EP Huddle #55
Inside sales is all about EFFICIENCY. This type of selling is cheaper than employing field sales. It's more dedicated than distribution channels or independent sales consultants, and it's also more effective than selling via marketing channels alone.
The number one quality that separates inside sales from other selling models is the ability for an effective inside sales rep to have a high number of quality conversations each day. This isn't possible with the aforementioned approaches. But, in order to produce these results, it's important for inside sales reps to have high activity and ensure very high quality.
Here are a few tips for achieving this.
As a team:
How can you schedule your sales team's day to get off to a quick start by hitting the phones right away? Figure out how many calls you expect your sales reps to make each day, and make sure they're getting at least 20% finished before moving on to another task. Achieving this small goal will energize their entire day.
Also have your team build a list of positive advocates that they can reach out to when they're feeling down. This list is critical for helping to regain confidence.
EP Huddle #53
Networking is a critical step for any business person, regardless of industry or role. It's a common understanding that people who have connections typically get ahead of those who don't. This is especially true in a sales (or business development) role where relationships drive opportunity.
Many inside sales professionals don't realize the importance of networking. They call on accounts all over the country, so local connections don't seem relevant. And, the modern employee stays at a job for less time than his counterpart did 30 years ago. But, that's why it's so important to always be connecting with other professionals and networking.
Here are a few tips for business networking for those who don't currently emphasize it.
As a team:
How can you become better networkers? Where are the opportunities to meet new people to share ideas, learn more about your potential customer base, and have the opportunity to grow new relationships?
Does your company sponsor or support the growth of its employees? Choose certain events that would seem the most logical and get your team to have a presence. Some will be free and you're only committing time. Others cost money so tracking your return on investment will be important.
You never know what might come of these new relationships.
EP Huddle #50
Engaged Prospect is often asked two questions regarding contact lists and leads. 1) People mistake our work as an inside sales outsourcing company as simply giving our clients a list of contacts that they can call and try to sell to. That's not what we do. Learn More. 2) We're also asked, "how do you get your contact database to prospect for new business for your clients (or for yourselves)?" Here's how.
Building a contact list and finding the right targets is one of the most important things a company can do for its salespeople. Many companies require the sales team builds a list themselves. While this is sometimes the only way to generate new contacts, this activity is also a time commitment that takes salespeople away from having conversations and selling.
Here are six tips for generating contact lists to help drive conversations and new business.
As a team:
Discuss with your marketing and IT teams how you can better develop contact lists for your sales team. Talk with your sales team about their own contact generation. Ask them how much time they're spending "harvesting" leads from online websites. If the answer is more than 10% of their time, you need to implement the above six steps. Too much time away from actual selling is costing your company a lot of money.
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