The Hottest Trends in Inside Sales

Sales and Marketing Management

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years.

Trends 179

Inside Sales: Listen Up!

No More Cold Calling

What salespeople—and sales managers— need to understand is that calls are either hot or cold. No One Wants to Get a Cold Call I don’t answer cold calls, and I don’t respond to cold emails—and neither do the decision-makers you want to reach.

10 Inside Sales Ideas From Ken Krogue

Score More Sales

Last week I had the pleasure of spending a day with Ken Krogue, co-founder of InsideSales.com , inside sales pioneer, and Forbes columnist It was great. A CSO Insights study found that companies who had put CRM into their sales process only increased revenues by 17%.

Treasure Trove of Inside Sales Tips

Score More Sales

That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. Get a valuable conversation going with a decision maker.

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was just bang the phones, get the decision makers, sell the deals.

Inside Sales Power Tip 134 – Show Appreciation

Score More Sales

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales Power Tip 116 – Call Deep

Score More Sales

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers.

Inside Sales Power Tip 100 – Personalize

Score More Sales

If you are an inside sales person, it is important to put yourself in the receiver’s shoes – the person who you are trying to connect to. Uh, I have a sales team of 2, ok? I can be harsh about it, but it is for your sales survival.

Are you chasing too many rabbits?

Don on Selling

Don’t waste time chasing after weak sales leads. One of the challenges of inside sales is dealing with an inbox box flooded with inbound leads. First, are the inbound leads decision-makers, influencers, or curiosity seekers?

Inside Sales Power Tip 141 – Get a Second Opinion

Score More Sales

In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

The Different Inside Sales Roles Explained

Factor 8

Fifteen years ago we had two kinds of reps: inside and outside. If you’re growing or starting up a team, you’re wise to spend time researching the type of rep that will best suit your sales process, talent pool, and customer preferences. And if you’re researching roles in sales, even better. Let’s dig in – starting with the top of the sales funnel or beginning of the buying process. We like Vengreso and Sales for Life for social media skills).

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Sell More! New Online Training—Early Bird Pricing!

Mr. Inside Sales

Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training!

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

Close More Sales with this One Training Tip

Mr. Inside Sales

Do you want to be a top producer in sales? The reason this technique—among others—took my sales career to a new level is because by using it I avoided talking past the close and chasing what wasn’t even the real objection. It forced me to listen rather than ad-lib poor sales technique.

Catch & Release: Not a Closing Strategy

Mr. Inside Sales

and one of the sales reps brought up today’s quote as we were reviewing calls during the training. There was no attempt to see what they thought so far, no attempt at a trial close, and not even a discussion about timeline and next steps toward moving towards a decision….

Are you a Teller or a Seller?

Don on Selling

Running your mouth too much could hurt your sales. Rather than make cold or warm sales calls, or ask for referrals, Mr. Teller used social selling. He just hoped and prayed that the prospect would make the “right” decision based on all the information he presented.

Why do Customers Lie?

Don on Selling

After several conversations, presenting an online tour or two, submitting a sales proposal or contract, and setting up a free trial, you’re now confident that your prospect is ready to become a buyer. Several reasons – First, your potential buyer was never a decision maker.

Gatekeeper Best Practices

Mr. Inside Sales

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. The post Gatekeeper Best Practices appeared first on Mr. Inside Sales.

7 tips to improve your cold calling and lead generation

B2B Lead Blog - Inside Sales

How to Get Started Cold Calling the right way: To use phone calls as an effective lead generation strategy, I recommend you create a specialized sales development rep position within the sales or marketing group or hire a firm that specializes in teleprospecting.

Should you Scan and Spam?

Don on Selling

” Your goal is to quickly determine if you are speaking with a potential key decision maker or influencer, or are you speaking with an intern or a low-level employee who has no clout at his company, and thus, has little interest in what you are selling.

How to handle Post-Trade Show Trauma

Don on Selling

Lots of doing sales pitches and presentations. First, they don’t have the budget to make purchasing decisions. Second, they are not the decision maker as they promised you. He said he was a sales manager? You had a successful time at a trade show.

In Sales, How to Climb out of a Slump

Don on Selling

We all experience highs and lows in sales. Your sales manager loves you. Unless you are working for a company with a short sales cycle, you usually won’t experience a slump unless it’s during an industry’s slow season. Meet with your sales manager.

5 Questions Every Account-Based Marketing Pro Has Answered

Velocify

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. Sales stages. Individual sales rep effectiveness.

Early Bird Pricing Ends Soon!

Mr. Inside Sales

Get the training you need to close the sales you want. Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Here’s why: This is the best, award winning inside sales training you can get—anywhere!

Continuing Education: The Key to Immediate & Long-Term Success

Mr. Inside Sales

Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. But an integral part of one’s training comes from books, recordings, sales meetings and training courses. “If Another great truth in the profession of sales.

The Biggest Contributor to B2B Revenue

B2B Lead Blog - Inside Sales

To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Her company, The Bridge Group , has helped over 305 companies design and optimize various inside sales operations.

Guest Post: Sales Teams Have More to Worry About Than Just Losing Clients

Don on Selling

If you conduct searches on Google and look at popular sales blogs, you will find plenty of articles about what it takes to locate the perfect sales representatives. You could go to the HubSpot Sales Blog and find articles about finding and hiring the best Sales Development Rep (SDR).

A Gift to Our Readers: MIS Wins 2019 Service Provider Award!

Mr. Inside Sales

We are deeply honored to be singled out as the top inside sales training and coaching firm among the many other fine companies in this space. In addition, I was named one of the “Top 25 Most Influential Inside Sales Professionals”— for the ninth year in a row!

The Sales Presentation: Things to Keep in Mind

Mr. Inside Sales

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. And he had this practical advice about sales presentations. A good sales presentation starts logically and ends emotionally.”

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

The same ratio applies in sales…”. In my 35 years of selling, managing, and coaching inside sales, there is one thing that has remained constant: The top producers in any company or industry are also the hardest workers.

How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. And if you’d like more proven solutions, like this, then use the coupon code EARLY to save 15% on our AA-ISP Award Winning inside sales training.

The 5 Secrets to Get Your Email Returned

Mr. Inside Sales

If you’re a sales rep who is sending emails and waiting….and If you or your team would like even more proven inside sales techniques, then consider signing up for our upcoming, online training program. Tired of your emails not getting returned?

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

No one likes to be rejected, and the resistance you get from gatekeepers, receptionists, decision makers, etc., And the good thing is that once you do get into a groove of making successful calls, your confidence will grow as will your sales.

3 Reasons Storytelling Skepticism creates Decision Making Mistrust

Babette Ten Haken

When storytelling skepticism creates decision making mistrust, your storytelling strategy falls short of convincing customers to do business with you. Sometimes, even a live inside sales person calls the individual downloading the asset.

The Power of Optimism in Sales

Mr. Inside Sales

But the pessimist talks himself—and the customer—out of the sale. Because if you think the sale will close—or think it won’t—you’re right.”. The post The Power of Optimism in Sales appeared first on Mr. Inside Sales.

How optimization increased sales development rep leads by 304%

B2B Lead Blog - Inside Sales

There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t.

Getting Buy-In Before Going Over Price

Mr. Inside Sales

Want to instantly make asking for the sale easier? There is simple to fix—but like many simple solutions , it can be overlooked in your rush to ask for the sale. Begin incorporating this at the end of your presentations and what as your control of the sale—and your results—improve.

Three Ways to Get a Prospect to Respond

Mr. Inside Sales

Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? sales reps hide behind them too.