The other piece I enjoyed was meeting folks from competing company. Henry Glickel, BAO's top recruiter, presented on best practices for Inside Sales Recruiting. Hiring and creating good talent was a comon theme during the event, and Henry's take on it ensures steady and talented inside sales professionals. Having read their Sales Tips Blog for quite some time, it was very informative to listen to co-founder, Steve Richard present his tips on how to become a power cold calling machine. This week I presented at the AA-ISP Leadership Summit in Minneapolis. MORE >>

During the session, we connected with the Chief Information Security Officer of an extremely large pharmaceutical company. would say a majority of insides sales reps may have bailed on this call after the second objection. Don't provide sales drivel in a conversation. Can I line up a conversation between you and Mr. Sales Guy?" " It was impossible to get a conversation going; everybody was talking too much:" How true is this? This, btw, is one of the many benefits of ConnectAndSell. You can train with 5-10 pitches in an hour versus 1 or 2. He kept him talking. MORE >>

Our poll, targeted C and VP level respondents at companies larger than 200 employees: If your company wants to understand a new vendor's offering, do you meet with them yourself or delegate down (Dir/Mgr)? We just sliced the data by title and found that meetings convert to ongoing sales activity slightly more with Dir/Mgr initial engagements, whereas C/VP convert slightly more to nurturing activities. I'm sure there will be plenty of sales execs out there that will have differing opinions to that stat. What makes a sales ready lead ? inside sales sales MORE >>

The Sales Manager is always looking for better performance from a team, and in order to get that, you've got to give a little. Here are four things you, as a Sales Manager, need to give your team if you want to get more production out of them: 1. That's what having impossible sales goals are like. Putting goals that make our reps stretch, not snap, is one way Sales Manager can motivate their teams. You don't want to lose sales reps that may have great potential because they aren't there now , and you've just torn them a new one because of x, y, and z. MORE >>

Most sales people today have found that using LinkedIn as a research tool to identify specific prospects has been a fantastic way to find the needle in a haystack of potential leads. Once there, find a contact with a similar title/company -- In this case, Gerardo (hard to see). Now while remembering the title/company of the prospect you want "Research Engineer Intern at VW Electronics Research Lab", click on the name of the person with the most similar title/company that we found above, Gerardo. Just three more clicks. So Tanya, expect my call. MORE >>