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Inside Sales

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April 22, 2012

Trish Bertuzzi and 6 other people answered this question

How do you use Twitter for outbound sales prospecting?

One more thing..I have a client who used this line and I love it! Use social to listen, email to educate and phone to sell. That about sums it up! more

April 20, 2012

Patricia Weber and 10 other people answered this question

When cold calling, how long should you wait before following up with that second call?

Whether in person, online or on the telephone, Follow-up is gauged on two things: the level of prospect you have and their preferred mode of communication.
1a- If you have someone who you can say is a HOT prospect, then within 24 hours is best, ... more

April 3, 2012

Peter Gornell asked a question

Is anyone aware of an inside sales app which can route leads based on the sales team's schedule?

March 12, 2012

nikil123 jagal and 17 other people answered this question at this roundtable

20 Years of Selling—A Discussion of Truth [2/3 @ 11 am]

What skills are essential for success in sales today?

1. Research and prepare. Before you engage with a new customer or a new opportunity "you must be prepared to not be prepared." That is to say, you are so prepared that you are able to be relaxed, open minded, and ready for any path ... more

Marketing Technology

March 4, 2012

Christian Dion and 5 other people answered this question at this roundtable

20 Years of Selling—A Discussion of Truth [2/3 @ 11 am]

I've been hearing a lot about social selling lately- do you see this becoming a main practice for sales reps?

To go back to your original question, I think it is like asking if the internet will be around in a few years...The importance of this growing channel to influence the relationship building/selling process is huge! But yes it depends on many factors that were ... more

Marketing Technology

March 1, 2012

Jacques Werth and 1 other person answered this question at this roundtable

Power of “Face-to-Face” in a Technology World [1/24 @ 11 am]

How have you adapted your sales strategies to meet the changing demands of what buyers want?

Prospects buy in their own time, for their own reasons. They seldom buy when you need to make a sale. Therefore, it is important to call them frequently.
Offer prospects what you are selling and ask them if it's what they want. If they say ... more

Feb. 27, 2012

Christopher Walkey and 8 other people answered this question

Have you made a sale using social media? Tell us your success stories!

Since returning from working abroad in 2009, I have created 6 companies purely from using social media. One of my businesses now still creates 80% of our new business via our social networking accounts with Twitter and Linkedin being very strong for us. Linkedin has ... more

Feb. 26, 2012

Derek Miller and 6 other people answered this question at this roundtable

Successful Strategies for Prospecting [11/10 @ 12:30 pm]

If cold calling doesn't work anymore why are appointment setting companies so successful?

who said cold calling doesn't work? We prepare that first "phone call" with a creative dimensional mail piece, so when we call we aren't say I am Joe Smith with xyz did you get my brochure, or I am Joe Smith and I am calling ... more

Feb. 21, 2012

nikil123 jagal and 3 other people answered this question

What is the role of a sales development team?

Sales Development is an outbound sales activity that involves performing company research, navigating to key decision-makers, probing for need, generating interest, qualifying and closing on an appointment or demo. Unlike inbound-based roles such as customer service, order-taking, or telemarketing, sales development requires proactive, quota-carrying reps ... more

Sales Development

Feb. 13, 2012

Steven Moody and 4 other people answered this question

Why is it that some sales people say cold calling is dead? If cold calling is really dead, what other means are there for creating leads?

Jeff's "naked" distinction is the best I've seen.
The "cold" in cold calling refers to both the lead not knowing you and you not knowing the lead. New tools like blogging and marketing automation help the lead know you, while other tools like InsideView help ... more

Events

Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
Display Advertising for Brand Awareness June 20 @ 11 am PT

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