AA-ISP Webinar Series: Inside Sales Optimization in the Digital Age

Author: Scott Amerson, VP of Sales, VanillaSoft
Posted: May 24th, 2017
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Overview

There are now more ways than ever for prospects to find and reach out to companies, and there are many more channels for companies to engage with prospects. Leads are coming from a wide variety of sources, and they are arriving at different stages of the buying process. Closing the deal requires more persistent follow-up than ever before, but studies show salespeople are simply not making the calls. What’s more, is technology that should be assisting the salesperson sell more and be more productive ends up becoming a distraction that only adds to the problem. What role should technology play in your sales environment and how do you ensure that technology will help your salespeople follow up with the right leads at the right time?

WHAT YOU WILL LEARN

• How the complexity of Inside Sales has evolved

• How to measure productivity – call volume vs follow-up persistence

• Why automating call cadence should be the cornerstone of any sales technology

• What should be automated and what should be left to a salesperson’s discretion

ABOUT OUR SPEAKERS As Vice President of Sales for VanillaSoft, Scott Amerson is responsible for leading our global sales team. He is a results-driven professional who brings more than 25 years of sales and executive-management experience to VanillaSoft. He is a proven veteran at building scalable infrastructure for Inside Sales and call-center teams by defining key performance indicators, sales process, and training programs.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

Categories

Cold Calling, Lead Qualification, Prospecting, Email, Sales Research, Sales Tools

Keywords

Digital, Optimization, Industry Study, Telfer Study, Lead Gen, Guideline , Marketing, Structure, Do's and Don'ts, Studies, Measurements, Technology, Learning, Mobile

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