Inside Sales Tips Blog

Tone Matters

By: Eric Young, Director of Sales & Sales Trainer

One of the often-used clichés in sales is “it’s not what you say, it’s how you say it.” This cliché has actually been so overused that people have forgotten how true it really is. At Vorsight, I often hear BDAs trying to copy the effective talking points that their peers use, but end up failing because each BDA has a different “voice.“ The importance of finding your voice really hit me during a recent vacation with my family in Florida.

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Get Organized - The Importance of a Sales Process

By: Bill Mooney, Director of Sales & Sales Trainer

In my experience conducting inside sales/prospecting workshops my favorite question to ask the attendees is, “What characteristic do you think the most successful salespeople share?” Some typical responses include:

	Personable		Outgoing
	Persistent		Charming
	Tenacious		Determined
	Focused

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Digging for Precious Metals - Creating a Sales Prospecting Plan

By: Michael Layton

What is prospecting? The term dates back at least to the days of the Wild West, where tools such as picks, shovels, and pans were used to search for precious metals. In an inside sales setting, the meaning is similar: digging up that golden direct line or other contact to schedule a meeting.

When creating a prospecting plan, it is important to keep your numbers consistently strong. After having a killer month, you still have to keep the top of the funnel filled and moving to prevent a blank calendar.

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Top Challenges Faced by Inside Sales Leaders

We were honored to be invited to the Leadership Roundtable of the American Association of Inside Sales Professionals. There, Bob Perkins asked the group to articulate the top challenges faced by inside sales leaders. For your benefit, here is the list (in no order):

1. Talent acquisition


2. Too many technology choices

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The Order of Sales

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Smile and Dial - Just Talk Naturally in your Sales Calls

To make sure you, as a sales professional, sound professional on the phone, talk naturally. When cold calling, leaving a voicemail, or just talking to a prospect, utilize the following to build credibility:

• Smile – no the prospect on the other line cannot see your beautiful smile, but he/she can hear that smile. Smiling makes your tone happy, warm, and friendly, which makes you sound calm and confident.

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Walk the Line: When to Ask, Suggest, and Tell

In the world of phone sales, it's tough to walk the line between being courteous and getting your job done. The 'inside sales' part of the sales process (before a scheduled meeting) involves a lot of careful maneuvering. Our Meetings Manager, Bill Ball, brought up an interesting point: When do you ask, when do you suggest, and when do you tell?

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