Inside Sales Tips Blog

The “Ah Ha” Moment

By: Ted Martin, Director of Sales & Sales Trainer

When discussing sales training there are common conversations surrounding different methodologies, presentation styles, why/when do you need it, etc. The one thing we do not discuss is the “ah-ha” moment.

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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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6 Ways to use Praise as an Effective Sales Management Tool

There are many ways to reward your sales team. There are cash rewards, non-cash rewards, extra time off, outings and events, just to name a few.

Praise is often overlooked, though it can be a very powerful tool.

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Sales Objection: “Call Me After the New Year”

There are two times of the year when prospects categorically write you off; during the winter holidays and summer. Seasoned executives shrewdly use the excuse, “Call me back after the New Year” as an easy way to get you off the phone, delay having to meet with anyone, and postpone any additional decision making.

Why, then, does this objection work so well in getting salespeople to back off?

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Is your Sales Team an Asset Appreciating in Value?

Today's blog post is by one of our partners, Julie Thomas, CEO of ValueSelling Associates, LLC. Please visit Julie's blog.

High performing sales professionals, in all industries, tend to have some common traits. In my experience, those traits include competitiveness, resilience, tenacity, and empathy. But there is another common factor among world-class sales professionals. That characteristic is the ability to assimilate information to learn and continuously improve.

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Loading the Sales Pipeline in a Down Economy

In a down economy, many salespeople are losing sleep and seeing their hair turn gray at the prospect of not being able to hit their quotas as easily as they used to.

It would be great if there was a “silver bullet” solution that would enable salespeople to maintain their traditional closing rates. However, this era of new-spending freezes and long-term clients failing to renew means that even the most seasoned salespeople are going to see their conversion rate fall.

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