Tag Archives: telesales

Think Your Inside Sales Team Has it Covered? Think Again.

March 12, 2012 – 9:08 am

I’ve made the case previously in this space how one of the easiest way to gain a quick return from any investment in marketing automation is to apply the technology towards more efficient and systematic follow-up to inbound leads. And yet, I’m finding in the course of our firm’s work that many companies don’t consider [...]

By Howard Sewell | Posted in B2B Marketing, inside sales, Lead Management, Lead Nurturing, Marketing Automation | Also tagged , , , , , , | Comments (1)

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 | Posted in B2B Marketing, Cold Calling, Demand Generation, inside sales, Installed Base Marketing, Lead Management, Lead Nurturing, Sales 2.0 | Also 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 | Posted in Demand Generation, inside sales, Lead Management, Lead Nurturing, Marketing Automation, telemarketing, telesales | Also tagged , | Comments (1)