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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

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I Get Cold Called: Tales from a Marketing Manager

Posted by Matt Bertuzzi on Mon, Aug 04, 2008

I changed careers recently. I went from being a Product Manager for a technology company to a Marketing Manager for a professional services company. One of the immediate "benefits" of my new role was a massive increase in the number of cold calls I receive. Seriously, we are talking a 5x increase. As you would expect, some salespeople I hear from are good, some poor and some rage inducing.
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Topics: sales tips, cold calling

Inbound Leads: Making Your First Impression

Posted by Trish Bertuzzi on Thu, Jul 24, 2008

We all know that we only have one chance to make a first impression and that is especially true in a sales situation. If you are lucky enough to receive an inbound lead...don't blow it.

I recently read a great posting by Keith Rosen on the Sales and Sales Management Blog. Here are 3 excerpts that got me thinking:

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Topics: sales process, sales tips, inside sales tips, lead qualification

Objection Handling: The “No Budget” Objection

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.

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Topics: sales tips, inside sales tips

Rules for Conducting Effective Demos: Part 2

Posted by Laurie Page on Fri, Jul 11, 2008

Here is Part 2 in our series on how to conduct an effective demo.  This segment focuses on how to ensure that the prospect stays engaged in the process. To review the other posts, click the links below:
- Rules for Conducting Effective Demos: Part 1
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Topics: sales tips, inside sales tips, sales demos

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