Category Archives: inside sales
The Moment of Truth for Sales
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, Sales 2.0, SiriusDecisions, buyer behavior, lead generation, telesales
Tagged B2B marketing, field sales, Forrester, hybrid sales, IDC, inside sales, McKinsey, SaaS, sales, sales conversation
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Selling to the Digital B2B Buyer
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 Sales 2.0, buyer behavior, outbound marketing, sales enablement, telesales
Tagged David Skok, Facebook, Jill Konrath, LinkedIn, Steven Woods
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Sales on the Outbound
This is the third in a series of posts discussing the role of outbound lead generation in the marketing mix. In my first post, I described five buyer types that are best reached through outbound sales and marketing. Then I reviewed the benefits that accrue to marketing from outbound marketing: ROI, market insight and a [...]
Also posted in inbound marketing, sales
Tagged lead generation, marketing, outbound marketing, sales
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