InsideSales.com
InsideSales.com
Blog Post
  • Social selling in B2B is no longer a novel concept. LinkedIn statistics show that 78% of social sellers outsell professionals who don’t use this medium to engage with their prospects and have a higher chance of reaching their quota. However, new social selling technology has evolved and now has the potential to disrupt social selling […] The post How Artificial Intelligence is Changing B2B Social ...

InsideSales.com
InsideSales.com
Blog Post
  • Artificial Intelligence (AI) can boost local economies by up to 26 percent by 2030, shows a recent PriceWasterHouseCooper report. The report adds that the potential contribution to the global economies of AI technology could be up to $15.7 trillion dollars. Of the $15.7 tr estimated contribution, $6.6 trillion is likely to come from increased productivity […] The post PwC: Artificial Intelligence ...

InsideSales.com
InsideSales.com
YouTube Video
  • If you’re not using Analytics and AI in your sales tech stack today, you’re falling behind the times and behind your competition. Most high-performing companies are already using advanced analytics for lead scoring, forecasting, and amazing productivity increases. Over 1/2 (57 percent) of sales organizations feel that they don’t make proper use of advanced analytics. To truly harness the power o...

InsideSales.com
InsideSales.com
Blog Post
  • Cold calling still works, and this was the subject of a heated debate we had with Mario Martinez from Vengreso. During our webinar, we discussed which method is better to build quality pipeline fast: cold calling vs digital prospecting via social media, email or LinkedIn. Things got a bit heated, so we decided to put […] The post How We Built $1.6m in Pipeline Just By Cold Calling appeared first o...

InsideSales.com
InsideSales.com
Blog Post
  • Advanced analytics can be an important piece of the revenue puzzle in B2B sales organizations.A closer look at those who are succeeding in creating high-performing sales organizations shows that 53 percent rate themselves as effective users of analytics, according to a survey of over 1,000 organizations by McKinsey & Company. However, there’s a lot of complexity […] The post McKinsey & Company: Us...

InsideSales.com
InsideSales.com
Blog Post
  • Cold calling? You probably don’t get very far into your call when you hear your first objection. At this point in the conversation, the prospect starts to blow you off for a variety of reasons: not enough time, not enough interest, not enough money, etc. Most people think you need a different answer for each […] The post Overcoming Cold Calling Objections appeared first on The Sales Insider.

InsideSales.com
InsideSales.com
Blog Post
  • Half of the objections you get in a sales conversation are not real– they are simply the customer’s way of testing you out and buying time to make a decision, says Jason McElhone, director of inside sales at MarketSource. In a webinar hosted by InsideSales.com, Jason covered how to overcome objections and how to phrase […] The post Half of All Objections Are Not Real – How to Break Barriers and Ge...

InsideSales.com
InsideSales.com
YouTube Video
  • Cold calling for a living? You probably don’t get very far into your call when you hear your first objection. At this point in the conversation, the prospect starts to blow you off for a variety of reasons: not enough time, not enough interest, not enough money, etc. Most people think you need a different answer for each objection, but that’s not true. All you need is a plan or strategy to overco...

InsideSales.com
InsideSales.com
Blog Post
  • Sales can learn a lot from other industries and principles. It turns out that improving sales productivity is very much like a six sigma, lean manufacturing process. In Six Sigma there is a framework called DMAIC that is very applicable in sales as well. The D stands for Define – First define and normalize your […] The post What Sales can Learn from Lean Manufacturing appeared first on The Sales I...

InsideSales.com
InsideSales.com
Blog Post
  • “Shoot for the moon. Even if you miss, you’ll land among the stars.” This familiar adage comes from Norman Vincent Peale, and has been used to inspire and motivate people around the world. Why, then, do salespeople seem to shoot for the clouds and land among the trees? Why are so many calls made and […] The post C-Level Secrets – Tips for Connecting With the Top Brass appeared first on The Sales I...

InsideSales.com
InsideSales.com
Blog Post
  • Cold calling is a tough job, and most seasoned sales professionals can vouch it’s getting harder today than it ever was. Customers are short on time, impatient, and most of all, they have the power to purchase without the help of a sales person. At InsideSales.com, we’ve looked at over one million cold calls to […] The post Free Download: 3 Cold Calling Templates to Get You That Meeting appeared f...

