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.
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