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Written by: Jeff Kalter

Recently, I received a call from a talented telemarketer. As a telemarketing professional, I love to challenge the agents who call me, asking tough questions and raising objections. At some point, the rep will usually hesitate or provide a less than perfect answer. However, in this case, every time I posed a question or raised an issue or rebutted a response, she had the textbook answer.

Also, there were no pauses. No ums. No unnecessary words. After a while, I wondered, “Am I talking to a real person or is this a robocall?” To find out, I repeated a question to which I had just received a perfect answer. The telemarketing rep then reiterated the same response word for word.

It was only then that I knew for sure that I had just spent twenty minutes talking to a robot. 

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Written by: Sabrina Ferraioli

Sometimes it’s hard to imagine what the world of B2B business development was like 15 years ago. Many may think telemarketing today is much the same as it’s always been.

It turns out, however, that the old dog of telemarketing can learn new tricks. While inside sales reps’ central communication device is still the phone, they increasingly rely on digital tools for a more holistic approach to lead qualification and B2B business development.

To understand how technology has empowered telemarketers, a little retrospective is in order.

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Written by: Fabiano Desideri

Are you looking for a cookie-cutter inside sales process you can implement in your company without changes? If so, you’ll be disappointed. No such thing exists. That’s because you need to tailor your process to your market, target audience and product or solution.

Most importantly, how you approach the sale has to be in sync with your buyer’s journey. How do they make the buying decision? What questions do they ask along the way? How can you help them choose the right product or solution?

To illustrate an inside sales process, let’s take a fictitious example — a company, Zippy, Inc., which offers a marketing automation solution. 

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Written by: Fabiano Desideri

The date for compliance with the European General Data Protection Regulation (GDPR), May 25, 2018, is approaching fast. Are you ready? Read on to understand what GDPR is, why it exists, how it affects consumers and what marketers and their organizations need to do to abide by it.

What Is the GDPR and Which Companies Need to Comply?

The GDPR requires that all businesses that use European Union (EU) citizens’ personal information, no matter where their headquarters are, must observe privacy regulations related to that data. Given the global nature of most large corporations, it’s likely most need to prepare to fulfill GDPR guidelines now.

GDPR includes rules related to how companies collect and protect personal data. The cost of non-compliance is up to four percent of an enterprise’s worldwide revenues or 20 million Euros, whichever is higher. Clearly, non-compliance can have damaging effects on an organization’s bottom line. 

Written by: Jeff Kalter

In the early 1900s Henry Ford pioneered mass production of automobiles. He divided the roles of workers so that they each specialized in one aspect of production, thus increasing productivity and lowering costs.

Similarly, companies now seek to bring efficiencies to their lead management and sales processes. The purpose is to close more deals faster and more cost-effectively. Just as Ford used specialization on the manufacturing floor, sales and marketing leaders are learning the value divvying up sales roles to achieve higher revenues.

There are two reasons why narrowly defining your sales roles can increase your success. First, each sales associate is empowered to become an expert in their more focused position. Second, different sales functions require unique skills and personality characteristics. If you split up the responsibilities, you can hire people who are most likely to succeed in each specialty. 

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Written by: Sabrina Ferraioli

How many connections do your company’s employees have on LinkedIn? How many followers does your LinkedIn company page or Twitter feed have? It’s easy to get excited as these numbers build, but does it really matter?

Yes and no.

It matters because more connections and followers can result in an increased number of leads and ultimately boost revenues. However, the sad reality is there’s no guarantee that social media buzz will transform magically into qualified leads.

So how do you transform online followings and social activity into bottom-line results? You need to integrate your social media marketing initiatives into your lead generation process. 

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Written by: Jeff Kalter

Unless they filled in a form on one of your organization’s landing pages or called your sales department, it used to be impossible to identify who was in the market for products and services your company offers.

But of all the people looking for a solution like yours, how many actually give you a direct signal of interest?

Sadly, the leads you receive are likely the tip of the iceberg; a large majority of the market remains hidden from view. That’s because many potential buyers may not find your site or leave before registering for your latest e-book. If you sell technology products or solutions, however, your prospects probably seek information on third-party publisher and review sites.

Wouldn’t you like to know who the rest of these people are? 

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Written by: Sabrina Ferraioli

In my last post, The Causes and Ramifications of Your Inside Sales Turnover Problem, I outlined why so many companies are facing constant churn among their phone agents. The issue is driven by the challenging nature of the job, the rush to hire and fill positions quickly and the intense competition for qualified personnel. Given the lengthy time to hire a new rep and bring them up to speed (from nine months to well over a year), it’s a costly problem.

But have you ever considered how this issue impacts your bottom line? Have you had the time to slow down and think about new ways to solve it?

If not, read on. 

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Written by: Sabrina Ferraioli

You’re constantly battling with the revolving door of inside salespeople. You feel as if you’re always recruiting, hiring, training and then seeing the fruits of your labor walk out the door. It’s frustrating.

It may make you feel better to know that with turnover rates for telephone agents at 20 percent, you have plenty of company. But that doesn’t solve it. Understanding what drives the flux in inside sales is the first step in finding the solution which, so far, has eluded you.

The three primary drivers of the turnover issue include: 

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Written by: Jeff Kalter

Sometimes you or your reps end a call with a prospect or customer and just wonder, “What went wrong?” If that has ever happened to you (and it’s probably happened to anyone who has ever made a sales call), keep the following tips in mind.

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