Posted by Ingrid Freemyer at 07:48 AM on 08/26
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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Posted by Ingrid Freemyer at 07:56 AM on 08/10
After reading our article in the
Washington Post, Lanham, MD based PR and communications software juggernaut
Vocus invited us in to see how we could help them with
lead generation sales training. During the conversation, they told us about an interesting process that they use to ensure that each of their inside sales reps are equally fed intro sales meetings by the separate lead generation team. I asked them if I could share it with our community and they said OK. Here are the details:
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Posted by Lauren Ball at 12:59 PM on 08/09
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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Posted by Ingrid Freemyer at 07:30 AM on 07/01
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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Posted by Ingrid Freemyer at 08:45 AM on 06/24
By:
Eric Young, Director of Sales & Sales Trainer
One frustration I frequently hear from sales managers is they wish they could be in “5 places at once” on the floor working directly with their team. Because they have other priorities (and because of the laws of physics) this is not realistic. Thus, many managers are in a bind. On the one hand, they want to diagnose skill gaps and drive performance improvements before these issues emerge in a territory review; on the other hand this is not always feasible. A key way to bridge this gap is to develop an effective
peer-peer coaching program. There are several advantages to this type of program:
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Categories:
Sales Coaching •
Posted by Lauren Ball at 08:45 AM on 06/09
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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Posted by Ingrid Freemyer at 07:36 AM on 05/20
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):
- Talent acquisition
- Too many technology choices
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