The ability to track sales metrics and KPIs is the closest thing that sales leaders get to having a crystal ball. The right metrics can instantly reveal which reps are most active, which are most efficient and which need additional coaching in order to hit goals. But beyond merely revealing insight into reps’ performance, tracking […]
What is the best time to make sales calls? We mined the 2019 call data from millions of sales calls to uncover which times of day are ideal for key sales activities, including the best time to make cold calls. The data in this post is based on connection rates – the percentage of all […]
There’s an ongoing debate about whether or not cold calling is dead. Regardless of what you’ve read or heard elsewhere, the truth is cold calling is alive and well. A recent study revealed that 71% of buyers want to hear from sellers when looking for new ideas to improve their business. In the same study, […]
Outsourcing part of the sales development role to an agent-assisted dialing service may not be as advantageous as expected. Not all software and technology are a good fit for all businesses. It depends on the sales cycle and the type of product being sold. With claims of 125 dials and 7-10 conversations per rep per […]
Update published 7/27/2018: Ringless voicemail is officially declared a “call” that falls under TCPA regulations according to the recent ruling of Saunders v. Dyck O’Neal. U.S. District Judge Gordon J. Quist is the first federal judge to declare ringless voicemail as a “call.” Click here to read the full opinion and ruling.   You may have […]
Sales prospecting is a challenge. Most salespeople aren’t very good at it. Why? Because they haven’t cultivated the right habits. Masterful sales prospecting skills can take years to develop. But the truth is that by nurturing some simple habits you can fast-track your path to prospecting success. To develop new habits, you must make a commitment […]
The world’s most successful sales managers have something crucial in common. They make highly intelligent revenue predictions. Sure, nearly all sales managers track some sales metrics, but the truth is most inside sales leaders just aren’t going far enough. When it comes to data-based sales coaching, you need to go beyond tracking basic outbound sales […]
Sales acceleration technology is a category of software that’s designed to maximize sales revenue by driving sales efficiencies and improving sales effectiveness. This involves not only automating sales processes, but also increasing the velocity of sales by helping reps identify the best prospects, connect with them more successfully and have more intelligent conversations during the […]
This guest post was authored by John Barrows (Owner, jbarrows.com, which features a wide variety of awesome sales training resources).  Marketing automation is starting to come upstream really fast and eat away at the value sales reps provide. Couple this with the amount of information customers have access to and you’re starting to see the […]
Salespeople must first consider themselves in the prospect’s shoes. When you have purchase authority in your organization, and the marketplace is made aware, you receive solicitation calls and emails throughout your day, every day. Those who differentiate themselves by messaging you the right way, at the right time, with the right information are the ones […]
Let me ask a question that I hope you can answer honestly. How much time are you really spending personalizing each sales email you send? If you’ve been noticing a drop in email response rates (or if they were never exactly soaring to begin with), you’re not alone. Across the board, sales reps are having […]
There are so many factors that go into managing a sales development team. You need the right reps, a solid strategy and a repeatable sales process. However, one of the most important things that sales leaders need is insight into their SDRs’ activities. It seems simple enough, but unless you’re tracking the right data points […]