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Inside Sales Tactics

Most people would agree that the sales world changes often. A big part of this is due to our close relationship with innovative technology. I’ve been in Inside Sales for five years, and in that short time I’ve seen...

Every year, more and more sales people assert that the phone is an outdated way to communicate with prospects. With the abundance of technological tools available to sellers, such as social media and research firms, it...

Every quarter, sales organizations make revenue forecasts that are overly focused on their own internal sales process. As Funnel Clarity Founder and Managing Partner Tom Snyder explains, by focusing more closely on the...

Role specialization is a growing trend in the sales world.  Within the past few years, sales leaders realized isolating that top of funnel activities into a separate role allows sellers to focus on closing.

These top of...

If you’re selling a new technology or an innovative product, there can be many advantages. For example, your company is typically on the cutting edge. It’s not likely that you have many competitors, and your product has...

In my career, I’ve been through thousands of product demos on both sides; presenter and prospect. I’ve experienced a potential client share my enthusiasm for a product solution creating the “demo high”, and I’ve also sat...

 

In the heyday of the bag-carrying salesman, conversation between seller and buyer was a given.  Before 1988, even Power Point didn’t exist.  As a result, sales training was all about “the pitch.”  It tended to work...

My co-author Brian Burns recently had a podcast that really hit home on an important issue:  the power of change.  Brian focused on three magic words that can make a huge difference in your sales efforts…“things have...

Did you know that generating 100% improvement in sales performance can be achieved by almost any sales organization and it can be achieved within a 120-day period?  Sounds impossible doesn’t it?  Would you be surprised to...

As a marketing professional, I'm relentlessly curious about the best time to send my email campaigns. With the average business person sending or receiving 112 emails per day, it’s hard to get people’s attention if you...