Stop me if you’ve heard this one before … Your marketers think they’ve crushed it. They just published an ebook that produced 1,000 piping hot leads. They can’t wait to send them to sales. Your sales reps see the leads come across, but rather than gobbling them up, they mostly just grouse about how hard…

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Is your sales team working your Web leads effectively? Your reps probably tell you that they’re milking every lead for all it’s worth. And you have no reason to doubt them, right? Perhaps you should take a closer look at what’s really going on. The truth might just make your head explode.

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Because of our position within the industry, we naturally see hundreds of both successful and unsuccessful inside sales organizations.  As a result, I regularly receive requests to talk with and consult both new and existing companies on how to structure a new inside sales organization.  However, this is not the correct first question.  Instead, you should first ask: “Is inside sales the best…

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Different types of offers that inspire lead engagement can tell you more about a prospective client than most would think. Offers, the third step of the C.L.O.S.E.R. model, come in two different types – tire kickers and buying signals – and each type tells a different story. On any company website, you will find both…

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Technology has trained us to expect things, NOW. When I have a question I’ll Google it and millions of possible answers will be at my fingertips in .27 seconds. I forget that I used to have to go to the library or call a company by looking through the yellow pages. I forgot my cell…

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The web has disrupted everything we know about sales and marketing.  Even the time-honored practice of cold-calling has fallen by the wayside, and face-to-face selling, advertising, yellow pages, and direct mail are limping along.  But in return, the Internet is opening up the greatest opportunities ever available for sales organizations who learn it’s secrets. XANT…

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