How to Be Successful in Inside Sales
As businesses continue to shift towards a more digital landscape, inside sales has become an increasingly popular concept. In contrast to outside sales, which rely on face-to-face interactions with customers, sellers conduct inside sales remotely. They typically are done over the phone or through online communication channels. Inside sales can be a successful strategy […]
The Pros and Cons of Outsourcing Inside Sales
When businesses are looking to grow their sales, one decision they must make is whether to outsource inside sales. Outsourcing inside sales can be a great way to streamline your sales process and free up your internal teams to focus on what they do best. However, there are both pros and cons to outsourcing inside […]
How Investing in Outsourced B2B Lead Generation Can Improve ROI
If you’ve ever considered outsourcing B2B lead generation due to an overburdened sales team, you may be concerned that it isn’t cost effective. However, your current inside sales team is most likely unable to dedicate 100% of their time to outbound calling efforts. This can slow and often fragment the sales process. Sourcing qualified leads […]
3 Common Mistakes When Outsourcing Inside Sales
Every organization desires to see continuous growth. However, not every business has the capacity to handle the opportunities and challenges associated with expansion. As leads pour in, your salespeople might not have the expertise to manage the prospects and convert them to qualified leads. That’s why many businesses opt to outsource inside sales. That said, […]
How Outsourcing to An Experienced Firm Can Help B2B Tech Companies
Lead generation is more important than ever for technology companies in the current business landscape. With the technological advances of recent years, competition in the marketplace has increased exponentially. This has made it more difficult for companies to reach their target audiences. Additionally, many technology products have lengthy sales cycles and can be tricky to […]
How JMS Elite Incorporates 6 Elements of a Trusted and Authentic Brand
The 6 Traits And How JMS Embodies Them Authenticity and trustworthiness are essential elements of any B2B brand. However, these qualities are becoming harder to find, with many companies doing the bare minimum to appear trustworthy. Recently Keith Browning posted a blog on LinkedIn Marketing, outlining these traits as essential parts of an authentic and reliable […]
Why Preparation Is Key to a Successful Call
Sales calls are the lifeblood of any enterprise that engages in complex B2B sales. And while meaningful interactions initiated by your teleprospecting team are vitally important when it comes to moving well-qualified leads down your sales funnel and along their path to purchase, true salesmanship is a product of thoroughly preparing for calls. Today, we’re […]
Building a Solid Framework for Successful B2B Sales Campaigns
Is traditional selling dead? Business to business models are changing significantly. Gone are the days of just selling products and services. Effective and successful sales teams are more focused on selling solutions to help their clients and prospects. Why the shift? There are higher margins in selling solutions and moving the customer needle towards more […]
3 Ways to Improve Your Calling Skills
Improving your B2B calling skills is a great way to introduce qualified leads into your sales funnel quickly. A successful teleprospector should identify areas for improvement after each sales call – successful or not. Are you or a team member finding it challenging to close sales? Here are three ways to begin the process […]
My 3 Golden Rules for Inbound and Outbound Lead Follow-Up
Lead follow-up is a crucial step in the sales process. A qualified lead can be wasted (and practically handed right over to the competition) if it is left to linger on the vine. Inbound and outbound leads are generated differently, so the rules for follow-up will vary slightly. The basic principles are the same, but […]
How Do You Properly Qualify a Lead?
“LEAD” – an opportunity to present your business solution to a qualified and interested party. –JM Lead Qualification for Teleprospecting How do you properly qualify a B2B lead, whether for your own business or as a part of an outsourced lead generation team? Assuming that you have been able to get the attention of a […]
3 Business Problems Solved by Outsourcing Your Outbound B2B Cold Calling
1. You’re experiencing a high employee turnover rate. Turnover is disruptive and will slow down production. Whether you are experiencing frequent staffing changes or having difficulty finding experienced inside sales or business development representatives to add to your team, a high turnover rate will cost you. Time spent on unresolved personnel issues and additional training is time […]
Telemarketing or Teleprospecting for B2B Lead Generation?
Learn the difference between these two sales techniques and why one is the better choice for B2B lead generation. It’s possible that you have seen these terms used interchangeably and think that because they both involve calling prospects to generate leads, that they are the same. There is a big difference between the two. […]
B2B Lead Generation – Three Elements of a Successful Sales Call
“Promise to think only the best, to work only for the best, and to expect only the best from yourself and others.” -John Wooden What are the essential elements that make a teleprospecting call successful? If you’re having real conversations and meaningful interactions with your prospects, then every call is going to […]