Posted by Steve Richard at 09:20 AM on 10/21
CSO Insights surveys hundreds of B2B sales leaders every year with a simple question: what are your top sales effectiveness initiatives for the year. Their head of research,
Barry Trailer, tells us that “Revising/enhancing our lead generation programs has been #1 for 5 years in a row and each year the delta to #2 gets bigger.” Translation: companies need help at the top of the funnel, and the problem is getting worse each year relative to the next biggest headache. I encourage you to take their surveys and read their reports. They always surprise with several counter-intuitive findings that are actionable for Sales VPs.
Read More
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 12:15 PM on 10/10
Vorsight uses 20 hours of
ConnectAndSell per month, and this number is likely to increase a lot in 2012. Along the way we have learned many ConnectAndSell tips. Our stats prove it. The average ConnectAndSell client gets about 7 connects and 1 scheduled meeting per hour. Vorsight’s
meeting scheduling team averages 9.55 connects and 1.88 meetings per hour. Lots of sales teams use
sales prospecting training to learn ConnectAndSell tips.
Read More
Posted by Steve Richard at 07:11 AM on 09/23
Yesterday I was honored to act as a mentor at the
Inc./Joining Forces’ Entrepreneur Mentoring Fair. The highlight of the afternoon was a keynote by Dawn Halfaker, a wounded warrior from Iraq who started the very successful government contractor,
Halfaker. Dawn’s emotional story of losing an arm and the subsequent recovery is well documented by
HBO, but hearing her tell it live left few dry eyes in the room. The day belonged to entrepreneurship, however, and with Dawn’s permissions I recap some of her excellent points on starting a business here:
Read More
Posted by Business Development Associate at 11:59 AM on 09/13
These are troubled economic times, we hear it all the time. But as the great philosopher Bertrand Russell said, "Everything is vague to a degree you do not realize until you have tried to make it precise." So let's be more precise: the economy is down in some areas and up in others.
Read More
Posted by Steve Richard at 07:02 AM on 08/26
My business partner took a meeting with a local telecom company yesterday after seeing this email. Here’s what I like about it:
- Lauren hits close to home by referencing a visit with another tenant in our building.
- She articulates a differentiated value proposition that tells not just what they do (save you money) but also how they do it (by being a direct to business last mile provider).
...
Read More
Posted by Guest at 10:23 AM on 07/20
By:
Kevin Gaither
With all the talk about inside sales being more of a science than an art these days and with the growth of inside sales hiring vs. outside sales hiring, I’m surprised at how many companies don’t view their hiring process for inside salespeople in a strategic and process-oriented way. Let’s face it, you can have the best Sales 2.0 tools for your team and the best Lead Generation and Marketing Automation programs in place but if you put the wrong butts in the seat, it’s all for naught.
Read More
1