Inside Sales: Listen Up!

No More Cold Calling

What salespeople—and sales managers— need to understand is that calls are either hot or cold. Inside Sales Meets No More Cold Calling: An eBook I was thrilled when Ken Krogue, founder of InsideSales.com , invited me to present with him at Dreamforce 2014.

Struggling With Inside Sales Turnover? Coach Your Reps Through Rejection

RingDNA

As a sales manager, you may be glad to put the days of handling rejection behind you. The post Struggling With Inside Sales Turnover? Coach Your Reps Through Rejection appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Coaching Coaching sales coaching sales development team sales goals

How the SVP of Sales Executes in the Enterprise

Sales Benchmark Index

Our guest on SBI TV is Stephen Mohan, SVP of North American Sales for XPO Logistics. Stephen has led several enterprise sales forces and is the perfect guest to discuss how to execute in the enterprise.

A Career in Inside Sales – Survey Says Yes

Score More Sales

Just a few years back, we were unsure how many sellers there are out there, let alone inside sales professionals. Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data.

Survey 286

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. Others do no homework and call on me as if I was an enterprise organization. Uh, I have a sales team of 2, ok?

Inside Sales vs Outside Sales: Pros & Cons

Xactly

Sales careers are often overshadowed by myths of being a high-risk and overly-competitive career choice; however, many sales reps will tell you that the job offers quite a bit of freedom when it comes to your earnings. Or, keep reading for more sales plan ideas.

The best sales reps win with stories. Here is what inspires them.

RingDNA

Storytelling works in sales because humans experience life as one big story. The post The best sales reps win with stories. appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales Inside Sales Rep inside sales tips

Sell me this pen: 7 Outdated sales techniques that are losing effectiveness

RingDNA

Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. The post Sell me this pen: 7 Outdated sales techniques that are losing effectiveness appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales inside sales success inside sales tips

The Best Sales Reps Use Stories in their Sales Conversations

RingDNA

It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. Sales Coaching Sales Strategy Social Sales B2B sales Inside Sales Inside Sales Rep sales sales conversations sales pitch

How Salespeople Can Better Prioritize Using Purchase Intent Data

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?

Data 138

9 creative sales exercises to make your weekly team meetings more interesting

RingDNA

It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. […]. The post 9 creative sales exercises to make your weekly team meetings more interesting appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

Are We Playing Hunger Games? Key Questions Confronting Inside Sales

Pointclear

His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

Pointclear

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion.

Keep Salesforce’s Largest Strength From Becoming Your Downfall

RingDNA

The most powerful tool a sales manager can have is data, but it is often their biggest liability. Quality sales data allows managers to accurately predict, forecast, and develop sales strategies to ensure reps are […].

The ingredients of effective cold call conversations

RingDNA

There are many methods of communication in a sales rep’s toolkit. The post The ingredients of effective cold call conversations appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy cold calling inside sales call outbound calls sales callsThere are emails, texts, LinkedIn messages, and more, but nothing works quite like a phone call.

We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.

Openview

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo. Sales

Stunningly useless sales productivity advice

RingDNA

The post Stunningly useless sales productivity advice appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Coaching Sales Strategy Inside Sales inside sales tips productivity sales automation Sales Productivity Sales Tips Salesforce AutomationSome advice just doesn’t work.

Why the words that work for other salespeople won’t work for you

RingDNA

The post Why the words that work for other salespeople won’t work for you appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales inside sales success sales coaching

Signs your top salesperson is about to fall behind

RingDNA

The sales slump is a dangerous place to be. It can happen to everyone, from a first-time sales rep all the way to a veteran enterprise salesperson. The post Signs your top salesperson is about to fall behind appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Coaching B2B sales Inside sales compensation reports sales coaching sales performance

Sales reps: are you actually coachable?

RingDNA

As a sales rep, even if you receive the greatest sales coaching ever from the best coach, it could still lead to failure. The post Sales reps: are you actually coachable? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Coaching B2B sales Coaching Inside Sales Rep performance coaching sales coaching sales reps

Sell Like Steve Jobs: How to Use Silence in Sales

RingDNA

The post Sell Like Steve Jobs: How to Use Silence in Sales appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Coaching Sales Strategy B2B sales discovery call Inside Sales objections sales qualification

Do Sales Listening Skills Matter Without Empathy?

RingDNA

In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. The post Do Sales Listening Skills Matter Without Empathy?

Put Them at Ease Immediately: How to Mirror Your Prospects to Increase Sales

RingDNA

The post Put Them at Ease Immediately: How to Mirror Your Prospects to Increase Sales appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. When you meet new people, how do you connect with them quickly?

