Posts Tagged ‘Lead Management’
How Inside Sales Reps Turn Sales Inputs into Valuable Sales Outputs
At XANT we like to measure progress. If you look in our salesroom, there is a constant feed of appointments, dials and contacts to track the progress of each individual salesperson. We even added a recruiting metrics TV in our admin department, and now everyone knows how our recruiters are meeting their goals. Tracking progression…
Read MoreInside Sales Training: How Do You Define a Lead?
How do you define a lead? From a marketing perspective, I would define a lead as someone who is interested in a product and submits their contact information to receive additional information or a sales call. Thomas Oldroyd, Senior Director of Marketing at XANT, took this a step further and defined a Marketing Qualified Lead…
Read MoreThree XANT Executives Nominated for SLMA Award
Three XANT executives, Dave Elkington, CEO and Founder of XANT; Ken Krogue, President and Co-founder; and Michael Critchfield, VP of Sales, are in the running for the Sales Lead Management Association (SLMA) award for the 2012 ‘50 Most Influential in Sales Lead Management’. Registration and voting are free, so what are you afraid of? If…
Read MoreThe #1 Way to Increase Sales Revenue – Sales Reps Take Note
I’m a marketer at www.insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals. The Goal of Inbound Marketers First, let me say that I like my job and I take it seriously. I strongly feel the need to produce more leads for sales.…
Read MoreHow to Close Sales: 6 Annoying Sales Tactics to Avoid
You get on the phone, dial the number, and wait. What comes next can either be a flop or a gold mine for you. But, have you ever wonder if your sales tactics could come across as annoying when it comes to your sales pitch? Well, a group of people over on LinkedIn in The…
Read MoreForbes.com: The Black Hole that Executives Don’t Know About
Ken Krogue blogs about the black hole that executives rarely know about (or choose to ignore) on Forbes.com. According to Ken, and multiple research studies conducted by XANT, 71 percent of leads generated from the Internet are never contacted! Ken provides some basic actions and metrics that CEOs can use to investigate and compare how…
Read MoreOutside vs. Inside Sales: How to Best Improve Lead Management
The inside sales industry is increasingly gaining recognition for its efficiency in responding to leads and lead management. Last week, I was interviewed for the Sales Lead Management Association (SLMA) radio show (podcast) to share my vision of how inside sales fits in with the rest of the sales and lead response industry. If you…
Read MoreHow to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 2)
The Importance of Contact Time and How to Close a Deal In continuing with the theme (from a previous blog) of common mistakes sales reps make that result in lost sales, here are 2 more examples of common mistakes and how to avoid them. Reason #3: The sales rep is probably not asking for the…
Read MoreFitting in with Inside Sales as an Outsider
I was drawn to apply for the education specialist position at XANT because the job description included writing. As a recent graduate from a journalism program, I was intrigued by a writing position within a sales organization. “What could these telemarketers possibly need from my skillset?” I asked myself. Clearly I wouldn’t be in my usual…
Read MoreHow to Write an Inside Sales Script
Making that first call on a hot lead is huge. It can make or break a sale. Ken Krogue, our President and co-founder with over 20 years of experience in the industry, thinks it’s so important that he spoke for an hour about it in our weekly company meeting. Below is his six step sequence…
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