1. Lead Nurturing and the Inside Sales / Telesales Role

    We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. We have found a tendency on the part of Inside Sales to conduct their work from what I would term a traditional mindset. In many cases they are actively prospecting for new leads from an unqualified list. They may be qualifying, using a BANT process, opportunities that have been created through marketing programs — something one of my partners refers to as “waterboarding to BANT.” Or, they are actively trying to set appointments for sales reps. Telemarketing Study Results This assessment was verified in a recent article about a study of the top objectives and budget areas for telemarketing organizations. “The most popular objective for telemarketing, according to the research, is ‘generating new leads’, selected by 76 per cent of...
  2. Inside Sales Need Visual Support

    In the B2B complex sale, more selling is occurring over the telephone than ever before. Whether part of a formal inside selling function, or as direct sales people working in the early stages of the customer engagement process, phone meetings and conference calls are the norm, not the exception. Phone-based sellers can dramatically impact their customers and their sales effectiveness by delivering visual support to voice conversations with live web meeting technology. For a decade we’ve heard from companies like Webex and Citrix that web meetings can give sales people a better way to conduct sales meetings without travelling to meet with customers. Well, maybe, but I find myself frequently quoting from Lance Armstrong’s autobiography, “It’s Not About the Bike.” It’s not about the technology. What’s required to make effective use of web conferencing technology by inside sales? Content. Specifically content that supports the conversations sales people have with customers. Without...

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