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Inside Sales Tactics

Anyone who’s ever gotten married will agree; the preparations leading up to the big day are a blur. Extended family, comprehensive planning and growing expenses all contribute to the madness. It’s also not uncommon to...

If you’ve ever been in a Geometry class, you probably learned that the shortest distance between two points is a straight line. If you’ve ever tried to prospect C-level executives by phone, you know that the reality often...

On every cold call, BDAs compete against a well-established stereotype: pushy, annoying sales people who always seem to ring at the worst possible time. This widely held view of telemarketers is an injustice to skilled...

When sales are slow or new opportunities in the funnel are low, many sales leaders scratch their heads. “We have a rich compensation plan and a differentiated service, so why isn’t my team killing it?” they say.

Sales coaching is nothing new – sales leaders have been sharing skills and best practices with their teams for years. However, as the sales landscape has become more focused on technology, efficiency and metrics, there...

It shouldn’t be a surprise that the business development team at Funnel Clarity follows the research and best practices taught in our training courses. This research involved analyzing more than 100,000 calls made by...

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Every year, more and more sales people assert that the phone is an outdated way to communicate with prospects.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...