metrics, trends, and analysis

"Sit" Your Team Up for Success

Posted by Sally Duby on Thu, Sep 10, 2015

You’ve spent hours interviewing, training, and coaching your inside sales team to help them hit their goals. But are you truly ‘sitting’ them up for success?

While open floor-plans in offices are in vogue, we shouldn’t always succumb to every trend. (Clogs, jeggings, mullets… need I say more?)

The New Yorkerin a review of research on this nouveau workplace design, determined that the benefits in building camaraderie simply mask the negative effects on work performance. While employees feel like they’re part of a laid-back, innovative enterprise, the environment ultimately damages workers’ attention spans, productivity, creative thinking, and satisfaction.
  - Lindsey Kaufman, The Washington Post

Inside sales reps, in particular, need to be able to make calls in a calm, quiet and controllable environment. Can you imagine prospecting while 5, 15, or 50 of your closest colleagues hold their own conversations? This makes no sense for those of who make our livings talking and listening for 3+ hours a day.

Take a look at Glassdoor reviews posted by inside sales reps and you'll find

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Topics: inside sales management

Productivity Hack: Customize Chrome Search

Posted by Matt Bertuzzi on Wed, Aug 19, 2015

Our featured author today is Seth M. List, Director Market Development at Umbel. He joins us for the latest installment of the Inside Sales Practioner Series.

Over in the Sales Development Rep Forum on LinkedIn, Trish Bertuzzi recently posed this question:

What are your most effective SDR productivity hacks?

While my hack isn’t explicitly for sales development. It is wonderful nonetheless for Chrome users.

Chrome is awesome for quite a few reasons. As it relates to sales development, sales and/or sales management, this one is my favorite.

In a nutshell, what I’m going to teach you to do is perform Salesforce,
LinkedIn, Wikipedia, Google Drive, Hoovers, and more searches directly
from Chrome’s URL bar using custom keywords.

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Dreamforce ‘15 Sessions: My Top Picks by Role

Posted by Matt Bertuzzi on Tue, Aug 11, 2015

Dreamforce is big. Very big.

Like 68 different sessions before 10AM on Day 1 big.

After a dozen hours of bookmarking, whiteboarding, and calendaring, I've built my agenda. I've also put together a short list of the sessions I'm most looking forward to.

Based on your role, I've created three slideshares:

I've embedded the first two below.

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How SingleHop Fights Customer Churn

Posted by Trish Bertuzzi on Wed, Aug 05, 2015

Our featured author today is TJ Waldorf, Director of Inside Sales at SingleHop. He joins us for the latest installment of the Inside Sales Practioner Series.

For anyone who works in a subscription-based business, where customers pay on a month-to-month basis and can cancel at any time, you know how critical customer retention is.

Through experience, I’ve learned that the ability to regain a customer once they’ve already decided to cancel is extremely difficult. You can throw incentives at them, beg and plead for them to stay, but they’ve likely already moved on.

Here are 3 ways to make sure you minimize the dreaded “I'm canceling” notice:

Get everyone involved

Your customers interact with many areas of your business (sales, support, billing, marketing, etc.) What I’ve found is that many times, your front line staff aren't always attuned to the signs of customer dissatisfaction.

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6 Ideas for Making Your Sales Team Warriors

Posted by Sally Duby on Tue, Jul 07, 2015

For the first time in 40 years, my beloved Golden State Warriors are NBA champions!

While I might attribute this to my lucky socks and pregame ritual, many pundits credit their teamwork. And specifically, their league leading record of assists per game.

"The face of the franchise was Stephen Curry, a point guard who was voted the league’s Most Valuable Player …. a highly aware passer and playmaker (he finished 4th in assists)"
- The Economist

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Topics: inside sales management

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