10 Inside Sales Predictions for 2011


Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success. Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers.

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!


This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Inside sales.


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Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing


Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. But with the rapid growth in technology, a manager’s sales team can be spread out. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal.

Do You Expect Your Inside Sales Team to Practice Alchemy?

Markempa - Inside Sales

Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Inside Sales

Sales: It Takes Work to Be Mediocre ? Score More Sales

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales: It Takes Work to Be Mediocre. by Lori Richardson on November 1, 2011. OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position. ” We’ll be posting thoughts for the next 30 days about rising above average in sales. Learn more at Score More Sales where you can sign up for an extraordinary blog with quick tips to grow sales. .

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How to Compensate A Telesales Staff To Set Appointments

MTD Sales Training

With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams. The immediate question that arises is what and how do you pay this inside sales force? Commission on the Sale. 1: TSR Tries to Make the Sale Rather Than SELL the Appointment. MTD Sales Training.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. The Pipeline Renbor Sales Solutions Inc.s Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales 2.0.

Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! by Lori Richardson on September 26, 2011. Sales e-book on Creating Scripts. The reason is that having done inside sales, managed inside sales, and now trained thousands in inside sales over the years, I never found a whole lot of great resources out there to be of help.

Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Refine B2B Sales Process in 2012 With Tools and Attitude. by Lori Richardson on December 22, 2011. A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. Sales are Down or Flat and Need to be Bigger – Our sales are lower instead of staying on our growth path. Doesn’t that impact sales? B2B Sales. Sales Tips.

Why Salespeople Should NEVER Cold Call

No More Cold Calling

Watch Joanne’s interview with Kevin Gaither, CEO and Founder of Inside Sales Recruiting. Topic: Why Salespeople Should NEVER Cold Call. Video

Sales Tip to Dear Mike: Unsolicited e-Mail Not Effective in Sales.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales Tip to Dear Mike: Unsolicited E-Mail Not Effective in Sales Anymore! by Lori Richardson on October 27, 2011. When will salespeople realize that old tactics to get attention do not work in a modern sales world? Lori Richardson is America’s B2B Sales Detective - she helps companies grow revenues at Score More Sales , and is a speaker in the upcoming AA-ISP Boston Conference on Inside Sales.

Sales Person as Publisher ? the New Way to Grow Sales ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales Person as Publisher – The New Way to Grow Sales. by Lori Richardson on October 20, 2011. Just back from the Sales 2.0 Do you have someone feeding you content for your brand, and is the sales team getting links your company is publishing to share with prospective customers? See her live at the AA-ISP Conference in Boston on December 1, 2011. 50 DAYS To Build Your Sales – 2nd edition.

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics


Because PointClear provides outsourced prospect development services —lead generation, lead qualification and lead nurturing—to clients in the technology and SaaS sectors, I was particularly interested in Lauren’s findings on sales and marketing expenses as a percentage of revenue for three publicly-held cloud application companies: Salesforce.com, SuccessFactors and NetSuite. Sales and marketing activity. Selling subscriptions via a direct sales force.

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource


Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. They hired us, and we took over their sales from soup to nuts.

The 11th Question to Ask Before Buying a Marketing Automation Solution


We work with our complex-sale B2B clients to leverage their marketing automation initiatives, and marketing automation is a key ingredient of our internal lead generation, lead qualification and lead nurturing processes. We often hear B2B marketing and sales executives say that they initially invested in marketing automation with expectations that their solutions would deliver large numbers of pre-qualified leads and support elimination or decrease of proactive outbound initiatives.

Inside Sales Blogs From AA-ISP Speakers

Green Lead's B2B

Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads


A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs.

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Prospect Development Program Jumpstarts Manufacturer’s Channel Sales


Few companies have the sales and marketing resources to adequately cover their markets. But we advise companies we talk to that it’s an important consideration in setting up their inside sales organizations, assessing current operations, or evaluating an outsourced solution. The end result: 350 sales opportunities generated within the first 6 months of the program’s start

Inside Sales Managers: 4 Ways to Motivate Your Team

Green Lead's B2B

The Sales Manager is always looking for better performance from a team, and in order to get that, you've got to give a little. Here are four things you, as a Sales Manager, need to give your team if you want to get more production out of them: 1. That's what having impossible sales goals are like. Putting goals that make our reps stretch, not snap, is one way Sales Manager can motivate their teams. This is an area that many sales managers can improve upon.

Inside Sales Blogs From AA-ISP Speakers

Green Lead's B2B

I'm at the AA-ISP conference in Boston today (American Association of Inside Sales Professionals). I figured you may find value in a compilation of the speaker blogs from today (or the blog of their company): Trish Bertuzzi, The Bridge Group, Inside Sales Experts. Tom Scontras, Glance Networks, The Upside: Killer Sales Tips. Steve Richard, Vorsight, Inside Sales Tips. Koka Sexton, InsideView, B2B Sales Productivity.

Smart Calling? Get Real

No More Cold Calling

More and more, sales professionals use social media as an indispensable sales and prospecting tool. The social media impact prompts some sales pros to wonder if cold calling is dead, and whether it’s being replaced by so-called “smart” calling. Hence, the question on one top social community site: “What are the top 3-5 ways that inside sales reps can turn cold calling into smart calling, and what are the benefits of doing so?” Shorten their sales process.

