Sabrina Ferraioli
The Long-Term Risks of Insourcing Your Inside Sales
If you're considering insourcing your inside sales to save money, you may want to think twice. Why? Because any short-term gains could cost you more in the long run. We're all familiar with outsourcing — the practice of hiring an established third-party workforce to perform...
The Pros and Cons of In-Office and Remote Work Environments for Inside Sales Reps
While technology, comprising everything from laptops and software to bandwidth and the Internet, make remote working easier and more feasible than ever before, it’s taken the COVID-19 pandemic to bring the virtual office into reality. For almost a year, to control the virus, many...
Are You Adapting to Sell Effectively to Millennial B2B Decision Makers
“Life is like riding a bicycle. To keep your balance, you must keep moving.” – Albert Einstein Like it or not, change is a constant. While keeping up with it can be challenging, doing so can be rewarding. In business, change often means embracing the…
How to Increase the Efficiency of Your B2B Inside Sales Team
In 2020, inside sales and professional telesales teams are more than just a nice-to-have component of a sales strategy. They are one of the hottest trends in B2B sales. B2B telesales and inside sales are a force to be reckoned with and are increasingly...
7 Ways to Increase Your B2B Field Salespeople’s Productivity and Success
In the US, the annual full cost of a B2B technology sales rep is around $380,000. That includes everything — base salary, variable compensation, overhead, travel and entertainment. With that level of investment, you need to ensure your field reps are as productive as possible....
5 Noteworthy Books for Improving Inside Sales and B2B Telemarketing Results
The lay of the land for inside sales and B2B telemarketing is continually shifting, so you have to keep up with it. While you can learn much by surfing the web and reading up on the question of the minute, there’s something to be...
9 Inside Sales Tips Proven to Achieve Revenue Growth
If you want to improve your inside sales team’s results, it’s best to try tactics proven by research or your internal metrics to guide your decisions. Here are some inside sales tips based on studies that could help you to crank up your sales...
How to Create Instant Rapport in B2B Phone Sales
They’re zoning out. The prospect’s not engaging with you. You fear this call is going to end before you accomplish anything. It’s not easy when you want to gain the attention of customers and prospects on the phone. They’re staring at seemingly endless to-do...
How to Turn Social Media Buzz into Leads and Revenue
You’ve created some powerful buzz. Your company’s representatives have hundreds of connections on LinkedIn. The number of followers for your LinkedIn company page and Twitter grows every day. And your business’s Facebook page likes...