Category Archives: inside sales

Collaborative Selling in the Channel

By Robert Lesser | Published October 31, 2011

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling A small number of technology companies initiate all outbound calling internally.  Once qualified, the tech vendor will pass the leads to partners [...]

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The Moment of Truth for Sales

By Robert Lesser | Published September 2, 2010

The moment of truth arrives when a prospect is engaged in a meaningful interaction with your organization. For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. For sales, it is the sales conversation: that defining moment when a prospect is engaged, qualified and profiled through a dynamic dialog. [...]

Also posted in B2B marketing, buyer behavior, lead generation, Sales 2.0, SiriusDecisions, telesales | Tagged , , , , , , , , , | 1 Comment

Selling to the Digital B2B Buyer

By Robert Lesser | Published July 22, 2010

The digital world is bringing great change to how buyers wish to interact with B2B sales teams.

Today’s B2B buyer prefers online communication for a variety of reasons explained in this post.

Also posted in buyer behavior, outbound marketing, Sales 2.0, sales enablement, telesales | Tagged , , , , | 8 Comments