Free Report
Download from Qvidian
VIDEO: SALES INTELLIGENCE: THE KEY TO SALES ACCELERATION, WITH PRAFUL SAKLANI
How to Create a Killer Sales Playbook
Download Now >
retrieve data when on the phone or computer. He strongly agrees with Gaither and Seley that inside reps must have critical skills, as well. He says, “Listening and discovery
are tougher over the phone be- cause they are based on voice only. Determining prospect personality and where they are in the buying cycle are tougher on the phone with no physical presence. It’s hard to generate emotion over the phone. You must do it with voice. It’s not like face-to-face.”
Calling in outside salespeople is usually better when a product is complex or must be demonstrated and prices are high, but Thoreson says Webcasts may let engineers demonstrate products virtually, after
Inside Sales Resources
ConnectAndSell lets top reps spend time having sales conversations that lead to revenue and gives your second string more “at bats.” Its Coaching Module listens in on calls. Accuvit eliminates data entry and boosts productivity with one-click dialing, leaderboards, and voice-to-text tools. It also eliminates notes, with intelligent reporting and search tools built into Salesforce. Noble Systems offers Unified Customer Interaction Management for multimedia environments and provides information management and functional tools to manage blended voice, email, and Web-based communication. DemoChimp is a Software-as-a-Service solution that automates custom product demos to accelerate sales and personalizes video and documents for each prospect. LiveHive is a content-sharing platform, and its real-time analytics makes it easier for reps to understand prospect
interest and quickly identify who is involved in buying. Conversica intelligently converts leads into sales opportunities with a virtual sales assistant that automatically engages, qualifies, and follows up with leads in natural, two-way email conversations. FantasySalesTeam, developed by sales professionals, enables sales teams to run more engaging and higher- performing sales contests. PeopleLinx automatically prompts sales reps to take the right social actions at the right times, measures the results, distributes content on employee networks, and helps reps network with the right people.
22 | MAY 2015 SELLING POWER © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
an outside rep has broken the ice. He recommends using Web tools when- ever possible in inside sales, and firms should try to personalize relationships between inside reps and prospects as much as possible. Inside reps can use Webcams when the prospect
is online. The rep may not see the prospect, but the prospect can see the rep. That helps develop trust, along with pictures and bios of reps on Websites, which put a face to the voice a prospect hears when contact is made only by phone.
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36