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 →

Why the Definition of a Qualified Sales Lead is Critical to Your Career Success

Why is This Important: The definition of a Qualified Sales Lead is a critical part of your Marketing and Sales Engine. The overall goal of the Lead Generation Team is to produce Qualified Sales Leads for both the Inside Sales Force and the Field Sales Force.  An Annoyed CEO: I was consulting with one company where Marketing.. read more →

Decision: A Consultant vs. A Director To Build Your Inside Sales Team?

Introduction: In this blog, I’ll point out the pros and cons of hiring a Consultant as the Acting Director versus a Director (employee) to build and manage your Sales Development Team or your Inside Sales Team. Let me start out by saying that I am a Consultant, and I am brought in many times as the.. read more →

The 10 Steps to Turnaround a Weak Performing Lead Generation Team

If you have a weak performing Lead Generation Team, below are the 10 most important things to do to implement a turnaround. Lead Generation Teams are also known as Sales Development Teams, Lead Development Teams, or Lead Qualification Teams. (See our earlier blog on Confusing Terms: Lead Generation vs. Inside Sales.) The goal of this group.. read more →

The 3 Worst Mistakes In Recruiting A Director of Lead Generation or Inside Sales

Recruiting the Director of your Lead Generation Team or your Inside Sales Team is a very critical and difficult process. This Director will manage the group that builds your critical sales pipeline and Inside Sales revenue channel. Below are the 3 worst mistakes we’ve seen companies make in hiring this Director. Unfortunately, if you make.. read more →

How To Sell Your Product If It’s a Vitamin and Not A Pain-Killer

Pain-killer Vs. Vitamin   In general, your product falls into one of two categories. Either it is a pain-killer that solves a very critical business pain, need, or crisis for your prospect. Or it is a vitamin that doesn’t really solve any major pain or crisis, but is a nice-to-have and is just a better way.. read more →

Personal Perceived Risk: The Hidden Sales Objection That Will Cause You To Lose The Sale

The Personal Perceived Risk of Buying Your Solution: The hidden sales objection that will almost always cause you to lose your sale, if it is not addressed, is your prospect’s Personal Perceived Risk of going with you and your solution. This is the prospect’s fear that IF he/she does select you, your company and your solution, his/her.. read more →

Confusing Terms: Lead Generation vs. Inside Sales

Introduction:  In working with many clients, prospects, and industry leaders, I see much confusion about terms surrounding Lead Generation Teams, Inside Sales Teams, and Telesales Teams. There are many terms, and people actually interpret and use them differently. So, in this blog, I’d like to provide my definitions and clarifications around these functions based on.. read more →

Consider this: Why Field Sales Reps Should Never Prospect

Let’s face it, most Field Sales Reps do a lousy job of prospecting -they dislike doing it, they are lousy at it, and they are way too expensive a resource to be doing it.   In talking with CEOs and VPs of Sales, one of the biggest challenges they express is the inability to consistently.. 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 →