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You have never been more accessible to your prospects, and vice versa. But do you have the time, skill-set, and resources that you need to optimize your touch-points?
0 comments - Posted by Kathy Tito at 10:23 AM - Categories: Inside Sales Trends | B2B Lead Generation | Social Media for the Complex Sale
As companies align marketing projects with sales strategies, we are seeing a trend in the types of programs that gained popularity in Q4, and are going strong today. The common goal is prospect targeting and qualification. See how companies "spend to save".
Posted by Kathy Tito at 12:18 PM - Categories: Inside Sales Trends | B2B Lead Generation
At this point, “Just Following Up” has become a euphemism for “Are you ready to spend money on me now?” Can you actually bug someone into spending money? Or does the money come after you have proven that your organization can provide the best solution for a defined task at hand? This article explains how you can put yourself in the position to achieve the latter.
0 comments - Posted by Kathy Tito at 5:09 PM - Categories: Inside Sales Trends
Q: How can a third-party firm position my technology offering as well as, or better, than an internal resource during the lead generation process?
A: There are a number of ways that ensure the proper positioning of your offering by an outsourced sales lead development firm. First, it is important to treat your outsourced team as if they are your full-time employees...
0 comments - Posted by Kathy Tito at 2:48 PM - Categories: Inside Sales Trends | Quick Tips for B2B Lead Generation | Ask The Call Center Expert
Consider how you can leverage killer applications on each social media platform. This will help you identify ways that you can leverage each platform for corporate gain. There are a number of killer applications in use today – whether you are hearing about them or not. For example, did you know that there are companies that are increasing the number of listings they have on Google – because they have developed a presence on FaceBook?
Posted by Kathy Tito at 3:44 PM - Categories: Inside Sales Trends | B2B Lead Generation | Social Media for the Complex Sale | Channel Sales Trends
Garth profiles the perfect inside sales person. I would ask you to consider these points when you consider outsourcing your early stage lead generation to an experienced lead generation company such as Call Center Services.
Top of the funnel tasks (like contact verification) can be offshored. Wrong. ... The days of someone named “Mike Smith” with a thick Indian accent asking questions about anything other than where to buy your product are unwelcome in today’s BtoB world.
Inside sales is for entry level employees. Wrong ...With all the information available on the web, your first contact with a potential customer has to be from a person very familiar with the market, the prospect’s company, the seller’s product, etc., or the target simply will not engage.
Lead generation is simply the first stop on a path to outside sales. Wrong... That’s great if you want to run a glorified temp agency with turnover like an LA Starbucks.
Young professionals make the best salespeople. Wrong... See 2 and 3, and factor in that older people have a better sense of what they want to be when they grow up (which seems to be around 40 years old now).
Teams have to be on premise. Every sales manager, particularly ones that follow the above myths (as well as Jigsaw), think that there needs to be a “bullpen” at your office so you can “crack the whip” on your inside teams. Again, particularly in the case of the consultants, there is consensus that quality people make up their own motivation.
Posted by David Belanger at 1:29 PM - Categories: Inside Sales Trends | Channel Sales Trends