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Written by: Jeff Kalter

According to a study by the American Association of Inside Sales Professionals, the top inside sales challenge is training and development. As a result, almost half (45.7%) are increasing their internal training programs.


Training, however, can be a daunting task. After all, inside sales training should be at least as thorough as training for field reps and probably more so. That’s because inside salespeople need the same skills and expertise as road warriors, plus they have additional challenges because they are not face-to-face with the customer.


For example, it’s harder to establish rapport with someone when you are not sitting across the desk from them and cannot make eye contact. Likewise, it may be more challenging to understand the lay of the land within a corporation. After all, the rep can’t see whether they are talking with someone in a cubicle or corner office.


Here are some key skills and areas you need to train your inside sales people on so they can do their jobs with the ease and confidence that leads to sales success. 

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Written by: Sabrina Ferraioli

It seems like you put endless amounts of time and energy into generating leads. But to what effect? Too many of them turn into dead ends.

It’s not surprising that you’re frustrated. Your leads should be converting at higher rates. And while you’re upset that your company’s salespeople aren’t squeezing the most out of each lead, they’re complaining about quality.

Perhaps your reps are working hard, but they simply don’t know enough about the science of sales conversations. What works? What fails?

Thankfully, because of Big Data, the answers to these questions are becoming clearer. It’s revealing the secrets of top performing sales reps. In fact, the self-learning conversation analytics engine Gong has analyzed hundreds of thousands of sales calls to determine how calls that convert differ from average calls.

Here are some of the fun facts they discovered: 

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Written by: Jeff Kalter

“Our research shows that inside sales roles are growing 15X faster than outside sales.” — Mary Shea of Forrester Research.

If you’re managing B2B sales, you’re likely either expanding your in-house sales team or seeking to grow it by outsourcing some or all of the function. Much of the tremendous growth spurt of the inside sales function is due to technology which has enabled reps to be productive without the cost of face-to-face meetings. So, whether you’re using internal or external resources, understanding the technologies that provide the foundation for success is essential.

As a telemarketing company that serves B2B organizations, we know the ins and outs of technology. After all, our success depends on it. So to save you some time when assembling your technology stack, here’s an inside look at what works for us. 

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Written by: Jeff Kalter

The field sales person used to be a lone ranger. He operated beyond the walls of the corporation, with his own schedule and tactics. Yes, he’d call in once in a while for help from customer service and marketing, but his efforts were not part of a finely orchestrated sales strategy.

Today the tides have turned. Technology has enabled inside sales people to be more efficient and successful in working with prospects and customers. CRM keeps the sales process organized, the Internet provides ready access to research, emails and social media aid in communication and online meetings can often achieve as much as the face-to-face alternative.

At the same time, field sales people earn 12-18% more than inside sales people. Plus, there are associated costs of travel and downtime while en route to the next client. Therefore, it’s not surprising that inside sales is growing at an average rate of 7.5% a year while outside sales is barely holding its own with an average increase of 0.5% a year.

That, of course, brings up the question of how to integrate inside sales with field sales to get the best of both worlds. After all, despite all the efficiencies of an inside sales team, there is still something incredibly powerful about face-to-face meetings.
Here are some insights to help you maximize sales results:

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Written by: Wolfram van Wezel

“Succeeding in business is all about making connections.” — Richard Branson

When you bake a chocolate cake, missing one ingredient can lead to disaster. Without baking powder, it goes flat. Without the sugar, it’s bitter. The same applies to the outreach tactics for account-based marketing. When you mix them together, they all work harder. I’ve previously written about two ingredients for successful account-based marketing — phone calls and personal emails. Today, let’s dig into the third — social media. How do you leverage social platforms the right way?

You have to approach social media outreach carefully because, contrary to some beliefs, it is not advertising. It’s more like an ongoing business networking event that you can attend at your convenience.

It’s helpful to think about business functions where you meet in person. Have you ever been to one where someone has approached you to sell you their product or service? How did you react? If you’re like most people, you probably excused yourself to make an emergency trip to the hors d’oeuvres table, ending the conversation as quickly as possible. 

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Written by: Jeff Kalter

The Need for B2B Prospect Research

The more you can personalize your communications with B2B prospects, the greater your competitive advantage. Because of this, marketers and salespeople are scrambling to learn more about their prospects than ever before, including everything from firmographics to insights on individual personalities.






To communicate in a way that’s relevant, you need to dig deep to understand:

  • The market in which target accounts operate
  • Company growth, profitability and strategies
  • Buying team structure and key players
  • Your business’s connections to the account. Has anyone in your organization interacted with the account in the past? Do you have any links to them based on education, employment history, interests or group memberships?
  • Which accounts are sending signals online or offline that they intend to buy?
  • How can I best communicate with prospects based on their personalities?

But how can you do the research efficiently and effectively?

Written by: Wolfram van Wezel

As the account-based marketing (ABM) phenomenon gathers steam, sales and marketing professionals need to add the human touch to their communications. After all, ABM is all about communicating with individual prospects or accounts as a market. Last time, I wrote about how to craft outbound calls for ABM. Now, let’s move on to emails.

Because executives are deluged with emails that clamor for their attention, communicating via email marketing to large groups is no longer as effective as it was in the past. To cut through the clutter and get attention, emails must be personal and relevant. These emails must feel like they are written by one person to another. There’s no need for fancy designs and images that involve HTML code because plain text is as personal as it gets. 

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Written by: Sabrina Ferraioli

Are you ready to increase sales close rates? If so, you may not need to invest in the latest technology, hone your sales techniques or take a new marketing strategy for a spin. Instead, boosting close rates could be as simple as helping your salespeople to rediscover the basics: Putting customer interests first, listening actively and empathizing with their concerns.

  1. Put Customer Interests First

    The Go-Giverby Bob Burg and John David Mann tells the story of Joe, an ambitious go-getter who works at a breakneck pace trying to make his quota. But despite his efforts, things aren’t working out.

    In his frustration, he seeks the advice of a successful mentor, Pindar, who immediately agrees to meet with him. Joe, of course, is somewhat surprised that such an important man would make time for him. It turns out, that’s part of the lesson: Help others, and you’ll end up better off yourself. 

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Written by: Wolfram van Wezel

The bane of every sales person’s existence is running into an impasse with a potential customer when they throw an objection in the way. To overcome these hurdles, reps must understand the common framework for diffusing objections and be prepared with well thought out answers to those that your company commonly receives.

The Framework for Diffusing Objections

Let’s suppose your rep has finally connected with a sought after prospect. They’re just seconds into the call when the prospect says, “I already do business with ABC Solutions and love their service, I don’t see a need to look for anyone else.”

That seems like a rather large stumbling block. Nevertheless, it’s not the time to hang up the phone. Here are the steps to take:

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Written by: Wolfram van Wezel

Account-based marketing is becoming a go-to strategy for B2B marketers who want to take control of their outreach (rather than waiting to see who finds them) and shorten their sales cycles. What may be receiving less acclaim, however, is the starring role outbound calls play in executing account-based marketing strategies.

If you’ve done your research correctly and know who to contact, when you make an outbound call, there are two possible results. One, you connect with a decision maker. Two, you end up in voicemail. You need a plan to make the most out of either situation.

Here’s how to craft your message for live calls and voicemails. 

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