No Need for Ninja Skills: Recruiting Inside Sales Reps and Lead Generation Reps on LinkedIn

Even if you’ve never recruited a Sales Rep before, you can follow these basics to find your new Sales Force on LinkedIn. Just as in any field, top Sales and Lead Generation Rep recruiters have mastered advanced tactics that would leave an amateur confounded. Lucky for you, even if you’ve never hired a Sales Person.. read more →

Recruiting Sales Reps – Three Critical Mistakes and How to Avoid Them

Recruiting sales reps is an extremely important step in building any team and mistakes can result in costs in the tens of thousands of dollars and lost productivity when you have to repeat the process.  In an effort to avoid this kind of costly mistake, below you’ll find three critical mistakes that are frequently made.. read more →

Lead Generation Strategies for Inside Sales Managers

So you’re in sales, what’s your lead generation strategy? It’s critically important for inside sales to be tightly tied to lead generation. The Inside Sales Manager should work closely with the lead generation team to set a strategy, manage campaigns, and measure the results. Consider this: Do your reps know what your prospects are currently.. read more →

Primary Market Research Studies–The Key to Revenue and Profitability

Succeeding in an early-stage company means understanding and catering to the ultimate business driver: Customer Pain Over the years, I’ve worked with about 100 startups. I’m still surprised by the number of “build it and they will come” companies who are just hoping the product they’ve developed will connect with customers in a profitable manner… read more →

Changes take time AND repetition – Implement new processes in a way that increases adoption and reduces belly-aching.

Sales Managers love developing new processes (whether they will admit it or not). Maybe it’s the promise of fixing the problems that have plagued you and your group, or the hope of easing frustrations in the foreseeable future. Regardless, new processes make us feel like progress is forthcoming. However, most Sales Reps are resistant to.. read more →

Best Practices: A Day in the Life of a Sales Development Rep

Many SDRs have a hybrid role, with responsibility for following up on inbound leads from Marketing and for doing targeted outbound prospecting. The struggle is balancing their time between the two. Below we have outlined a best practices structure to help SDRs organize their time.   The structure is simple, break down your day into.. read more →

Breaking Through: How to Crack into Any Account

Using LinkedIn to Find Target Prospects Prospecting has changed. There is no denying that the same tried and true methods that worked 3 years ago, have lost their luster. Companies are guarding their employee data like never before, so finding the right person to call is tougher than ever. Gone are the days when you.. read more →

Connecting and Prospecting Tools – How do you choose?

With all the web-based sales tools out there, it’s hard to figure out which ones are most useful for your sales organization.  Some of the organizations we’ve worked with recently are in “tool overload”. They’ve embraced sales tools, but with so many point solutions, their Reps are spending all their time surfing from one tool.. read more →

Reinforcing The Basics – How To Be Successful in Inside Sales

Everyone wants to know how to be successful in inside sales.  And in a world of on-demand tools and automation, it’s easy for Sales Reps to get overwhelmed and lose sight of the most basic fundamentals for success. It’s our job as Sales Managers to help our Reps sort through all of the tools and.. read more →