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Quick Tips for Conquering the B2B Inside Sales Training Gap
What’s Causing the B2B Inside Sales Training Problem? Last September, the AA-ISP, an international association dedicated exclusively to advancing the profession of Inside Sales, released their 2014 Inside Sales Top Challenges. And they discovered that the number one challenge sales leaders are facing today is training inside sales people to perform well. In fact, many sales organizations complain about a high turnover of inside sales representatives as they don’t manage to bring them to the performance levels they expect in the calculated timeframes. Why is training such a hot issue? A 2013 study by InsideSales.com reports inside sales is growing 300% faster than field sales. This trend is expected to continue. That’s because inside sales: · cuts costs · is accepted by customers who have become comfortable learning about companies remotely via websites, social media, content downloads such as e-books and white papers, email and phone calls In fact, many…
Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
How to rock sales lead development? The quick answer…put a sales lead management team to work. That of course, begs the question, “what is a sales lead management team?” It is, unfortunately, often the missing link between sales and marketing. It’s that gap between the two disciplines where leads are lost either because marketing doesn’t qualify them or sales doesn’t follow up on them. Conveniently, marketing points the finger at sales and sales points the finger at marketing. If only there was a group in between marketing and sales that could take marketing leads and transform them into qualified sales opportunities. That’s what a sales lead management team does via the phone, email, and more. And a Forrester Research study says that businesses which put a priority on lead qualification and nurturing have 50 percent more sales-ready prospects and reduce their cost-per-lead by 33%. It seems like this missing link…
Outsourcing B2B Telemarketing? - How to Calculate the ROI
You've decided it's time to use the power of the human touch and connect one-on-one with your prospects and customers. You're ready to nurture and qualify leads more effectively and maximize the use of your sales team's time. Ad Hoc Internal In-House Telemarketing Proves Ineffective Perhaps you've previously done some informal telemarketing. You've asked a few administrative assistants to make calls on an as-needed basis. However, this option may not have worked for you because you were not able to put the correct systems, training, people and processes in place. It ended up being expensive, time-consuming and ineffective. The Inside Sales vs. Outsourced Telemarketing Question So, now you're making a choice between setting up an inside sales function or outsourcing the task to a professional B2B telemarketing organization. Intuitively, it may seem like it would cost less to tackle telemarketing tasks at your company. However, you want to see the…

The 12 Days of B2B Lead Generation

Written by Jeff Kalter Wednesday, 03 December 2014 00:00
The 12 Days of B2B Lead Generation
Get ready for the holidays with the 12 days of B2B lead generation. Give yourself the gift of qualified leads and more sales. On the First Day of Lead Gen Marketing Made for Sales A Database of Suspects Start the season with a database of suspects, people who meet your basic criteria to become clients, but are not yet qualified. Clean it up—eliminate duplicate names and update and append the data. On the Second Day of Lead Gen Marketing Made for Sales Two B2B Segments Look at your historical activities and decide how to group suspects so you can approach them with a set of tailored marketing tactics. Segment by industry, geography, company size, role, department or any other easily defined criterion…whatever is most likely to yield results. The Third Day of Lead Gen Marketing Made for Sales Three Engaging Pieces Provide content that engages and educates your suspects who…

Step by Step to B2B Appointment Setting Success

Written by Wednesday, 26 November 2014 00:00
Step by Step to B2B Appointment Setting Success
Even in a world where people are able to conduct much of their business virtually, face-to-face meetings still play an important role. In fact, Meetings Professionals International conducted research that shows 40% of prospects convert during in-person meetings. So, how do you get more live appointments? Follow this step-by-step process to fill your salespeople’s calendars with well-qualified sales appointments: