According to Vorsight's research (www.vorsight.com), when you call a direct dial number, you are 3X more likely to reach the person. If this is true, then why aren't more sales people data scrubbing their lists before they call their prospect?…
If you are in technology sales and you haven't implemented a "dialer" application for your company, you should strongly consider one. Over the past 3 years, by leveraging a Power Dialer (+ Gamification, + Marketing Automation, + Social123.com), we've seen…
Are you considering implementing "gamification" at your company? Do you know what gamification is? And what it can do? Neither did I, until I researched it, implemented it, and saw a 200% increase in productivity over the past year! ga∙mi∙fi∙ca∙tion…
A sales rep said on a forecast call that he was "close" to bringing a deal in. The SVP said, "you don't get paid for close in sales". How true this is. If I had a dollar for every time…
Are you a hiring manager for Inside Sales Professionals? What are the best practices that you use when hiring? Help us "crowd source" this one to get at the root of what Inside Sales Managers should be looking for to…
In 2011, there are so many different "flavors" of ISRs in the marketplace, what steps can a manager take to make sure to hire the "right" candidates for the particular role you are hiring for? The tips below will be…
At the 4th quarter Silicon Valley Chapter Meeting of the American Association of Inside Sales Professionals, Skip Miller, Author and Sales Trainer, reminded a roomful of 50+ Inside Sales Leaders & Sales Professionals some basic truths about selling. 1) Most…
When you are thinking about enhancing a professional selling team, and professional development, there are really three choices: Train, transfer or terminate.
How long have you been a sales manager? 1 years, 2 years, 5 years, 10 years? Ponder this... Tiger Woods is arguably the best golfer of all time. He took < 6 months away from the game, and this past…