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10 Inside Sales Predictions for 2011

Pointclear

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.

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Responding to the Digital Sales Shift

Sales and Marketing Management

We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps. Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. social, business or personal?—? Take any trend?—?social,

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The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.”

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Outsourcing Inside Sales Q&A With David Dulany of Tenbound

OutboundView

Interview With David Dulany of Tenbound About Outsourcing Inside Sales. I had the pleasure of sitting down with David Dulany of Tenbound, an absolute expert in everything inside sales. When Does Outsourcing Inside Sales Make Sense? But when should you actually consider outsourcing inside sales?

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“The Inside Sales Industry Isn’t Actively Using Social Media Much”

Jonathan Farrington

“ We talk a ton about social selling, but few “in the trenches” inside sales reps and managers (based on this event anyway) are using it. If you look at the event’s tweetstream and pull out anybody participating as a consultant or vendor, there were very few bag-carrying contributors. Is it the good folks in marketing?

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Responding to the Dig?tal Sales Shift

Sales and Marketing Management

We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps. Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. social, business or personal?—? Take any trend?—?social,

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How to Enable Sales Reps to Win Over the C-Suite

Sales and Marketing Management

Several years ago, I was leading the sales team of a major tire manufacturer. One of the inside sales reps was frustrated that he wasn’t getting anywhere with the VP of operations at one the world’s largest shipping companies. This started a nine-month process of preparing the sales rep to pitch the CEO.