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Inside Sales Tactics

Jenna Cronin

Jenna Cronin
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Recent Posts

As a company who teaches sales people to conduct better prospecting and outreach, we’re always curious to see the approaches sellers take when prospecting into OUR company. We recently agreed to meet with a local telecom...

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...

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.

Every year, more and more sales people assert that the phone is an outdated way to communicate with prospects.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

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...

The 12 Pains of Lead Gen

by Jenna Cronin on Mon, Dec 21, 2015

Nothing gets me more in the spirit than holiday music. My go-to Pandora station in December is “Swingin’ Christmas” which features the likes of Bing Crosby, Dean Martin and Nat King Cole. This year, however, I unearthed...

Whenever sales leaders tell me they are planning their sales kickoff (SKO) or annual sales meeting, my first question is, “what’s the purpose of the meeting?” To be more specific, nearly all meetings serve to do one of...

Lead Qualification is a difficult job. When we’re following up on leads, we feel more comfortable talking to our prospect. Makes sense, because there’s an action on their part to which our call is anchored. So, why do we...

“John isn’t available right now, so send your information to me and I’ll share it with him.” I wish I could tally up the amount of times I’ve heard that line in my sales career.