- August 31, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I just returned to the office to find around 900 emails waiting for me While purging my inbox, I found some interesting and useful items that I am sure you would want to know about.
I have previously written about how important it is to quickly and consistently follow up on inbound leads. This article from September of 2013 included two great infographics that demonstrate lead conversion statistics. However, Russ, from FindAccountingSoftware.com, emailed me a link to this case study on 63,256 outbound calls that has much more specific, useful information.
Check out the article by Adam Bluemner!
Chad Burmeister, VP Sales at ConnectAndSell.com, emailed to let me know that Sales Hack, the book he co-wrote with ConnectAndSell’s CEO, Chris Beall, is now available at Amazon.com. The cool thing about this book is that Chad asked a small group of sales experts to contribute their best sales hacks to the book. In addition to my contribution, there are contributions from other well-known experts like Gerhart Gschwandtner, Lori Richardson, Trish Bertuzzi, Dan McDade, Tibor Shanto, Kurt Shaver, Matt Heinz and others.
Speaking of sales hacks, earlier this month, I hosted a different group of 20 sales experts and we came up with some sales hacks of our own! I’ll be writing about them later this week, so keep your eyes open for our Sales Hacks.
Last week, I hosted about 30 sales leaders from around North America and we spent the better part of two days on the art and science of coaching salespeople. Wouldn’t you know that there were some cool sales hacks that came from those two days as well. I’ll share those with you next week!
You might also find some use for Hubspot’s Guide to writing follow up emails. It includes a bunch of useful email templates that your salespeople might be able to incorporate and that could be useful for controlling your message, and upholding their professionalism, spelling and grammar.
Finally, check out these 11 articles that you might have missed while you were on summer vacation:
Why Inbound and Inside Sales Experts Think Sales Process is Dead Too
The Science of Sales Selection vs. the Marketing of Modern Selling
How the Right Questions Can Make up for Lack of Sales Experience
Trust and Integrity in Selling May Not Be What You Think
The Two Sides of Likable Salespeople
Bugged by the Difference Between Great and Lousy Salespeople
The Conversation Sales Leaders Must Have with Salespeople
An Ode to the Evolution of the Pipeline
Why I Was Kicked Out of a LinkedIn Sales Group