Posts Tagged ‘CRM’
Inside Sales Reps: Knowledge is PowerDialer!
You and I have heard, many times, the old adage “Knowledge is Power!” We can’t argue with the truth inherent in this statement. Education is key to personal and financial growth. There are those who, lacking a college education or degree, have earned comfortable livings and even amassed wealth. However, these people also tout ongoing…
Read MoreWhy You Should Purchase Lists – The Benefits Outweigh The Cost!
Stop resisting and avoiding the inevitable! It’s a proven fact that if you want to grow, and wring the most value out of your sales reps’ time, you need to be purchasing lists. It is the fastest, most efficient way to get more leads. Chances are you already know the negatives for buying a list…
Read MoreCRM Adoption – Why Some Inside Sales Reps Don’t Fully Utilize a CRM
Leads are fickle things. Who of us hasn’t been on that call when things went south? Why are leads so hard to convert to sales? There have been many studies that talk about that, but I wanted to talk about the nitty-gritty reasons why we often don’t get the results we expect; CRM adoption. The…
Read MoreWhat is Inside Sales – Vocab Definitions to Know
Here at the Insider, we understand that for new followers some of the words we use might go completely over your head – especially for some of you newbies. So to help out in understanding what we are writing about we have created a list of 10 words we use everyday with short explanations of…
Read MoreVendors Don’t Decide What’s “Good Enough”
A couple of weeks ago, we showed a client an early beta mockup of a custom development project we were doing for them. It was a big project, and it was taking quite a bit development resources (read: time) to complete. The client’s feedback was, shall we say, “pointed” (though not unfair, and certainly relevant).…
Read More“The Best Laid Plans” – An Apology for Screwing Up Yesterday
The power of automation, as most of us have discovered, is a two-edged sword. When set up properly, automation is leverage for the work you already do, multiplying results. When set up incorrectly, it multiplies your mistakes in the same way and occasionally causes you to “auger in.” So in the interest of honesty, we…
Read MoreLead Nurturing and Lead Scoring – A Critical Link
On a recent guest post at the Bridge Group’s blog, author Henry Bruce brings up some research by Marketing Sherpa that states that 75% of all sales leads generated are going to buy at some point in the next 18-24 months.
Think about that for a minute.
A. Only 1 in 4 leads is ever totally non-productive. They may not convert now, or in the time frame the rep wants, but contrary to popular belief, it’s relatively rare for a sales lead to be total garbage. 75% of the active leads in our CRM systems RIGHT NOW are going to buy a product or service in our sector from somebody, somewhere in the next two years. So why not from you/me/us, if we’re the right fit?
B. It also seems to indicate that the need to intelligently score leads is now more critical than ever to prevent waste. 18-24 months is a long time, and no sales rep in their right mind is going to try and keep a prospect “on the hook” for a year-and-a-half. If they’re not buying now, stop wasting effort, the thought process goes, and use a long-term lead nurturing strategy . . . .
Read MoreLooking Backwards and Forwards From 2011: Predictive Sales Intelligence Will Redefine CRM and the Sales Process
One of the problems we all have with technology is that we soon forget that what is now commonplace was once rare or non-existent. New technologies penetrate the market so rapidly that total market transformations can occur in the space of under three years (and some might say even less). It’s barely been a decade…
Read MoreSales 2.0 and a Dead Canadian
“Our Age of Anxiety is, in great part, the result of trying to do today’s job with yesterday’s tools and yesterday’s concepts.” -Marshall McLuhan
New Year’s Eve, 2010, will mark 30-year anniversary of the passing away of someone you’ve probably never heard of, a scholar by the name of Marshall McLuhan.
Many academics consider McLuhan, a Canadian who taught the majority of his life at the University of Toronto, to be one of the foremost pioneers in the study of media and communications, and the effects of media technologies on the social and cultural makeup of society.
The concept of “the global village”—an always-on, totally connected society, linked by electricity and wires to move information—was first posited by Marshall McLuhan in 1961, 30+ years before the public Internet and World Wide Web would make his vision a reality . . . .
Read MoreThe Prospect’s Process is in Charge – A Sales Pop Quiz
If you’re not on a call with a prospect or client RIGHT NOW, put down the phone, and stop what you’re doing. And get off Facebook and quit fiddling with your iPhone too. Pop Quiz, hotshot. Here’s the rules: Without looking at your CRM system, think of your highest-probability deal in the pipeline right now,…
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