their own calls.
The colleague I share an office with did a call the other day with a prospect he’d spoken to only a couple times. What struck me most wasn’t his take on list-building companies (which, by the way, wasn’t favorable) or his strong New Jersey accent; it was his zeal for LinkedIn. As he and Joey continued to speak, they “connected” on LinkedIn, took jabs at each other’s profile pictures, and realized they had a couple connections in common.
I was particularly interested to hear the prospect say that before he interviews someone, he searches for them on LinkedIn. If the candidate isn’t “LinkedIn”, he won’t talk to them. Harsh? Not really. As salespeople, maintaining a robust LinkedIn profile is as fundamental as knowing what the acronym “BANT” stands for.
Read More
Posted by Steve Richard at 10:54 AM on 02/24
By:
Steve Richard, Co-Founder and Head Sales Trainer
This is the best informal research I’ve seen yet on how people are using Facebook for B2B Sales & Marketing. The sample set, in this case, was a Westin ballroom full of 108 Inside Sales Managers and Directors at the 2/23/11 Boston Chapter meeting of the American Association of Inside Sales Professionals.
Read More
Posted by Steve Richard at 10:04 AM on 01/03
By:
Steve Richard, Co-Founder & Head Sales Trainer
Most companies that we work with refer to all of the stuff that happens before the first meeting as “prospecting.” This includes everything from territory segmentation and pre-call research all the way to a booked appointment. Meeting scheduling and lead generation companies like
Vorsight and
Green Leads have figured out the best inside sales processes to get the most meetings and revenue from your team. Here are some things to think about in your quest to put together a world class inside sales process:
Read More
Posted by Steve Richard at 08:36 AM on 12/09
By:
Steve Richard, Co-Founder & Head Sales Trainer
Inside Sales VPs, Directors, and Managers are always asking us about motivating their teams. We all agree that inside sales can at times be a tough job mostly because of:
- The amount of rejection that you face (it’s easier to say no to a person over the phone than in person)
- The tedious nature of the job (using the phone and computer is a little more monotonous for most people than meeting in person)
Read More
Posted by Ingrid Freemyer at 01:24 PM on 03/22
When writing any sort of sales email, whether it be an introductory email, a follow-up email, or an email with information your prospect requested, there needs to be some sort of call to action to keep the ball rolling. Let your prospect know what to do next. Without a call to action, the purpose of your email could be unclear and end up in the trash.
Read More
3