3 Tips to Reengage Stalled Marketing Qualified Leads Fast

Markempa - Inside Sales

Longer selling cycles and stalled deals are impeding sales funnels everywhere. Inside Sales account based marketing demand generation lead quality Lead Scoring marketing tactics sales development reps sales qualified lead SQL

Traits of the Best Teleprospectors

Markempa - Inside Sales

Inside SalesLast month’s webinars on leveraging the human touch to drive leads, presented for the B2B Lead Roundtable and Marketo, prompted a great question: “What should I look for in a teleprospector?” Unfortunately, that can’t be answered with a fast, convenient sound bite.

Really “See” Who’s Who (And Who Matters Most) In Your Network

No More Cold Calling

Map Your Sales Connections, Visually, Through InMaps. But after further investigation, it appears that InMaps could be a great tool for the sales person who wants to maximize their social selling productivity. A sales person looking at their InMap can quickly identify who their key influencers are, and take steps to be more engaging with these people, and leverage that relationship for additional referrals to new connections. Learn more about social media for sales.

Is Your Inside Sales Team Struggling? Appointment Setting Tips.

Green Lead's B2B

Is Your Inside Sales Team Struggling? Appointment Setting Tips.

Green Lead's B2B

Debunking the Myth of "Inside Sales" | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Debunking the Myth of “Inside Sales” Jan 26, 2012. When somebody tells me they do inside sales, I want to choke. “Inside sales” makes it seem like people are locked into a room and nobody leaves until a sale is made.

What is the Net Effect of the Migration to Inside Sales?

Jonathan Farrington

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face. Based on all the questions he gets he knows most sales training has not caught up with this trend. Geoffrey is a journalist in love with the field of sales.

How I Don’t Care May Have Your Loyal Customers “Gone With the Wind”

Increase Sales

Being in inside sales for over 20 years and now having my own executive consulting and sales coaching practice for over 12 years, I understand how budgets are tight and less people are required to do more to increase sales. customer service Gone with the Wind increase sales loyal customers sales coaching small businesses

BioClinica Trains Their Employees on Using LinkedIn


Jennifer Mintz is the Inside Sales Manager at BioClinica

Performance Management Friday — CPOD

Partners in Excellence

I’m shifting gears a little, today I’m focusing on a key sales management metric. It’s important for sales people to understand this–it’s part of the way senior managers look at organizations and how they invest in the sales function, sales people should understand this. The other shift, is this metric is more of a trailing measure, like sales and order performance. Performance Metric Friday Sales Effectiveness Sales Management

Catching Fly Balls: overcoming the dreaded price objection

Smart Selling Tools

If your Inside Sales team dreads the ‘price obejction’ it’s because they aren’t confident in their ability to handle it. Inside Sales”) has written Brand New Scripts that will give your team the tools and confidence to overcome price related objections. Mike has trained some of the best sales organizations in the world. Announcements Limited Time Offers Sales Effectiveness Sales Management

We Drink Our Own Champagne: Cheers to Happy Selling!


I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies. The CRM systems were designed for enterprise-level companies with much longer sales cycles that required a lot of manual efforts to create tasks and events, as well as manage leads, accounts and opportunities.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


A wave of new sales technologies is providing businesses unprecedented choice in building out their ideal sales stack. As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting. Outdated sales technology just won’t cut it. They’re knowledgeable about leading and leading-edge sales technologies.

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28 Questions to Ask B2B Appointment Setting and Lead Gen Vendors

Green Lead's B2B

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Words of wisdom from two industry leaders: Trish Bertuzzi, Inside Sales Expert , @bridgegroupinc : "Hiring a third party lead gen vendor is like dating… the chemistry is either there or it is not. A higher cost lead (if justified) will convert better with sales. What is your reps' experience in general outbound sales?

LinkedIn Lead Gen Tip: When a Face Makes the Difference

Green Lead's B2B

Guest Post from Gareth Morfill, Inside Sales Blackbelt at Green Leads. ps: If you're an Inside Sales Blackbelt , we're hiring If you were talking to a prospect face to face, do you think that would make you pitch any differently? More confidently? We feel that it absolutely does. The simple act of having a real person to look at while you are having the conversation makes the building of rapport much easier. If they have a photo in their LinkedIn profile, look at it.

Sales & Marketing Leadership Conference

Green Lead's B2B

I can’t be at the Sales & Marketing Leadership Conference in Scottsdale, Arizona, on April 11, but I encourage you to check it out. The event features keynotes from John Grosshans of SAP Americas and Justin Shriber of Oracle (the latter will be reprising his presentation from the recent Sales 2.0 There will be a big emphasis on how the many ways sales & marketing can (and should) work together to shorten sales cycles and optimize lead gen.

Is Your Sales Lead Response Strategy More James Bond Than Maxwell Smart?


Sales professionals may be under the impression that their lead response efforts are timely and effective, but Velocify analysis of actual calls, voicemails, and emails shows that, for many of them, sales lead response tactics are more likely to be in need of an upgrade. The surprising shortfalls uncovered can lead to missed sales opportunities that, over time, can be devastating to an organization’s bottom line and its ability to compete and grow.

5 Questions Every Account-Based Marketing Pro Has Answered


Sales has been targeting contacts at key accounts for decades. On the marketing side, account-based marketing (ABM) has gained major traction, becoming a key strategy to better align with sales and close quality deals. Customer service really starts in sales , so be honest and set realistic expectations. Map out the buyer journey and align it to the stages in your sales process. From marketing to sales, align content to buyers’ needs at any given time.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 23, 2011. Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. While in the Sales Industry I learned to utilize technology as a resource for improving my sales and the teams I managed techniques and numbers. Sales Jobs.