Category Archives: inside sales

Sales on the Outbound

By Robert Lesser | Published November 25, 2009

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 [...]

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Don’t Let Inside Sales Break the Law

By Robert Lesser | Published October 22, 2009

Are you aware that your inside sales team could be wiretapping? A few weeks ago, my firm was invited by a large California-based tech organization to respond to a telesales RFP. Given the terms & conditions that were included, the client’s legal counsel was involved in the creation of the RFP. Yet, this organization requested [...]

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Sales 2.0 fuels PTC’s SMB Expansion

By Robert Lesser | Published May 27, 2009

As a former paratrooper, Dan Maier’s background has prepared him well for his current assignment: managing a global inside sales team of 75 reps selling a $9,000 solution to hard-hit manufacturers. Dan Maier’s title is as long as it is deep: VP Worldwide Inside Sales & North America Mathcad Sales, PTC (see Dan’s photo on [...]

Also posted in Sales 2.0, Sales 2.0 Conference, SMB | Tagged , , | 1 Comment