There are many reasons why you need to up the motivation for your inside sales team. It could be a summer slump, an overworked team, or you could be in the midst of a crisis, like the global pandemic that hit the world in the Spring of 2020. Sales is stressful in...
Sales Strategy
Worried About Hitting Sales Quotas? Do this with Your Marketing Budget
In mid-March of 2020, the world changed overnight when the COVID-19 novel coronavirus was declared a pandemic. Schools closed, businesses shifted to work-from-home, and what was normal quickly became abnormal. As the dust settled from this rapid change, companies...
7 Best Practices for Phone Prospecting and Sales Appointment Setting
“No one picks up.” “It’s a dead end.” With the rise of data-driven prospecting and digital outreach in the development sphere, a rumor went around that phone prospecting was dead. Yet, successful development teams still leverage phone prospecting for sales appointment...
Insurance and Sales as a Service: Why it Makes Sense
Anyone in the industry will tell you insurance is about relationships. Insurance agents and their clients need to build trust, and that means devoting time and energy to excellent service and fostering connections.With so much time required to foster relationships, it...
Adjusting Your Business Development Plan: Market Outreach, Pipeline Management & Team Training
It’s not uncommon for business development plans to change throughout the year, but 2020 has been an extreme case. For most businesses, Q1 goals and plans are now irrelevant and the future uncertain. As we gain data on the effects of the 2020 COVID-19 pandemic,...
Is Work-from-Home the New Business Development Normal?
In the wake of the 2020 global coronavirus pandemic, thousands of businesses were forced to transition to a work-from-home environment overnight. Some transitioned fairly successfully, while others faced a more chaotic experience. No matter which your business...
Uncertainty and Sales: How is Your Inside Sales Team Holding Up?
“Uncertainty” may be the word of 2020. This year has forced businesses to stop and rethink over and over again, leaving many constantly wondering what may be around the corner. But uncertainty doesn’t necessarily translate to poor outcomes. Though it may be...
Determine Your Re-Opening Business Development Plan with these Five Questions
Businesses across the country are embarking on the re-opening process after the COVID-19 novel coronavirus pandemic shut-down. Whether that means welcoming in customers or bringing employees back to the office, each organization has its unique challenges to consider....
Steps to Increase Sales KPIs: From Setting Indicators to Merging the Sales Gap
Success is sustained growth. But how can you tell whether you’re growing, or not? While revenue tells part of the story, KPIs tell the rest. Key Performance Indicators tell you where you are and help set a map for where you need to go. But to increase KPIs, you need...
The Importance of Discovery: How and Why Inside Sales Relies on It
Asking questions and gathering information is central to responsible, productive decision-making. Whether it’s deciding to take a job offer or looking into buying a new car, we ask questions and gather data to make the best choice. Shouldn’t we put the same...