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Chris Snell

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Inside Sales Manager, The Marketplace, Care.com

534 points

Chris Snell recommends this answer by Matt Heinz

Oct. 24, 2011

What successful metrics should I use to manage my inside sales reps?

Sales.
Everything else is a means to an ends. If your inside reps are responsible for closed business, they're measured by closed business. If they're primarily appointment-setters, they're measured by setting appointments (and also by how many of those appointments convert to closed business).
Below is a ... more

Inside Sales Metrics

Inside Sales Reps

Inside Sales Resources

Chris Snell recommends this answer by Joe Surprenant

Sept. 28, 2011

As a sales rep, what gets you through a day full of rejections?

The 1 "yes" you get after 50 "no's". It may not be that day but it will be the next. Keep at it and as Trish says, "no's" are just stepping stones to find the perfect "yes." more

Sales Management

Chris Snell and 3 other people answered this question

Sept. 19, 2011

Inside sales training: How long should it take for an inside sales rep to make calls?

Great question, Craig!
I think Rick really nails it when he says, "there's really no way to give a definitive answer without knowing the industry and the product line." It's so true. It all depends on what you're selling and how experienced/inexperienced your reps are. I ... more

Lead Generation

Chris Snell and 1 other person answered this question

July 22, 2011

Sales: When pursuing a prospect, do you ever send a "cold" calendar invite?

Great question Craig!
I have had my teams use that tactic and it's worked very well for them. They've edited the invite to include wording apologizing for being so bold, but expressing a desire to speak with the prospect for only 10 - 15 minutes of ... more

Chris Snell recommends this answer by Trish Bertuzzi

July 13, 2011

What outbound phone techniques do you use today that you used 10 years ago?

Still passionate about what I am selling, still interested in the buyer and their business, still try to add value in every interaction. Like a fine wine, the intricacies of sound outbound calling get better with age and experience...... more

B2B Marketing Week

Chris Snell and 38 other people answered this question

May 27, 2011

How long does it take you to write a blog post?

Oh dude...hours. It takes me HOURS to write a blog post. If you asked my blog how long it takes me to write a blog post? Sadly, he'd answer "Months."
On a really good day, I'd get an idea in the morning...write down the idea and ... more

Online Marketing

Chris Snell recommends this comment by Don Perkins

May 27, 2011

Tell me about the implications

@Matt makes a great point about the individual stakeholders and their desired outcomes. Sales is a thinking game as much as a listening game. In an enterprise sale there could be 15 or 20 stakeholders, all with separate agendas, all with the potential to become ... more

Btob Telemarketing

Chris Snell recommends this answer by Laney Pilpel

May 13, 2011

What's the one thing I can start doing TODAY to improve my sales performance?

It seems simple, but make the extra effort to stay late and make a few extra sales calls after 5:30pm. I work closely with a business development rep that stayed late last week even though she was above her numbers and could have easily gone ... more

Sales Management

Sales Performance

Chris Snell recommends this answer by Craig Ferrara

April 26, 2011

What are the top warning signs that an inside sales rep is burned out?

Some great suggestions.
Here are few others-
1)Not proactively soliciting feedback-
If they care enough about the job, they will want to know what they can do to get better.
2)Reacting poorly to constructive criticism-
Defensive teleprospectors are not fun to manage. As much as we try to encourage ... more

Inside Sales Reps

Sales Management

Chris Snell recommends this answer by Tom Scearce

Feb. 3, 2011

What should I do with my industry-specific blog now that I want to create different content?

Oh gosh well, no one else has said, so why not: Funnelholics Anonymous?
Downside - you're still tethered to the funnel. But do we ever really recover from funnelholism?
Upside - large (and growing) potential audience. Possible 501(c)(3) tax status with cash flows easily hidden from ... more

Chris Snell asked a question

Feb. 2, 2011

What metrics should Inside Sales managers track?

Inside Sales Management

Chris Snell asked a question

Feb. 2, 2011

What mistakes do Inside Sales Managers make?

Inside Sales Management

Chris Snell and 1 other person answered this question

Feb. 2, 2011

How many calls a day do you think is a good number for inside sales reps?

Good question here, no doubt.
I think one of the things you have to take into account before determining the number of calls per day an inside rep needs to make is the demand from your market. For example, when I made calls passing qualified ... more

Focus Interactive Summit

Chris Snell asked a question

Jan. 31, 2011

What are your Inside Sales predictions for 2011, and how do we get there?

Inside Sales 2011

Chris Snell asked a question

Jan. 31, 2011

When looking to promote new Inside Sales Managers for 2011, what should we be on the look-out for?

Inside Sales Management

Chris Snell asked a question

Jan. 31, 2011

What can Inside Sales managers do to increase the ramp time it takes to train new hires in 2011?

Inside Sales Management

Chris Snell asked a question

Jan. 31, 2011

What are going to be the hot training topics for Inside Sales teams in 2011?

Inside Sales Training

Chris Snell asked a question

Jan. 31, 2011

How do you think Inside Sales can benefit from social media?

Chris Snell asked a question

Jan. 31, 2011

What are the technology trends to look out for in Inside Sales for 2011?

Chris Snell asked a question

Jan. 31, 2011

What did not work so well for Inside Sales in 2010?

Chris Snell asked a question

Jan. 31, 2011

What did Inside Sales do right in 2010?

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