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Category: Execution

How to Build a High Velocity Sales Team: Campaign Design and Evaluation (Part 3)

[This article is part of a multi-blog series on how to build a high velocity sales team. View Part 1 and Part 2 here. To the view the original 5-part webinar training series on how to build a high velocity sales team, conducted...

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How to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 2)

The Importance of Contact Time and How to Close a Deal In continuing with the theme (from a previous  blog) of common mistakes sales reps make that result in lost sales, here are 2 more examples of common mistakes and how to...

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Building a Productive Sales Department: Equality of Lead Distribution and The Impossible Sales Trinity

One of our customers approached us with a dilemma they were facing: “Our reps are assigned to regions and we only have a few setters who set appointments for all the reps. We prioritize the leads we want our setters to call....

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A Common Mistake from a VP of Sales

I have been selling for many years. As the VP of Sales at InsideSales.com, I do not usually give demos of our PowerDialer for SalesForce software. Today, however, I took the opportunity to present to Brian Geery, Interim VP of Sales at Sustainable Minds and a managing partner at Sales Productivity Architects. Brian was a referral from a friend and sales expert, Trish Bertuzzi of the BridgeGroup. I have been evaluating what InsideSales.com can do to improve our game and increase our sales growth in 2012. I figured that doing the demo would not only clear my mind, but also get me close to our product and a prospect.

My demonstration was not as polished as one of my best salespeople, but it lasted the standard 45 minutes, and it covered in content and form, what a standard demo would include. It was also received favorably with the prospect requesting a formal proposal. It is good to know that an old dog still can do a few tricks!

At its conclusion, Brian offered a personal critique. Simply stated, “The demo was good, however, I think you could sell more, faster, if your demonstration was less about what your software does and more about how it solves my problems.” Brian was exactly right!

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