Accelerate Inside Sales

Why And How To Implement Account Based Sales Development

With all this buzz around Account Based Sales Development (ABSD) lately, I am sure you are already familiar with this term. So to quickly review, ABSD is an integrated approach to prospecting, wherein sales development reps (SDRs) focus on the qualified targeted accounts instead of just approaching to the individual prospects termed as leads.

What is the major reason behind this shift in the sales development process?

Topics: Account Based Sales Development Sales Development

What does Sales Acceleration actually mean?

Sales acceleration technologies have enjoyed a steady rise in popularity among industry leaders over the past few years. 

Companies such as Gartner, Aberdeen and ABI Research have predicted a $30 billion market for sales acceleration technologies by 2017

The numbers are certainly shiny, but what exactly is Sales Acceleration? Going by the conventional definition it is a set of tools that drives and pushes your sales cycle and processes.

Inside Sales Box has something out of the box.

Topics: B2B Sales Inside Sales

How to Be in Sales And Not Be Depressed

There’s not a single job out there in this big, beautiful world which guarantees 100% fulfillment, ecstasy, and is stress-free. But also, this world is your oyster, and it is up to you to find your pearls.

It is easy to give up. Take a moment and soak in your surroundings. Look around. I am sure the guy sitting next to you or the girl sitting across would be equally ‘unhappy’ with something or the other. This is our generation, a generation of wants and needs. This statement becomes especially readworthy and thought provoking when your career starts to put you in a state of jeopardy and lends you dilemma. Inside sales can be a monster, which lives under your bed. Who needs that? We all have enough drama already in our lives. Isn’t it?

Topics: Inside Sales Sales Coaching Sales Development Sales negotiation

6 Advice that One Should Never Follow while Making a Sales Call

Take this script and read it!

“Hi Elena,
This is Austin from XYZ firm.
Hope all is well at your end.
We are into providing health insurance services
Would love to meet for a quick chat.”

Topics: Inside Sales Sales Development

How to Achieve Greater Sales Rep Effectiveness [Infographic]

We all have heard the term work-life balance. How many of us do actually embrace it? Not many I’d say. Another major missing aspect is, the lack of the ability in most of us, including your sales team to keep up with evolving nature of mobile and web technologies and get in ‘more business’.

Privacy has been and will continue to remain a primary concern for most of your buyers. But with the growing advent of mobile technologies, the thin line of demarcation between your sales reps personal lives and how much should they peep in your customer’s is blurring by the hour.

Topics: Inside Sales Sales Coaching Sales Analytics

Top Benefits of Account Based Sales Development

Can you define Sales in a single word? Or may be in a single line?
I bet that you cannot cover all aspect of sales even in a paragraph. Each deal in the pipeline has its own significance and provides the sales rep with galore of strategies to power up their sales process. Effective sales team are high on their sales mettle and have the capability of developing qualified pipeline. They don’t tend to miss out on any of their prospects, rather they go for a sales methodology which is robust and unique in the market.

Topics: Sales Development Sales Prospecting

Inside Sales Box Feature Updates (October'16)


We are back with more amazing features and updates to enhance inside sales teams' productivity and ensure faster deliverability.So, let's discover about the latest updates of this release

Topics: Newsroom Inside Sales Product Updates

6 Deadly Sales Risks That You Should Dodge Anyhow

“Success comes to those who are success conscious.”
-Napolean Hill

The above quote clearly brings out the essence of success in one's life. Most successful people are those who have learnt from their mistakes and have realized the importance of rising in their journey. Sales has also been a battleground for performers who truly rise and fall to achieve their day to day targets. What stays more important is the kind of strategy used by the sales reps in taking decision at each step in their career.

Topics: Sales Development Sales Prospecting

What Can Outbound Sales Learn From Inbound Leads?

We have all heard the buzzword “Inbound sales”. Basically it means selling to prospects that have shown some level of interest in your product/service and are inside your sales funnel because of your marketing efforts. With Inbound marketing picking up at a  rapid pace, especially in the B2B tech space Inbound sales has evolved very fast. And, it is time that one leverages another. 

