Cold Emails are Essential To Sales Cold emails and sales go together like peanut butter and jelly. In fact, it’s nearly impossible to have one without the other. Cold emails serve as an excellent starting point for any sales process, and can make a great introduction that gets any deal started in the right direction. […]

Building a good sales cadence or sales sequence by following strong sales cadence examples can make your sales team more productive and enforce the use of best practices in your team’s selling efforts. 42% of sales reps find prospecting to be the most challenging part of the sales process, according to HubSpot. With a strong […]

It’s difficult to keep pace with the whirlwind changes that are transforming sales processes each year. New sales acceleration tools and controversial selling methodologies (The Challenger Sale comes to mind) have made the sales profession radically different from when I took my first inside sales job seven years ago. Back then I didn’t even have a CRM […]

From day one, our Intelligent Dialer for Salesforce has offered automatic Salesforce call logging. This has saved our customers a lot of time and headaches (trust me – logging calls manually is always expected, and never fun). But we also know that today’s SDRs, inbound sales reps and account executives don’t just talk to prospects on […]

Autodialers should be dead to anyone in sales. As in, left for debt-collectors, scammers, and telemarketers. If you’ve spent any amount of time in sales you have heard  the age-old rule – “it’s a numbers game”. If you make enough calls, you’ll eventually connect, fill your pipeline, hit your goals, and generate revenue. Here is […]

The average NBA player is 6 foot 7 inches and the typical NFL wide receiver can run a 40-yard dash in 4.48 seconds. While being tall or fast doesn’t necessarily qualify you to play professional sports, the basic skills and qualities are part of a foundation that makes these athletes successful. The same goes for […]

What is warm calling? Warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. Warm leads can be defined as prospects that have previously engaged with your company in a meaningful […]

When is the last time that you made a purchase on a whim? This past weekend, I decided to go to a really fancy brunch with two of my friends. When the check came, it was about 5 times the price of what I would normally spend on brunch. It was a splurge, to be sure, but […]

I’ve been hearing more and more sales leaders discussing the importance of sales enablement lately. Sure, hiring the right inside sales reps will always be important. But I think that more sales organizations are starting to get hip to the fact that—in this highly competitive market—sales talent alone isn’t close to enough. Beyond talent, hustle and other […]

Dynamic phone number insertion (DNI) is a process that marketers use to measure the impact of digital efforts on  inbound phone calls. When a lead clicks though to your site from any advertisement, DNI technology displays a number that’s unique to the specific search engine, web page, keyword or other source. By tracking call tracking […]

There are many professions that review footage of themselves during practice or after competitions. Professional athletes review game footage, musicians listen to recordings of themselves, actors re-watch their reels, pilots check their simulations… the list goes on and on. As a sales rep, you should do the same thing every single time you lose a […]

Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with your marketing team, your sales pipeline delivers contacts from your marketing team to sales development reps, who turn them into […]