5 Ways to Boost the Success of Your Inside Sales Team

Posted by Rachel Brink on Oct 29, 2015 8:54:41 AM

Outbound sales has always been considered a challenging role—but as consumers become more mobile and their expectations continue to rise, sales representatives are finding it increasingly difficult to connect with their target audience. In fact in 2007, it took an average of 3.68 calls to reach a single prospect. Fast forward to today, it takes an astounding 8 attempts to get in front of one—twice as difficult. And for the typical sales rep, only 2% of calls result in an appointment—it can feel like searching for a needle in a haystack. With consumers harder to reach and prospects more challenging to sell, how can one boost the productivity and success of their inside sales team?

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Topics: Inside sales, outbound sales, sales

44% of your Sales Reps are Giving up After 1 Interaction

Posted by Rachel Brink on Jun 19, 2015 8:48:00 AM

Sales has always been equated to a numbers game. But as the number of communication channels continues to rapidly expand, the ease with which agents are able to reach potential prospects has become far more complex. Discover some of the challenges sales representatives and contact centers are facing when it comes to their outbound sales efforts:

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Topics: outbound campaign, outbound call center, sales campaign, outbound sales, sales

5 Tricks to Enhancing Sales Lead Conversions

Posted by Guillaume Seynhaeve on Mar 6, 2015 12:06:50 PM

Despite the advancements in technology, the basics of sales and lead conversions have largely remained untouched. For any sales outreach to succeed you need the following:

  1. Successfully contact the lead.
  2. Provide the prospect a relevant pitch
  3. Nurture the lead through to the close.
  4. Maintain the relationship.

While conceptually simple, the fact remains many will readily attest to the contrary, with the increasing challenge each modern sales rep faces clearly obvious when you consider the following:

  • 80% of sales require 5 follow-up calls after the initial meeting to close
  • The average sales rep spends over 6 hours prospecting for leads.
  • Sales reps average 8 calls per hour to setup just 1 appointment.
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Topics: sales campaign, sales, lead conversion

Attention sales reps, put on your capes

Posted by Kristen Braun on Feb 27, 2015 9:39:21 AM

No matter where we go, we are bombarded by advertisements trying to sell us something. Catchy slogans such as “Just do it” fill billboards and flash across television screens, hoping to garner our attention long enough to make us feel like we need to “Just do it” all the way down to the Nike store on the corner. But the sale is not made simply when you walk in the door, or when you pick up the phone to order online. The steps in between the advertisement and the transaction are the key ingredients to running a successful business, and they are implemented by your sales and customer service reps.

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Topics: customer service, sales

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