I met today with a potential client and specifically with their product marketing team. The comment that summarized the meeting was “can we justify the spend to Sr. Management even though we believe your services are High Value.” This struck me as an interesting comment and from a sales perspective you could interpret many different meanings, ... Read more … [High Value Tactic: Appointment Setting]

Being primarily an inside sales organization built to help marketing and sales professionals achieve their goals of driving more revenue through qualified pipeline development, I can’t help but be totally confused on how B2B marketing service providers present themselves still even in this economic downturn. Many firms that we talk to, run ... Read more … [The discounting of a particular strategy or service over another……NOT SO FAST!]

I think hiring and setting the appropriate expectations up front and specifically hiring to the desired sales skill set is extremely important.Many organizations start reps in an inside role with the desire to quickly move them to an external direct sales role. Most people in my experience struggle to execute the multitude of sales skills ... Read more … [I was recently asked about how do you know if a rep should be an inside sales rep or an external direct sales rep or most importantly when do you move them to the other role?]

I recently participated in a Focus.com discussion with a slew of other thought leaders about this very topic. Please check out the report that Focus.com has published.Focus Experts’ Briefing: 8 Signs that an Inside Sales Rep Is Burned Out ... Read more … [Signs of when an inside sales rep is burned out]

I recently watched a very interesting interview with the CEO of Tupperware.  He mentioned that he thought advertising was no longer a key factor in his business. This he mentioned was due to the large direct sales force he has all over the world selling his products. He felt, that people buy from people and more importantly; especially from ... Read more … [What is the current appointment setting output data you have?]