From The Xant Blog — CLOSER


The Forgotten Road to Inside Sales Success — List/Leads 0

Lists gathered or leads generated are the lifeblood of a sales team. Carrying on with the C.L.O.S.E.R. model series from a previous post, this next step in the sales process model actually has the most leverage in terms of lead generation. When setting a strategy for a sales initiative, lists and leads are the core of any sales operations. However, to get the most bang for your buck, it’s important to strategically gather the lists in order to increase your success ratios.

It’s often said that the best lists are the hardest to find. That’s true. In order to ensure that you are contacting the best possible people or companies – it’s important that you prequalify you lists and leads, find the best sources for your leads and test your lists and leads often.

The Forgotten Road to Inside Sales Success — Campaigns 0

Types of CampaignsThe most forgotten part of inside sales is the practice of sales operations. In order to help professionals within inside sales, I wanted to expound upon a previous post on the C.L.O.S.E.R. model and delve deeper into how it can help any sales department refocus their operations in building a successful inside sales team. I’ll start by sharing the first step of the C.L.O.S.E.R. model — Campaign.

The word campaign is usually associated with the marketing department – it’s designed to be. What’s interesting is Inside sales is actually the top method for lead generation. We recommend that your sales people are trained with marketing tools to help them be more effective by building a strong strategy around a particular campaign. The types of campaigns for sales teams are as follows:

Increase Lead Management Through The CLOSER Model 0

As professionals within the inside sales industry, we understand how to sell a product. But, every salesman can use improvement in one area or another of their technique. For example, I believe that selling a product is something that few understand – including salespeople. Here’s why. Most would say if a cold call results in a “not interested,” it’s more productive to move onto the next call. We’ve all heard this before and it even seems logical – why waste your time? Past experience has proven that keeping in touch with those “not interesteds” can often result in transforming them into a “maybe,” or, even better, a “yes.”

This increase in productivity and effectiveness is accomplished through a simple technique called the C.L.O.S.E.R. model.