InsideSales.com
InsideSales.com
Blog Post
  • I have mapped the sales process for over 200 companies in my time. And I know you’re going to hate me for this, but what I’ve learned from mapping 200 sales processes is… you have to map your sales process. In all the consulting I’ve done, I’ve only had three companies show me a detailed […] The post Mapping the Sales Process: 6 Steps for Success appeared first on The Sales Insider.

InsideSales.com
InsideSales.com
Blog Post
  • Let me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a […] The post Cold-Calling is NOT Dead: Three Cold-Calling Techniques Guaranteed to Help You Win appeared fi...

InsideSales.com
InsideSales.com
Blog Post
  • InsideSales.com is the new way of selling, said Dave Elkington, CEO of the sales acceleration leader, in an exclusive interview for Martech Series. The CEO and founder of the predictive sales platform explained how Artificial Intelligence is revolutionizing the world of sales and marketing, as the two fields have been greatly disrupted by the advent […] The post Dave Elkington, for Martech Series:...

InsideSales.com
InsideSales.com
Blog Post
  • Cold calling the CEO is the scariest, most intimidating part of sales. In fact, research shows that most sales reps simply shy away from phone calls and prefer to email, because it’s more convenient. Most first contacts happen via email, and most commonly, sales reps will just send one single email before giving up on […] The post Cold Calling the CEO – 7 Tips to Get Your Foot in the Founder’s Doo...

InsideSales.com
InsideSales.com
YouTube Video
  • Let me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a call to a conversation is 6.3%. Not bad. But how can you do it better? Look no further than Jason McE...

InsideSales.com
InsideSales.com
Blog Post
  • The KidsCode program offers a healthy opportunity for employees in the technology field to give back to the communities they come from. Originally founded by InsideSales.com CEO, Dave Elkington, KidsCode now includes five companies that have adopted seven schools in the Utah Valley.  Every Friday, employees spend a few hours with the children teaching a […] The post KidsCode Volunteers: Domo Emplo...

InsideSales.com
InsideSales.com
Blog Post
  • Cold calling is one of the scariest, most intimidating part of sales. Millennials in particular, hate cold calling because they are used to having all information they need online, at their fingertips. They think it’s useless chatter, it’s bothering the customer and not getting them results. The truth is, cold calling still works, with a […] The post Cold Calling Still Works – If You Do It Right a...

InsideSales.com
InsideSales.com
Blog Post
  • Have you tried meditation? Sitting still and thinking about nothing is tough for your mind. It wants to think of everything. All the things you did that day, all the things you didn’t do, all the things you should’ve done – your brain just loves thinking. The problem is all of that thinking fills your […] The post How To Discipline Your Sales Data appeared first on The Sales Insider.

InsideSales.com
InsideSales.com
Blog Post
  • Gone are the days of the simple sale. CRMs, like Salesforce, allow you to document and log key sales information in a world full of complex deal cycles. But you often lack the essential tools to see the big picture, build effective account plans, and operate strategically. To succeed in sales today, you need to […] The post How to 10x Your Sales Productivity by Mapping Your Account Contacts appear...

InsideSales.com
InsideSales.com
Blog Post
  • Customer value strategies are beneficial to both a business and its patrons. It’s a win:win, and you can usually count the return on investment in repeat business or positive reviews. You can create value for your customers by offering excellent and fast service, offering your expertise at no cost, or giving customers an experience to […] The post Creating Value for Customers – 5 Strategies for Va...

InsideSales.com
InsideSales.com
Blog Post
  • Every business in the world creates sales pages, but few of them take the time do it the right way. The words you use and other content such as video or images make up the key ingredients which can either lead to resounding success or absolute failure of your sales page. We’ve made a list […] The post A Complete Guide to Writing a Compelling Sales Page appeared first on The Sales Insider.

InsideSales.com
InsideSales.com
Blog Post
  • Sales is always about giving, rather than getting something. When a sales representative asks for 15 minutes of your time to present his sales pitch, it’s really important that they have something of value to give you in return. And if that something isn’t compelling enough, your sales strategy will tank. At InsideSales.com, we always […] The post Free Download: The Sales Template That Helped Us B...

InsideSales.com
InsideSales.com
Blog Post
  • “What is a variable?” — Some seven or eight hands of keen fifth graders perk up in the air, signaling they have been paying attention. “It’s a string or a number,” says one of the girls. “It varies,” adds another witty one. “How about a loop? Does anybody remember what a loop is?” continues the […] The post KidsCode Expands, Inspiring More Volunteers to Teach Kids How to Code appeared first on The...

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