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Sales Call Tactics – The Medium Controls the Message
20th century Canadian scholar and media theorist Marshall McLuhan once stated that when it comes to communication, "The medium is the message." In his mind, it was not always the content of the message...
View ArticleOptimal Metrics for Lead Generation
Driving performance requires accurate and focused measures of performance. This is especially the case for account development and lead generation teams. I have recently been interviewing both...
View ArticleQuantify your Leads to Expand your Sales Pipeline and Increase Sales...
Companies are spending huge amounts of marketing budget on new and innovative tools, techniques, and systems to generate interest in the form of web leads. Ironically, those same companies are using...
View ArticleHow to Build a High Velocity Sales Team: Tools, Training & Technology (Part...
[This article is part of a multi-blog series on how to build a high velocity sales team. Click the following links to view previous blogs: Part 1, Part 2, Part 3, and Part 4- Inbound. To the view the...
View ArticleThe #1 Way to Increase Sales Revenue – Sales Reps Take Note
I’m a marketer at insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals. The Goal of Inbound Marketers First,...
View ArticleInside Sales Reps: Knowledge is PowerDialer!
You and I have heard, many times, the old adage “Knowledge is Power!” We can’t argue with the truth inherent in this statement. Education is key to personal and financial growth. There are those who,...
View ArticleWhy Rumors of Cold Calling’s Demise Are Scandalous Lies
There are some ugly rumors going around, and the only right thing to do is clear the air of all these falsehoods. Cold calling is so not dead. In fact, it’s still alive and kicking. It’s just been...
View Article3 Reasons Your Voicemails Fail and How to Fix Them
“Why do voicemails fail?” This is the question Michael Pedone recently asked his audience at the Inside Sales Virtual Summit. “Not compelling,” “Too easy to screen out” and “People are too busy” were...
View ArticleHow to Use LinkedIn to Make Smarter Sales Calls
Does cold calling still work? It depends how you define it. The original definition of cold calling was reaching out to people you don’t know anything about and trying to sell them something. “Anybody...
View ArticleCold Calling Voicemails: The Good, The Bad and The Ugly
In one of the darkest torture scenes of the classic western, The Good, The Bad and The Ugly, Angel Eyes (The Bad) turns to Blondy (The Good) and drawls, “You’re smart enough to know that talking won’t...
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