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Author: Alex Orton

5 Must Read Articles For Inside Sales Professionals

Looking for sales articles worth reading? As the inside sales industry continues to progress and expand, keeping up on the latest best practices and techniques is highly essential if you want to get the most results from your effort. With that being said, here are the 5 best sales articles that supply the best practices and tips for inside sales professionals. In this article: Introduction | What to Expect in this Post How Does Lead Response Time Impact Sales? When It Comes to Inbound Marketing Time is Definitely of the Essence When to Beef Up on Sales Technology Why Remodelers...

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4 Informative Sales Podcasts for Inside Sales Professionals

Traditionally, podcasts have been used primarily as news, entertainment, and social commentary. But, recently some key players in the sales industry have taken the time to transform their content into valuable podcasts for sales. Why is this helpful? Sales training can be extremely expensive. While nothing truly replaces a one-on-one, personalized training program, podcast are an underutilized resource for gaining quality sales training from industry experts. We went through multiple podcasts related to the marketing and sales industry and found four podcasts that can provide you with the resources to boost your sales. 4 Podcasts for Inside Sales Professionals: 1. Sales and Marketing Alignment This podcast, by Rod Sloane, features interviews with some of the leading professionals in the sales and marketing space. This podcast is beneficial to everyone from a lead generation rep to the VP of Sales. Some past guests of the show include our own Ken Krogue, president and founder of InsideSales.com. Based out of London, the show has an interesting perspective on international sales. 2. Linking Into Sales If interested in learning how to incorporate social media (LinkedIn, Twitter and Google+ primarily), this podcast by Martin Brossman and Greg Hyer is excellent. This is a great resource for sales reps looking for additional sales tools to reach quota (basically every sales rep…) Social selling is turning into quite a lucrative skill to have – if you understand...

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Recession, Social Media, Technology Forever Changed Sales, Say Local Experts

InsideSales.com President Ken Krogue joined a panel of sales experts yesterday at the Great Salt Lake Business Expo in Sandy to discuss “Sales Superstars.” Tyler Dabo, publisher of Utah Business magazine moderated the discussion that also included representatives from salesforce.com, Snapp Conner PR, Griffin Hill, Coldwell Banker Commercial and Kisstixx. Here are some of the topics discussed and what Ken had to say: Where does your business stand now vs. in 2007-08 when the recession hit? “InsideSales.com is at about 14 times more revenue than we were in 2007 and the inside sales industry is the fastest growing segment in all of sales and marketing. Traditional sales slowed to a halt and inside sales grew 15 times faster during those early years right after the crash. A recent study was just done two months ago, and now it’s only growing 300 percent faster. So outside sales is coming back some, but the whole industry of inside sales is still really going crazy.” How do you use social media in sales? “LinkedIn is the most powerful tool ever invented for sales. Look up in LinkedIn what companies a customer knows before you ask them for a referral. That way, when they draw a blank, you can help remind them. That tool changes the world with referrals. You can also go to LinkedIn to find three things in 30 seconds to...

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How to Personalize the Buyer Experience with Sales and Marketing

The three biggest names in marketing, inside sales, and sales intelligence are combining for what they hope to be the world’s largest B2B webinar event. On Thursday, April 25 at Noon Pacific / 3:00 p.m. Eastern, Ralf VonSosen, Head of Marketing for LinkedIn Sales Solution, Ken Krogue, President and co-founder of InsideSales.com, and Mark Roberge, SVP of Sales and Services at HubSpot, will be discussing best practices in attracting the right buyer for your product. According to HubSpot, “66 percent of customers say that relevant communication from sales and marketing plays a critical role in choosing a solution provider.” That’s why both sales and marketing (smarketing) must work together to create targeted messages to attract the correct buyer. Register for the Webinar: [Webinar]: Personalize the Buyer Experience with Sales and Marketing In this webinar, you’ll find out how to: Attract the correct buyer for your product and better target your messaging Align marketing and sales teams to optimize performance Engage effectively with potential buyers throughout the sales process In addition to this webinar, InsideSales.com offers sales webinars focusing on a variety of topics relating to the inside sales and lead generation industries. To access these webinars, visit the InsideSales.com webinars page at www.insidesales.com/webinars. You also may be interested in reading our joint eBook with HubSpot, “HubSpot and InsideSales.com Secrets Revealed.” Free eBook: Secrets Revealed – Master Tactics for Exponential...

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New eBook: Sales Motivation and the Importance of Workplace Gamification

Sales reps are competitive by nature – it’s in their blood. The key is understanding how to channel that competitive spirit and help it contribute to the bottom line. That’s the beauty of gamification. It’s the process of motivating employees by turning work into a game. Charles (Chuck) Coonradt, founder of The Game of Work, Inc., is known as the Grandfather of Gamification. In fact, Ken Krogue, President and co-founder of InsideSales.com, wrote an article on his Forbes.com High Velocity Sales column highlighting Chuck and the work he has done in increasing efficiency and results in employees through workplace gamification. In a new eBook co-written by Ken and Chuck, “How to Use Gamification to Motivate Your Sales Team,” the two thought leaders in the space of sales motivation and gamification share best practices and tips on how to motivate and increase sales performance in employees. According to Chuck, there are 5 motivators of recreation and off the job pursuits: 1)      Feedback 2)      Scorekeeping 3)      Goal Setting 4)      Consistent Coaching 5)      Personal Choice These motivators are found in activities that people do for recreation and fun. To keep your employees interested and motivated, these same motivators should be found in daily work. As a manager, it’s your responsibility to create that environment. “The motivation of recreation drives behavior that we can’t pay people to do,” Chuck wrote in the eBook. “Attitude...

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