3 Reasons to Execute a Calling Campaign at the Top of the Sales Funnel

During your inside sales process, when do you typically make the first call to a prospect? Many organizations, especially those with smaller sales teams, often focus their calling campaigns on prospects who are further through the sales funnel and have expressed serious interest. Initial communication with new prospects is largely done via email. While it’s understandable that inside sales representatives don’t want to spend much time on […]

3 Reasons to Execute a Calling Campaign at the Top of the Sales Funnel 2017-12-13T18:14:12+00:00

Ways to Quickly Engage Prospects During a Sales Call

During a sales call, sales representatives don’t have much time to capture the interest of the prospect on the other end of the line. After all, prospects are busy people and they’ll likely decide in under a minute if they want the conversation to continue or not. That’s why it’s so important for inside sales representatives to carefully craft their call approach in order to quickly engage […]

Ways to Quickly Engage Prospects During a Sales Call 2017-11-22T16:48:49+00:00

How to Build a Targeted Prospect List from a Sales Lead List

Sales lead lists are a great starting point during a calling campaign. However, one of the first goals during the inside sales process is to whittle down a broad list of possible leads into a smaller list of targeted prospects that are the best fit for the products and/or services offered. Here are a few tips for sales representatives to follow in order to turn a sales […]

How to Build a Targeted Prospect List from a Sales Lead List 2017-11-16T17:21:24+00:00

Considering Outsourcing Inside Sales? 4 Reasons to Do It

It’s a common quandary for small to medium sized B2B businesses. You know that you need to keep your sales pipeline full and spend time not only generating leads, but also qualifying them and nurturing them, yet you don’t have an in-house team that can handle it all. Maybe you don’t even have an in-house sales team at all. In these cases, it often makes sense to […]

Considering Outsourcing Inside Sales? 4 Reasons to Do It 2017-11-07T20:11:24+00:00