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Is Your Sales Cadence off Kilter?

Written by Wednesday, 25 October 2017 00:00
Is Your Sales Cadence off Kilter?
"When your timing is off, so is your stride. When your cadence is off, you’re in deep trouble as a hurdler.” – Rod Millburn In all likelihood, you’re not a hurdler. However, if you’re in sales and marketing, you know you have to overcome a lot of obstacles to land a deal. And cadence is as important for conquering sales hurdles as it is for leaping over a series of high jumps. Get it wrong, and you could fall flat on your face with little to show for your efforts.So what is a sales cadence?A sales cadence is a well-defined process that business development reps use when following up on leads. It’s not simply the number of times a sales person should reach out; it also includes the timing of the outreach and the format — usually a mix of phone calls, emails and interactions via social media. Because what…
How to Convert SaaS Free Trial Users into B2B Customers
Your company offers an exciting technology product that’s leaps and bounds ahead of the competition. If you could just get your prospects to try it out, they would no longer be able to live without it. It’s exciting when they sign up for free trials. But then, what do they do? In many cases, they never use their trial. How will they ever know what they are missing?To say the least, it’s frustrating. While it may seem as if you’ve accomplished your goal when someone signs up for a free trial, there’s inevitably a big gap between the number of people who sign up and the number who become customers. It’s not just true for your business. It’s an industry-wide phenomenon.
Inside Sales Training: What Your Reps Need to Know to Beat the Competition
According to a study by the American Association of Inside Sales Professionals, the top inside sales challenge is training and development. As a result, almost half (45.7%) are increasing their internal training programs. Training, however, can be a daunting task. After all, inside sales training should be at least as thorough as training for field reps and probably more so. That’s because inside salespeople need the same skills and expertise as road warriors, plus they have additional challenges because they are not face-to-face with the customer. For example, it’s harder to establish rapport with someone when you are not sitting across the desk from them and cannot make eye contact. Likewise, it may be more challenging to understand the lay of the land within a corporation. After all, the rep can’t see whether they are talking with someone in a cubicle or corner office. Here are some key skills and…

The Conversation Patterns of Winning Sales Calls

Written by Wednesday, 13 September 2017 00:00
The Conversation Patterns of Winning Sales Calls
It seems like you put endless amounts of time and energy into generating leads. But to what effect? Too many of them turn into dead ends.It’s not surprising that you’re frustrated. Your leads should be converting at higher rates. And while you’re upset that your company’s salespeople aren’t squeezing the most out of each lead, they’re complaining about quality. Perhaps your reps are working hard, but they simply don’t know enough about the science of sales conversations. What works? What fails? Thankfully, because of Big Data, the answers to these questions are becoming clearer. It’s revealing the secrets of top performing sales reps. In fact, the self-learning conversation analytics engine Gong has analyzed hundreds of thousands of sales calls to determine how calls that convert differ from average calls. Here are some of the fun facts they discovered:

Today’s Essential Inside Sales Technologies

Written by Thursday, 07 September 2017 00:00
Today’s Essential Inside Sales Technologies
“Our research shows that inside sales roles are growing 15X faster than outside sales.” — Mary Shea of Forrester Research. If you’re managing B2B sales, you’re likely either expanding your in-house sales team or seeking to grow it by outsourcing some or all of the function. Much of the tremendous growth spurt of the inside sales function is due to technology which has enabled reps to be productive without the cost of face-to-face meetings. So, whether you’re using internal or external resources, understanding the technologies that provide the foundation for success is essential. As a telemarketing company that serves B2B organizations, we know the ins and outs of technology. After all, our success depends on it. So to save you some time when assembling your technology stack, here’s an inside look at what works for us.