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Posted by Debbie Boucher on Thu, Sep 18, 2008
During my career in sales, I've done both inside sales and business development. What's the difference? With inside sales, I was responsible for my own destiny (i.e., closing deals, carrying quota). In business development, I sold as part of a team, typically partnered with field sales (aka outside sales) and a sales engineer.
Topics: sales tips, best practices, inside sales motivation
Posted by Debbie Boucher on Fri, Sep 05, 2008
Topics: sales tips, inside sales tips
Posted by Debbie Boucher on Tue, Aug 12, 2008
Requesting referrals from clients/prospects is critically important when sales prospecting. Referrals will increase your pipeline and establish credibility with prospects. You are significantly more likely to get a call back when you leave a voicemail stating that "So-and-so from XYZ Company suggested I call you about our solution."
Topics: sales tips, best practices, sales techniques
Posted by Debbie Boucher on Thu, Jul 17, 2008
Effective objection handling is a key skill for any sales person. One of the most common objections heard on a daily basis is the dreaded "I don't have any budget". In a tight economy, this objection is being used even more frequently.
Topics: sales tips, inside sales tips
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