It’s simple. Make a list of the questions your customers ask you during sales appointments. These are the topics they are most interested in. These are the topics they are most likely to do a Google search upon. And these are the topics that they will click through in your email newsletters.
Many people underestimate the level of effort required to build a Highly Successful Inside Sales Team. There is much more to Inside Sales than hiring some lower paid reps and connecting a phone system. To get the most out of your Inside Sales organization requires optimizing every aspect of the operation. In my last post I started a list of the Eight Habits of Highly Successful Inside Sales teams. In this post I will finish the list with the last four habits.
Inside Sales has become a critical component of the sales and marketing strategy for all high tech companies. Many companies are using Inside Sales to generate leads for their field organizations. Others use Inside Sales to not only find deals, but also close smaller sized deals. But there is more to Inside Sales than hiring some lower paid reps and connecting a phone system. To get the most out of your Inside Sales organization requires optimizing every aspect of the operation – from recruiting to reporting. Below are eight strategies I have observed Highly Successful Inside Sales organizations utilizing.
Growth hacking continues to be a focus of many of the world’s fastest growing companies. But most of the case studies on growth hacking are focused on demand generation and quickly ramping revenue. But I have encountered many companies recently that also have a strong focus on building their brand awareness. Most of these companies want to build a brand in a short period of time with a relatively low budget. In other words they want to hack their brand.
Your company is working on a major upgrade to your cloud platform. The development team comes to you with a request for a cool project name. What do you choose? Most companies choose well known cloud formations such as Nimbus or Cirrus for their project names. If you have a Weather Channel junkie on your marketing team you might even pick something more risky like Stratus. No one ever seems to pick Cumulus. I guess big and puffy are not the adjectives most people want for their high tech cloud platform. But surely there are better names to choose from than Nimbus or Cirrus.