What is the Definition of Inside Sales? The definition of inside sales refers to any type of sales that are handled remotely. Over the past decade, inside sales has come to be the dominant sales model for reps in B2B, tech, SaaS, and a variety of B2C industries selling high-ticket items. An inside sales model […]
There are many methods of communication in a sales rep’s toolkit. There are emails, texts, LinkedIn messages, and more, but nothing works quite like a phone call. Phone conversations the best way to engage with a prospect and elicit immediate results. Emails, texts, and so on are far too easily put-off, saved for later, ignored, […]
The Importance of Local Caller ID When our phones ring and we see a toll-free number or unfamiliar area code, the first thought we all have is it an unwanted sales call. That’s why calls from local phone numbers tend to have much higher answer and conversion rates. In fact, studies have found that people […]
Context for Sales Conversations For sales managers with Salesforce, lead status can only tell you so much about about the state of the prospect interaction. When you need real insights into a relationship with a contact, the progress of a discussion, or where things left off, you have to read the call notes. The call […]
Successful inside sales reps find themselves wearing many hats. During prospecting you take on the role of a private investigator. When sending follow-up emails, you must weigh each word carefully like a poet. But the best sales reps are also much like behavioral psychologists, acquiring data about the way prospects operate and searching for patterns. […]
Many inside sales reps at B2B companies are regularly faced with the daunting task of calling a list of leads that haven’t been touched in a while. Anyone who has worked their way down a calling list is no stranger to the click of a phone hanging up, followed by the “dialtone of death.” But […]
Despite analyst predictions that it would be extinct by now, the outbound sales campaign is alive and well. According to BridgeGroup, inside sales jobs – sometimes called “sales lead generation” jobs – are up by 54%. You didn’t really think that all those inside sales reps were taking inbound calls all day, did you?  Well, they […]