This site uses cookies. Learn more >>

Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


A Brilliant Sales Email [Share this with your team]

Posted by Matt Bertuzzi on Wed, Jul 25, 2012

The other day I received a prospecting email that really impressed me.

The seller, Josh Mellott from Manticore Technology, was putting me through a well-executed prospecting process – combining voice and email touches.

I, like most prospects, was ignoring him. Until he sent me this note: 

Read More

Topics: sales tips, inside sales tips

Can't Get Anyone on the Phone?

Posted by Matt Bertuzzi on Thu, Feb 24, 2011

Yesterday I was extremely lucky to see Steve Richard, Vorsight’s Head Sales Prospecting Trainer, present at the Boston Chapter of the AA-ISP. The topic, "I can't get anyone on the phone" certainly had everyone's attention.

Steve led off with this question:

How many dials does it take your Reps to get 1 connect?

He then shared the following metric from the folks at ConnectAndSell: 22

Based on millions of calls across all industries, and into small, medium & large businesses, the system-wide Connect Rate so far for 2010 is 4.5%. Or 22 dials for 1 connect with the person you are trying to reach.

Steve laid out a series of factors that are contributing to 21 of 22 dials resulting in non-connects. Here are 3 points that really stood out for me:

Read More

Topics: sales tips, lead generation

Sales Productivity Tips in 10 Seconds or Less

Posted by Trish Bertuzzi on Tue, Jul 27, 2010

Being such a fan of twitter (@bridgegroupinc), I thought it would be interesting to ask some fellow “twiteratti” to contribute sales productivity tips.  But, of course they had to do so in 140 characters - or just about 10 seconds - or less!  It was a fun and interesting exercise.

Read More

Topics: sales tips, inside sales strategy

B2B Sales Reps Need to Become Better Marketers

Posted by Trish Bertuzzi on Tue, Feb 23, 2010

This is a guest post by Chad Levitt, author of the New Sales Economy blog that explores using social media, sales 2.0 and inbound marketing as a B2B sales strategy for the Web 2.0 world.

Here are three realities in the B2B Sales profession:

Read More

Topics: sales tips

Get the latest SDR, AE, and CSM insights in your inbox.

We're committed to protecting and respecting your privacy.
By clicking subscribe above, you consent to allow us to store and process the personal information submitted
to provide you the content requested.

What do you think?