“Cold calling is the process of approaching prospective clients, typically via telephone, who have not agreed to such an interaction. The word "cold" is used because the person receiving the call is not expecting the call or has not specifically asked to be contacted by the sales person.”
- Source: Wikipedia
Most organizations have a very difficult time quantifying the productivity of their inside sales departments. If you don't have a phone system that captures accurate dialing, contact, and other productivity metrics, use a simple manual process instead.
At the highest level, the Sales Support function is responsible for ensuring that the Sales & Marketing departments have the tools, resources, and systems they need to achieve current and future sales revenue targets. Use Demand Metric's downloadable Director of Sales Support job description to formalize the role of sales support in your organization.
Many organizations suffer from a lack of alignment between Sales and Marketing. Part of the problem is that most marketing departments don't view sales support as one of their most important functions. Be proactive in your effort to work with Sales. Start by opening Demand Metric's downloadable Sales Support Checklist to identify where your gaps are. Following is list of 16 tools and templates that you can use to overhaul or create an effective sales support process.
Achieving ever-increasing revenue targets requires that new recruits and average performers are equipped with the right tools, resources, training, and knowledge. Establishing a Sales Growth Team can help you transfer sales & marketing Best Practices from your top performers to those who need them most. Use Demand Metric's downloadable Sales Growth Team Charter template to set a mandate for this new team.
The problem with many sales-oriented companies today is that after they have established their client or customer accounts, they do not nurture them and create action plans to earn more business from their top accounts. Fortunately, the use of certain Microsoft Word tools such as a key account planning template, companies can develop a plan of action and earn additional business from their top clients or customers.
The Purpose of Using Key Account Planning Tools
By Jerry Rackley
This week I took a break from my usual routine and attended part of the Hubspot Inbound Conference at the Hynes Convention Center in Boston. Demand Metric sponsored the Hubscotch event, which I’ll discuss later in this post.
By Charles Gold, Demand Metric member
