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Inside Sales Lead Management Featured Articles

Finding: Personal Connection Matters in Sales Calls
New research has shown that a mere five minutes of preparation can help boost success with sales calls, yet four out of five prospective customers says it appears that callers haven't bothered to do their homework.

No Surprise: Great Salespeople are Made, Not Born
In the world of sales management, it would be great if you could build a sales force of all ringers: those super-focused individuals who seem to instinctively know how to close a sale. Unfortunately, this isn't possible.

Focused on New Customers? Don't Ignore the Existing Ones
While every sales team should keep an eye on the ultimate goal of filling the sales pipeline with new business, another equally important goal shouldn't be ignored: cross-selling and up-selling to existing accounts.

New Lead Generation: Critical to Sales Success
Leads are the lifeblood of sales, yet so many of us do not actively look for -- and cultivate -- new leads. Yet by not generating new leads, we're shooting ourselves in the foot.

Lessons of 'March Madness' Keep Sales Efforts in Focus
What do basketball and inside sales lead management have in common? For some, the former is an opportunity to procrastinate on the latter when the NCAA March Madness takes hold.

Video Showcase

Featured Whitepapers

9 Essential Productivity Tools for Inside Sales Teams

9 Essential Productivity Tools for Inside Sales Teams
In 2011, inside sales eclipsed outside sales by an astounding 300 percent (source: InsightSquared.com), and became the dominant means of business development.

4 Ways Queue-Based Lead Management Is Shaping The Inside Sales Industry

4 Ways Queue-Based Lead Management Is Shaping The Inside Sales Industry
What is inside sales? It's sometimes defined as "remote selling," "virtual sales," and even "sales in the cloud."

Want to Make More Sales? Make More Sales Calls.

Want to Make More Sales? Make More Sales Calls.
It sounds simple. Hire some salespeople, give them each a telephone and the revenue will magically appear, right?
At least that’s what a lot of companies think.

Featured Case Studies

Lead Generation Case Study

Lead Generation Case Study
An outsourced business development firm needed a cloud-based prospecting software and appointment setting to increase the functionality and flexibility of its agents.

Call Center Case Study

Call Center Case Study
A Call Center and Appointment Setting Company in Seattle was experiencing technical glitches and poor customer service from their existing call center software provider.

Telemarketing Services Company Case Study

Telemarketing Services Company Case Study
A Canadian business development firm was using a homegrown solution and needed a cloud-based telemarketing software to manage lead generation and appointment setting.