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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:

  1. Introduction | What to Expect in this Post
  2. How Does Lead Response Time Impact Sales?
  3. When It Comes to Inbound Marketing Time is Definitely of the Essence
  4. When to Beef Up on Sales Technology
  5. Why Remodelers Should be Nurturing Leads Rather than eBlasting Them
  6. 7 Reasons You Can’t Afford to Ignore Lead Nurturing
  7. Free Lead Response Management Study

5 Sales Articles for Inside Sales Professionals

 

Introduction | What to Expect in this Post

articles on sales | Must Read Articles for Inside Sales Professionals | Sales Articles

Take a few minutes and scan these motivational sales articles below, listed in no particular order, for any interesting tips or pieces of information that might apply to your sales training and in improving your salesforce knowledge. You might be surprised how much of an impact it could have on your best sales today or your business in general.

1. How Does Lead Response Time Impact Sales? 

Written by Carol Fox and published on Marketo, this article states that if sales reps are waiting even an hour to contact and qualify their leads, the chance of sales success is dramatically lower than if the salesperson would have called immediately.

In fact, the odds of communicating increase 100 times if the lead is called within the first five minutes rather than 30 minutes. Be persistent and make sure you’re calling leads or potential customers back in a timely manner. This can dramatically increase results.

2. When It Comes to Inbound Marketing Time is Definitely of the Essence

When It Comes to Inbound Marketing Time is Definitely of the Essence | Must Read Articles for Inside Sales Professionals | Sales Articles

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The article written by Steve Olenski and published on Forbes.com talks about how the odds of qualifying a lead decrease 21 times if the first contact is within 30 minutes after the lead is captured by a web form. If you’re taking too long to contact a lead, you are leaving, on average, $200 per lead on the table.

3. When to Beef Up on Sales Technology

Published in GeekBusiness.com, the post discusses that when considering adding a sales technology solution to your sales team, there are several questions to consider: where are your leads or prospects from? How many calls do you make to people? Are your sales as high as you’d like? Take a step back and ask yourself if implementing a sales automation technology will improve your strategy and increase results.

4. Why Remodelers Should be Nurturing Leads Rather than eBlasting Them

Why Remodelers Should be Nurturing Leads Rather than eBlasting Them | Must Read Articles for Inside Sales Professionals | Sales Articles

The article written by Spencer Powell from TRM Direct says that while many marketers and successful salespeople have fully embraced social media, it’s important that sales and marketing professionals embrace lead nurturing as well. In fact, it’s important to remember that 35% of the sales go to vendors who respond the quickest. If you want customers and leads to purchase from you, consider improving your lead nurturing strategies.

5. 7 Reasons You Can’t Afford to Ignore Lead Nurturing

Why should you invest time in lead nurturing? This post by Sarah Goliger from B2B Bloggers shows that for one, emails sent to further educate leads or potential buyers through nurturing efforts get 4 to 10 times the response rate compared to general email blasts. This, among seven other reasons, could really persuade a sales team to see the value of nurturing leads through the sales process.

 

The knowledge you gain from these five inside sales articles, if implemented, are sure to improve the results of your sales team. Through these articles, you’ll learn how to use this knowledge and apply them in your own sales organization to increase the success rate of getting leads and in selling your product or service. So, start reading these articles on sales now and improve your sales performance in no time.

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Which sales article on this list do you find most helpful for your organization? Let us know in the comments section below.

Up Next: 5 SaaS Sales Principles To Boost Performance

 

Lead Response Management Study | Must Read Articles for Inside Sales Professionals | Sales Articles

Free Lead Response Management Study

Answer the question, “When should companies call Web-generated leads for optimal contact and qualification ratios?”

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Editor’s Note – This post was originally published on October 28, 2012, and has been updated for quality and relevancy.