Recent studies have shown that as much as 50% of sales’ time is spent on unproductive prospecting and 98% of cold calls don’t lead to an appointment. Worse, 97% of buyers don’t believe that sellers have an approach that truly stands out. Let’s admit it: Something is not right in the State of Sales.
Yet somehow, many sales teams still rely exclusively on tried-and-true volume-based approaches and are slow to change – despite all the wasted effort, missed opportunities and lack of revenue. But smarter teams with new approaches built on better insight are already driving better results and will drive performance to new levels in 2019.
Listen to sales process & technology expert Nancy Nardin, Josh Garland, VP of Product Marketing at TechTarget, and Aurelien Mottier, CEO at Operatix, as they identify the 4 biggest issues in pipeline building, and how inside sales teams can overcome them. With real-world examples and a step-by-step plan, you will learn how to leverage behavioral insights to:
- Refine your process to better prioritize accounts
- Make prospecting more efficient
- Develop the personalized hooks your teams need to break through
Inside sales organizations are experiencing a great deal of success. Good processes, and training are contributing factors. That being said, there is still room for improvement which can be achieved by taking out the trash – wasted effort that slows reps down.
- Nancy Nardin, Founder & CEO of Smart Selling Tools