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Inside Sales Tips, Tactics, and Techniques

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Building a sales development function? Ask yourself these questions FIRST!

  
  
  
sales management

So you're a hiring manager and you're considering building your own in-house sales development team. The good news is, many of your peers have already learned the hard way what measures are crucial to success. The most successful hiring managers have learned to ask questions to reduce the unknown:

Don’t change the subject: How your email subject lines could be sabotaging your sales goals

  
  
  
subject line

How long do you spend writing the perfect sales email subject line? 10 seconds? 10 minutes? 10 hours? According to ContactMonkey, a sales email tracking tool, you are wasting your time.  

Outbound Prospecting Voicemail Test

  
  
  
voicemail

The rule of thumb for everything in sales is KISS, Keep it Simple Stupid. Meaning - short, sweet and to the point. Your voicemail's should not be any different. Our team of four MSA's (marketing sales associates) at National Journal has been tracking two types of voicemail's: 

Outbound Prospecting Ideas for Startups [VIDEO]

  
  
  
Register

Steve Richard, Founder of VorsightBP, joined a group of startup leaders for SalesLab’s first installment of SalesLab Chat.  SalesLab Chat is a new series hosted on Google Hangouts where a small group of eight sales leaders can discuss new trends in the sales world with the featured guest.  Last week, Steve talked about early stage prospecting and how to implement the process at a startup.

Outbound prospecting silver bullet...puppy videos (I'm not joking)

  
  
  
puppy

We all love our furry little friends, but did you know they can help generate more meetings and connections? In general, man’s best friend knows how to break down barriers, and as Tom Hopkins highlights, sales is all about how quickly you can do that. The best way we’ve found to do that is by giving our prospects highly personalized and REAL information. People want to know they’re talking to other humans, and a few extra minutes spent personalizing a message can go a long way. 

Is text messaging acceptable for sales prospecting?

  
  
  
texting

Today's blog post comes from Doug Willner, Director of Training and Development at Meso Scale Discovery.

How can you prevent cold calling objections?

  
  
  
cold calling objections

The answer to that question is simple: Don’t be a sales person during a cold call. The only goal for a cold call is to get a meeting. So instead of selling, at this point your main objective is proving the value of continuing the conversation.

Great Sales Prospecting Emails

  
  
  
sales email

A few weeks ago a former member of our team sent me this incredible article by Adam Grant on the psychology of email response called “6 Ways to Get Me to Email You Back.”  The Wharton professor and author of “GIVE AND TAKE,” tells you exactly what you should do if you want to receive a reply from any busy professional or decision maker.  Here are some of my favorite excerpts from his piece:

Cold Calling: How should sales people reach prospects?

  
  
  
inside sales cold calling and prospecting

We've all had our struggles with cold calling and often the most frustrating part is how to actually reach them and get them on the phone.  We've recognized that struggle and have used our lead generation team to conduct a small study.  The standout information from that study highlighted the differences between using direct lines versus using switchboard numbers. To show you the findings better, we put together this infographic to really illustrate where you should put most of your cold calling energy.

3 Ways Sales Managers Can Reinforce Sales Training

  
  
  
reinforce training

These days you can’t read an article on sales training without learning about how many billions of dollars we’re wasting on training that never sticks with the sales team. And who can disagree? It’s common sense that sales leaders who treat sales training as an event don’t see ROI.

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