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Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


How to Lose a Sale in 3 Emails

Posted by Trish Bertuzzi on Tue, Nov 27, 2012

If you’ve read this blog for any period of time, you know my thoughts on Sales Reps using email as the primary vehicle for communicating with buyers.

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Topics: sales tips, lead qualification

Prospecting Post-Mortem: 23 Sales Processes Reviewed

Posted by Matt Bertuzzi on Tue, Apr 26, 2011

Having Sales Reps prospect me is one of the most eye opening parts of my job.

Being a quant type of guy (nerd might fit too), I decided to track & categorize the sales processes that Reps have put me through over the last few weeks.

Here’s what I saw:

23 sales processes
13 sent a single email
6 added 1 call to the email
2 executed a generic 3+ touch process
2 executed 4+ touches (and sounded like they knew about my concerns & day-to-day role)

By my math, that's a less than 9% of Reps doing something more than drive-by prospecting. This left me wondering, what is it that drives 1 Rep to commit to a process – where 9 others fall short?

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Topics: sales process, lead generation, lead qualification

Lead Nurturing is Coming of Age: But Where to Start?

Posted by Trish Bertuzzi on Wed, Dec 01, 2010

This is a guest post by Henry Bruce, the founder of Rock Annand Group, a client acquisition strategy consulting firm focused on the B2B software industry. 


Since 3 out of 4 new leads generated end up buying at some point in the next 18-24 months (according to MarketingSherpa), lead nurturing is no longer a wish-list program, but a competitive necessity. But for most B2B marketers, figuring where to start is always a daunting task.

To make matters worse, many approaches tend to over-complicate things. Marketers develop complex multi-touch campaigns that overwhelm their opt-in audience with too many communications and too many messages. Buyers become not only confused but suffer from subscriber fatigue.

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Topics: lead generation, lead qualification

Survey Invite: Feedback on Marketing Generated Leads

Posted by Matt Bertuzzi on Thu, Nov 04, 2010

I am very excited to launch our How Sales Representatives View Marketing Generated Leads survey in partnership with VorsightBP.

For Sales Reps

I want to invite the Sales Reps among us to participate in the 90 second, 12 question survey. One lucky participant will win an Apple iPad (1 winner to be drawn). 


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Topics: inside sales management, lead qualification

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