models, metrics, and motions

Inside Sales Experts Blog

Inside Sales Experts Blog


Lead Response Arms Race: Ready, Fire, Aim.

Posted by Trish Bertuzzi on Thu, Oct 02, 2014

Lead response time is a hot topic lately.

Companies have published research highlighting findings such as ‘calling inbound leads in under a minute delivers 3-4X conversion rates’ and ‘calling within 5 minutes vs. 30 minutes drops the odds of qualifying by 21X.’

I believe those studies are well done and their findings are true. But the question remains: for those of us with fairly complex B2B sales processes, do they matter

My hypothesis is that contact and conversion rates rarely equal quality of conversation (and ultimately revenue). I see two big problems in our rush to make contact.

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Topics: inside sales strategy, technology

Rethinking Sales Territories

Posted by Trish Bertuzzi on Thu, Jun 13, 2013

I consider myself a fairly traditional Sales Manager – in that I generally don’t think “new” equates to “better.”

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Topics: inside sales strategy, target marketing, executive interview

Outbound Prospecting: by the numbers [New research]

Posted by Matt Bertuzzi on Thu, Apr 04, 2013

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Topics: cold calling, inside sales strategy, metrics

How to Treat Your Sales Hiring Like the NFL Draft

Posted by Janet Stucchi on Wed, Sep 12, 2012

Now that football season is upon us, I was thinking back to 3 days in April: the 2012 NFL Draft.

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Topics: inside sales strategy, inside sales hiring

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