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The Cost and Cures for Inside Sales Turnover

Written by Wednesday, 21 March 2018 00:00
The Cost and Cures for Inside Sales Turnover
In my last post, The Causes and Ramifications of Your Inside Sales Turnover Problem, I outlined why so many companies are facing constant churn among their phone agents. The issue is driven by the challenging nature of the job, the rush to hire and fill positions quickly and the intense competition for qualified personnel. Given the lengthy time to hire a new rep and bring them up to speed (from nine months to well over a year), it’s a costly problem. But have you ever considered how this issue impacts your bottom line? Have you had the time to slow down and think about new ways to solve it? If not, read on.
The Causes and Ramifications of Your Inside Sales Turnover Problem
You’re constantly battling with the revolving door of inside salespeople. You feel as if you’re always recruiting, hiring, training and then seeing the fruits of your labor walk out the door. It’s frustrating. It may make you feel better to know that with turnover rates for telephone agents at 20 percent, you have plenty of company. But that doesn’t solve it. Understanding what drives the flux in inside sales is the first step in finding the solution which, so far, has eluded you. The three primary drivers of the turnover issue include:

4 Secrets to Highly Successful B2B Sales Conversations

Written by Wednesday, 21 February 2018 00:00
Sometimes you or your reps end a call with a prospect or customer and just wonder, “What went wrong?” If that has ever happened to you (and it’s probably happened to anyone who has ever made a sales call), keep the following tips in mind. Do the Right Amount of Talking After tasting porridge from two bowls, one that was too hot and one that was too cold, Goldilocks tasted porridge from the third bowl and announced, “Ahh …this porridge is just right.” She ate it all up. In the same way, when you have a sales conversation with a prospect or customer, you can talk too much, too little or just the right amount. That, of course, begs the question, “How much is just right?” Let’s start with how much talking is too much. Not surprisingly, recent research shows that salespeople like the sounds of their own voices. They…
Old School B2B Sales and Marketing Tactics that Are Still Winners
Over the last couple of decades, the language of marketing has evolved. Today, the buzzwords include Big Data, artificial intelligence, marketing automation, content marketing, social media marketing, account-based marketing, influencer marketing and more. The thread that runs between these marketing methods is technology. While it enables them all, it does not tell the whole story. Technology can make us more efficient, precise in our targeting and personalized in our B2B marketing outreach. It cannot, however, do the whole job. That’s because B2B products, services and solutions tend to be complicated and expensive. To educate buyers and to build the trust required to make a substantial investment, you need good, old-fashioned human interaction that is central to a couple of traditional marketing tactics. While tried and true, these tactics have changed with the times. Let’s look at how these traditional techniques, now wrapped in new technology, have become more powerful than…

Tips to Master Inside Sales Time Management

Written by Wednesday, 24 January 2018 00:00
Tips to Master Inside Sales Time Management
Your reps spend more than 25 hours out of a 40-hour week on non-sales generating activities. At least, that’s if they mirror the average sales associate’s work profile. This statistic is based on a study of over 200 sales reps. It showed that NON-revenue generating tasks take up on average 63.4 percent of a rep’s time. Even worse, the study included both field and inside salespeople and concluded that phone agents were on the low end of the spectrum. Field reps outperform them in revenue-generating time by 17.5 percent. So, what are salespeople doing with their time?
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