Category Archives: inside sales

Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.

February 24, 2011 – 3:50 pm

I only recently came across the results of research published late last year by Leads360, a leading provider of hosted (SaaS) solutions for managing sales leads. In their August 2010 report, “Building the Optimal Inquiry Response Strategy,” Leads360 use the data collected to make some startling claims, amongst them the following: “The findings of this [...]

By Howard Sewell | Also posted in B2B Marketing, Lead Management, Lead Nurturing, Marketing Automation, Sales 2.0, telemarketing | Tagged , , , , , | Comments (5)

ConnectAndSell: Novel Solution for Increasing Sales Efficiency

April 22, 2009 – 10:51 pm

If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that 70 [...]

By Howard Sewell | Also posted in B2B Marketing, Cold Calling, Demand Generation, Installed Base Marketing, Lead Management, Lead Nurturing, Sales 2.0 | Tagged , , , , , , , | Comments (2)

Increasing the Effectiveness of Inside Sales

October 15, 2008 – 8:13 pm

When I worked at Oracle in the late 80s (sigh), the company was one of the pioneers in the use of telesales for selling high-ticket software, on a large scale, over the telephone. Sally Duby was one of the key executives in that organization’s early success, and is now president of PhoneWorks, a sales strategy [...]

By Howard Sewell | Also posted in Demand Generation, Lead Management, Lead Nurturing, Marketing Automation, telemarketing, telesales | Tagged , , | Comments (1)