How is your morning routine affecting your daily sales productivity?

RingDNA

Sales is no different. The post How is your morning routine affecting your daily sales productivity? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Strategy B2B sales Inside Sales Inside Sales Rep productivity sales performanceAthletes are known for the pre-game rituals they use to prepare themselves for each game.

What to do when a sales contact ghosts you

RingDNA

Things are going great with your sales contact, you’re making steady progress towards a deal. The post What to do when a sales contact ghosts you appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Strategy Social Sales B2B sales contact management engagement Inside Sales sales strategies

When to automate, and when to use a human in sales

RingDNA

Ever since the introduction of automation to sales, the great debate has been ongoing: What activities, interactions, and conversations should be automated so prospect can interact on their own, and what should be done with […]. The post When to automate, and when to use a human in sales appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

Three Ways to Hack a Sales Conversation

RingDNA

In sales, we love to measure usage of a prospect’s name, keyword mentions, and even conversation length, […]. The post Three Ways to Hack a Sales Conversation appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

Sales Managers: 7 Reasons Your Reps Aren’t Hitting Quota

RingDNA

Your Sales Development Reps (SDRs) have a quota to hit every month. Their success in doing so impacts the company’s bottom line and sales compensation across the board (yours, […]. The post Sales Managers: 7 Reasons Your Reps Aren’t Hitting Quota appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Why aren’t your SDRs hitting quota?

Quota 71

Cold calling tips and tricks for dealing with the toughest gatekeepers

RingDNA

The post Cold calling tips and tricks for dealing with the toughest gatekeepers appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales outbound sales sales calls sales voicemailsThere’s an ongoing debate about whether or not cold calling is dead.

How to Make an Effective Discovery Call

RingDNA

Everyone in sales has likely made a discovery call at one time or another. The discovery call is a crucial component of the sales process. The post How to Make an Effective Discovery Call appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

The perception of multitasking makes you more productive, according to research

RingDNA

The post The perception of multitasking makes you more productive, according to research appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Enablement B2B sales Inside Sales productivity sales coaching Sales ProductivityI recently read some psychology research that transformed what I thought I knew about multitasking.

The Sales Autodialer Will Soon be Extinct

RingDNA

Autodialers should be dead to anyone in sales. If you’ve spent any amount of time in sales you have heard the age-old rule – “it’s a numbers […]. Inside Sales Sales Enablement autodialer call notes intelligent dialer predictive dialer

Every word counts: What to avoid when leaving sales voicemails

RingDNA

Sales reps spend an average of 25 hours a month, 15% of their total selling time, leaving voicemails. With pickup rates hovering around 13%, the majority of sales calls go to voicemail, and sales best […]. The post Every word counts: What to avoid when leaving sales voicemails appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

How to minimize distractions for maximum sales productivity

RingDNA

Today’s sales reps are surrounded by distractions and faced with ever-increasing goals. The post How to minimize distractions for maximum sales productivity appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices productivity sales planning Sales Productivity Sales Tips

Telephone Terror: Creepy Phone Tactics That Just Won’t Die

RingDNA

The house is dark inside and night has fallen. The post Telephone Terror: Creepy Phone Tactics That Just Won’t Die appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

The 7 best sales role-play exercises

RingDNA

If you’ve spent any time in sales at all, you likely know that there is a right way and a wrong way to run a sales role-play exercise. Role-plays and are an incredibly powerful sales […]. The post The 7 best sales role-play exercises appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Coaching Sales Strategy sales coaching sales roles sales training

Bring Your New Sales Reps to Quota Faster

RingDNA

The post Bring Your New Sales Reps to Quota Faster appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Coaching Inside Sales Rep sales sales coaching Sales HiringIn the United States, the average employer spends 52 days and $4,000 to hire a single employee. Additionally, the average ramp time is 90 days.

Quota 66

When does sales coaching become micromanaging?

RingDNA

How well your sales team performs against these goals is in your hands. The post When does sales coaching become micromanaging? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Coaching Sales Strategy B2B sales Coaching inside sales management tips sales coaching sales management

Why You Need to A/B Test Voicemails

RingDNA

Leaving voicemails is part of the sales process. It’s like every other essential sales activity that can be measured, analyzed, and improved. Depending on the size of the sales team, reps could be leaving thousands […].

The four pillars of sales tool evaluation

RingDNA

According to a study by CSO Insights, sales organizations are using an average of 10 sales tech tools, with a plan to add another four in the next 12 months. Affectionately named the “sales stack,” […]. The post The four pillars of sales tool evaluation appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

Tools 52