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The sales technology stack has arrived! According to TOPO’s Sales Development Technology Report, which interviewed more than 130 sales leaders across a variety of industries, a whopping 72.4% of companies plan to invest in technology that makes their sales development team more successful this year. What is the Sales Technology Stack? For the uninitiated, the sales technology […]
There are those who still believe in a traditional sales model where sales reps do everything from write proposals to answer inbound calls. However, more and more companies are separating their sales organizations into outbound reps (reps that prospect for new business) and inbound reps (reps that respond to inbound phone calls and web inquiries). The […]
There are a number of factors that can be used to qualify inbound B2B sales leads. Do they have the authority to buy? Do they have a budget allocated? But I think the most important qualifier is how much a prospect needs your solution. I’ve found that when prospects have a need for a solution, they’ll […]
RingDNA CEO, Howard Brown, joined our friends AG Salesworks for “ProspectingChat on Twitter. This edition of #ProspectingChat, focused specifically on inbound prospecting techniques. At first glance, “inbound prospecting” might seem like an oxymoron. When most people think of sales prospecting, they think about outbound prospecting techniques like building lead lists or cold calling. But more and more sales […]
Is your sales organization truly optimized to transform inbound leads into customers through inbound sales? If you sell products or services over the phone, chances are that you have a marketing team working in overdrive to generate a steady stream of inbound leads. Marketers spend long hours investing in ads and creating content that inspires […]
In our last eBook, we asked 20 top sales leaders to reveal their biggest productivity secrets. Something that several of them mentioned was the power of breaking an inside sales team into specialized roles such as prospectors, inbound lead qualifiers and account executives. Many sales leaders agree that sales role specialization is the best way to […]