Topics: Sales Coaching Sales Analytics Inside Sales

7 Email Signature Goof Ups You Must Avoid In All Sales Emails

The most professional way and perhaps the easiest means of reaching out to a person is via email. Now that person can be a friend, a prospect or a business lead. And when the emails that you send hold such prominence in your work life and otherwise, don’t you think it would be foolish to take your email signatures for granted?

The answer is a loud ‘Yes’.

Topics: Inside Sales Sales Coaching Sales Development

Likely Sales Pipeline Management Hurdles of 2016

Every Inside Sales Manager understands how critical sales pipeline management is.

A study by Vantage Point Performance says that 44% of B2B executives feel that their existing sales pipeline management is ineffective.

Companies with effective pipeline management grow revenue 15% faster than companies with ineffective management.

Yet most businesses struggle. Through this blog, I'll cover some of the biggest hurdles your sales management team may face in 2016.

Topics: Sales Development Sales Cadence

6 Productivity Tools Every Inside Sales Rep should be Using

Today, sales professionals have to be tech-savvy to stay connected to customers who are always mobile and distracted. In order to manage the sales team’s activities and ensure a steady flow of leads, inside sales managers must provide their team with the necessary tools and technologies. This will not just help in moving the prospects forward with ease but also improve the quality of work of the salespeople.

Topics: Inside Sales

Sales Dashboards - The Barometer Of Your Inside Sales Process


“In God we trust; all others bring data.”

This quote by W. Edwards Deming pretty much sums up everything when it comes to sales. Data not only enable sales leaders to make decisions but also guide sales reps to make the right move. So, it’s a no-brainer that data-driven approach will lead you to all the right places.

Topics: Inside Sales Sales Dashboards Sales Analytics

How to Best Boost Sales on Top 4 Social Media Platforms [Infographic]

Sales has never been a painless task, as salespeople mostly have their work cut out to engage prospects, convert more leads, and bring in greater business deals.

However, with incessant rise of technology and the proliferation of social media, selling has slowly but surely transformed into somewhat an engaging and fun activity.

Topics: B2B Sales Sales Development Sales Prospecting

Is your Sales Development Team doing Justice to Inbound Leads?

The Market today is a lot more competitive than it was a few years back.

Technology companies are popping up way faster than you can even imagine. Companies are fighting it hard to get their share of the pie and you don’t want to be left behind.

Often it is observed that you invest a lot of money on your marketing activities to get the precious inbound leads. You spend on Paid marketing, content marketing, SEO and what not, the last thing you want to see is your sales reps not religiously following up on your leads.

Topics: Sales Coaching Sales Development

How to Best Use Machine Learning and Data Science in Sales

The world is becoming a smaller place as you are reading this blog.

By smaller, I mean everything you can see and use is getting increasingly interconnected - with every passing hour, and the realm of sales has also been influenced by it.

What used to be a mundane sales process, has now turn out to be an interactive, engaging and stimulating one, with the implementation of machine learning and data science in sales.

Topics: Inside Sales Sales Prospecting

How To Solve The Biggest Problems With Sales Management

"Develop your dreams,
Advertise your goals,
Execute your plan,
Close the sale."

The quote above seems to be so perfect, expounding sales as a very strategic and systematic approach to produce exceptional performance. But Is the sales game so easy? Is delivering extraordinary results a tough nut to crack? Generally, it only takes a few number of common mistakes by a sales team to lose the sales battle. Thus, as a sales manager, one should focus on the problems faced by sales reps and should continuously endeavour to get rid of the resistance in order to achieve transformational improvements.

Topics: Inside Sales Sales Development

Inside Sales Box Feature Updates Oct'16

We are in the last quarter of 2016 and all the sales teams are  geared up to crush their quotas and finish this year like champs. So, we came up with some new features to make this ride easy for them. Inside Sales Box is all set to help Sales Development Reps (SDRs) to up their sales game this quarter to set some record numbers. 

Topics: Inside Sales Product Updates Newsroom Lead Management