Depend on Recurring Revenue? Here’s How to Contain Creation Costs

Braveheart Sales

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t despair, you may still find a nugget or two of helpful information as well. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear].

Tell Marketing They Can Keep Their Leads

No More Cold Calling

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Enhancing lead generation is a top priority for any sales organization. Even in Sales 2.0,

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What's it take to generate leads that fuel your forecast?


Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. And that’s usually not something Sales is going to do. Precise management of lists, lead data, cadence and outcomes drives revenue.

Leveraging Inside Sales


A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. The reasons for inside sales (SDR/BDR) team growth vary, but one fact is clear: buyers seem to be fine with alternatives to face-to-face meetings. There is a higher turnover among the sales ranks.

The 5 Most Viewed #SalesChats Episodes You Can’t Miss


Pipeliner CRM conducts a regular Twitter chat on sales issues. This fast-paced (no more than 30 minutes) multimedia series provides leading strategies, tactics and thinking for sales professionals worldwide. SalesChats E18: Sales Prospecting with Dan McDade.

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. What you should do: Get your sales team “in the mix.”

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