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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


Scoring our 2011 Inside Sales Predictions [for golf lovers]

Posted by Trish Bertuzzi on Thu, Jan 12, 2012

It’s 2012 and high time to revisit 9 predictions that Laurie Page and I made early in 2011. I thought it might be interesting to see how well we did.

We’ll be scoring our predictions like a 9-hole round using this point system:

  • Hole-in-one (1) - when a prediction hits the nail on the head  
  • Birdie (3) - predictions that are in the area, but aren’t quite holes-in-one
  • Bogey (5) - those that landed near the truth, but missed par
  • Snowman (8) - those that just didn't come close
  1. No longer will the Inside Sales Rep be a “jack of all trades”. Roles will be clearly defined and measured based on specific desired outcomes.

    Segmentation/specialization is still a hot topic. We are seeing some hesitance on the part of smaller organizations to specialize but, for those that have adopted the strategy, specialization often leads to dramatically increased productivity.
    Score: Birdie

  2. Data will become an integral component for predicting the likelihood of Inside Sales success. No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets.

    I actually think this problem got worse last year. People will invest in everything but data. If you got something wrong 30% every time you tried it, wouldn’t you look for a better way? Well, at least 30% of your database is bad and your sales and marketing teams have to work with it … not good!
    Score: Snowman

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Topics: inside sales management, inside sales strategy, technology

5 Steps to Twitter for Sales

Posted by Trish Bertuzzi on Fri, Dec 02, 2011

This is a guest post from Matt Heinz, President of Heinz Marketing a Seattle based marketing agency focused on sales acceleration. I saw this piece he had written on how to use Twitter asked if we could share it. I hope you find it interesting and useful.  Enjoy!

PS – I’ll save you some time… if your buyers are not on Twitter (and many of them are not) you can sally forth and do meaningful work or read on for future reference.  


Twitter will never be confused with a direct response channel, but it’s still a proven and measurable tool for finding and engaging more prospects. Below are five specific tips to start finding more opportunities via Twitter. 

1. Follow your prospects

Create private lists of your prospects in Twitter, and follow them via segmented columns in HootSuite, Tweetdeck or some other tool. If you want to stay more “stealth” until you're ready to reach out and engage, you can add prospects to a Twitter list without actually following them but either way, knowing what your prospects are thinking and saying will help you: get to know them better, learn quickly what their priorities are and give you plenty of opportunities to engage at the beginning of their buying cycle.

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Topics: technology, sales techniques

Thank You for Calling the Sales Prevention Department

Posted by Janet Stucchi on Fri, Oct 21, 2011

Your Reps are spending significant time, effort & energy trying to speak with prospects live.

When the great miracle happens and a prospect tries to call your Sales Line, are you making it easy for them? Are you sure?

Many companies have a department they’re not even aware of – Sales Prevention. It’s comprised of delightfully polite, yet ultimately rage-inducing auto attendant that prevent Prospects from reaching your Sales Reps.

The good news is that there’s a way to downsize the Sales Prevention Department. Here’s how:

  • Dial the phone numbers listed on your website, booth, cut sheets, etc.
    Make sure you call the main line and the sales line (if they’re separate). This will help you understand the prospect’s experience.
    How quickly is the phone answered, if at all? If you have an auto attendant, is the Sales option 1st, 2nd,  6th? Is the prospect forced to listen to a commercial before you provide them with routing options? 
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Topics: best practices, technology

Remote Call Coaching - Never Been Easier!

Posted by Cindy Littlefield on Thu, Jul 07, 2011

Today, Inside Sales leaders are increasingly facing the challenge of managing remote teams. Technology is making managing easier, but coaching remains a challenge.

Many first-line managers wonder:

How in the world am I going coach and mentor my team if I’m not sitting next to them, or in the same city or time zone for that matter?

Just the other day I saw this question on the AA-ISP message board:

I'm home based with an inside sales team out of one of our offices 2000 miles away. I'm not able to listen in on their calls unless we conference call. Is there a SaaS solution that we can use so that I can virtually "Y-jack"?

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Topics: inside sales management, technology

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