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Inside Sales Tips, Tactics, and Techniques

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Does inside sales matter to you?

  
  
  
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Are you passionate about or interested in inside sales?  I'm writing to invite you to the American Association of Inside Sales Professionals Leadership Summit in Chicago.

A look back: Top 5 Favorite Sales Content Pieces of 2013

  
  
  
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With the close of another year, this is the best time to reflect on what went well in 2013 and how you can use those high points to jump start 2014.  To start, we’ve gathered a few content pieces that you, our readers, seem to have really enjoyed in 2013.  They range anywhere from blog posts to webinars. 

'Tis the Season

  
  
  
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Over the years Vorsight has developed a few traditions around the holiday season.  It all started with participating in Salvation Army’s annual Angel Tree program.  For this tradition, we like to have any employee who would like to participate donate as much as they’d like and then Vorsight will in turn match the final donation.  The exciting part is gathering at least 10 Vorsighters at our local Target to shop for each child.  You can only imagine the faces on every Target team members face as we show up with at least 20 carts of toys and clothes at a register.  And over the years our pockets have gotten deeper, hearts bigger, and toys larger.

Top 10 Prospecting Voicemail Don'ts [Infographic]

  
  
  
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Today’s blog post comes from Kendra Lee. Kendra is a top IT Seller, Prospect Attraction Expert, author of the newly released book, “The Sales Magnet,” and the award-winning book, “Selling Against the Goal,” and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. 

Outbound Lead Generation Credo: #CHAMPS

  
  
  
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Last week I met Christy Weymouth at the OpenView Labs outbound lead generation management workshop in Boston. Don’t know Christy? You should. She is the person who built the excellent outbound lead generation function at Exact Target. They just sold to Salesforce.com for $2.5 billion. Needless to say, people paid attention. 

5 Ways to Get Callbacks from Sales Voicemails

  
  
  
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Over the past two weeks I have been using this template in order to attract high level strategy, business development and clinical development prospects. So far I have received anywhere between 1-4 callbacks a day from VP level and C-suite individuals. Now the secret to the success of this template lies in the tone of voice I used and placement of pauses in my speech. Basically, I wanted to sound busy doing other things. I want them to think that I would not be calling them at this moment if I did not have something pressing to speak about. There are a few ways you can implement this template into your sales voicemails.

Small-Net Fishing at the SiriusDecisions Summit

  
  
  
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Last month I attended the SiriusDecisions Summit. In the midst of one of the breakout sessions, I received the following text from one of our clients, “I’m in the small-net fishing session. It’s very relevant to our program with Vorsight. Come join me!” I took her advice and it led to some big changes in our outbound lead generation service.

When should you contact your prospects?

  
  
  
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We’ve all had hard to reach prospects and sometimes the most frustrating aspect of cold calling is simply the amount of time and effort that it can take to open up a dialogue with an executive. While there are a number of methods that can increase your chances of initiating a dialogue ranging from getting their direct line to creating a detailed touch plan of different emails and voicemails to send them, at the end of the day it’s hard to know when to cut the cord and move onto someone else in the organization.  Vorsight recently conducted a study of over 3,000 scheduled appointments spanning multiple industries to answer this question and came up with some surprising results…

The Science of Sales Prospecting

  
  
  
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At Vorsight, we split the inside sales process into two activities: preparation and execution. Recently, we set out on a quest to determine if it was possible to optimize our success through a few tweaks to our process. We discovered that strategic time management can be a game changer for your team.

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Best Practice: Keeping Sales Meetings on the Books

  
  
  
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As a business development associate, we tend to focus on scheduling as many meetings as possible. But what good does this do if the meeting never occurs? Past blogs have addressed tactical measures to increase the odds of a meeting occurring. But all of these tactics build on the same foundation: building the value in a meeting.

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