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Twitter Weekly Updates for 2010-02-08

  • Inside Sales top method for Lead Generation in 2009 according to Forrester and MarketingProfs – http://bit.ly/cuGsrN–2010 study coming soon #
  • Laura Ramos says 65% of B2B marketers with 50+ employees use inside sales/telesales in mix 2010 http://bit.ly/bQKsZi up from 62% in 2009 #
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Inside Sales Top Method for Lead Generation in 2009 according to Forrester and MarketingProfs

Laura Ramos is perhaps the most recognized expert in lead generation research for B2B. She is a Vice President and Principal Analyst for Forrester.

Laura has been studying what she calls the “Marketing Effectiveness Index” which are the most effective methods used by B2B businesses to generate leads since early in 2006.

She uses responses from surveys to give grades from 1 to 5, with 5 the highest, for different methods of lead generation. Click here to see a chart of her results for the last three years.

Another study for 2010 is coming out soon, but her most recent rankings in 2009 are as follows:

  1. Inside Sales / Telemarketing
  2. Executive Events
  3. Trade Shows
  4. Webinars
  5. Email Marketing
  6. Search Marketing
  7. Direct Mail
  8. Video, Podcasts, etc.
  9. Blogs
  10. Other Web 2.0

The big news in 2009 was that Inside Sales surpassed Executive Events and Email Marketing moved ahead of Search. Trade Shows hung strong even with significant cutbacks in corporate travel budgets.

The rankings for 2008 were:

  1. Executive Events
  2. Inside Sales
  3. Search Marketing
  4. Trade Shows
  5. Webinars
  6. Email Marketing
  7. Direct Mail
  8. Video, Podcasts, etc.
  9. Blogs
  10. Other Web 2.0
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Posted in Best Practices, Inside Sales, Lead Generation.

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Twitter Weekly Updates for 2010-02-01

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What is Inside Sales?
Our Definition of Inside Sales

Inside Sales is “remote sales,” or professional sales done remotely.

This definition of remote sales is probably the most pragmatic, and if we hold to it, the majority of all sales is done remotely and the numbers are growing. In fact, the recent study done by SKKU and MIT in conjunction with infoUSA found that Inside Sales is growing at a fifteen times higher growth rate (7.5% versus .5% annually) over Outside Sales. This is to the tune of 800,000 new jobs over the next three years.

If you don’t believe it, grab of list of 10 traditional or Outside Sales people and call them. 7 or 8 will be working in their cubicle, office or home office; just like the Inside Sales people.

‘Inside Sales’ is a term that came about in the late 1980’s to try to differentiate phone-based business-to-business (B2B) and more complex business-to-consumer (B2C) selling practices from ‘Telemarketing’ (or ‘Telesales’ in the UK.)

Telemarketing is often believed to have begun in the 1950’s by DialAmerica Marketing, Inc., which is reported to be the first company dedicated to telephone sales and services.  By the 1970’s telemarketing was a common phrase used to describe the process of selling over the telephone.  It often included both outbound and inbound, but later became much more synonymous with outbound calling.

By early 2000, Inside Sales was also the term used to differentiate from Outside Sales, or the traditional face-to-face sales practices where salespeople went to the client’s location of business to engage in the sales process.

Companies found the new channel of Inside Sales to be undeniably effective, but often didn’t know what to do to solve the conflict between the younger, disruptive, more technically savvy upstarts who sold over the phone and their more senior counterparts who wielded incredible political power in their organizations as the entrenched source of revenue for nearly a century.

For years Inside Sales has been relegated to generating leads for the more senior Outside Sales reps or merely closing the smaller accounts.  This is now no longer the case. Many companies are only using a form of pure Inside Sale a hybrid of reps calling from the home office and traveling occasionally to client locations and merely calling it “sales.”

Salesforce.com, by admission of Marc Benioff himself in his new book “Behind the Cloud,” grew their company for the first five or six years with a telesales or Inside Sales model. They added Outside Sales or Field Sales to go upmarket when they wanted to sell Enterprise-class companies, but still does a majority of their work remotely.

Sometimes the best way to define something is also to say what it is not.

Inside Sales is not Telemarketing.  Telemarketing is a scripted, single-call-close, smaller ticket  business to consumer (b2c) model.  Inside Sales is not scripted, a multi-call-close, medium or larger ticket, that targets b2b or larger ticket b2c model.

Inside Sales is professional sales done remotely, not that drone that calls at dinner time and won’t hang up until you have said “no” seven times.

Inside Sales is not Customer Service.  Though Inside Sales has an element of inbound call handling like a customer service department, in its pure form it is not customer service.

Some companies use inbound call centers and call them inside sales, but this does not fall within the boundaries of this definition unless their primary function is selling.

Inside Sales is professional sales done remotely… it is remote sales.

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Posted in Inside Sales, Remote Sales.


Twitter Weekly Updates for 2010-01-25

  • More trends in education http://bit.ly/83tNeN 46% in poll say teachers should be paid on performance, 36% on tenure, 13% on a combination #
  • Applications to Ivy Leagues soaring "Flight to quality" is "best safeguard you have at maximizing your opportunities" http://bit.ly/7IXRxb #
  • Article on "Demand for charter schools skyrockets" because parents know public schools are failing http://bit.ly/7HKHyP 78% of America agree #
  • Things in Utah are great, I wish I had more time to enjoy the recent snow we have had up on the slopes. #
  • Great article on "Why Content is King No More…" http://bit.ly/6YT4tE Now Cycle, Connection, Content, Conversions and Conversation are key #
  • Brents 1/4 acre Ice Castle is 40 feet high and still growing, see it before it starts to melt – at Midway http://bit.ly/6kwoie #
  • New study from MIT on lead response by Dr. Oldroyd / InsideSales.com released for download http://bit.ly/6umjyT focuses on HOW to respond #
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Twitter Weekly Updates for 2010-01-18

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Twitter Weekly Updates for 2010-01-11

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Ken’s Favorite Quotes on Character

Chauncey C Riddle

Chauncey C Riddle

“Our religion is the sum total of our habits” – Chauncey Riddle

“As a man thinks in his heart, so he is.” Proverbs 23:7

Bryan Tracey

Bryan Tracey

Character is the ability to follow through with a decision after the emotion of making the decision has past. Bryan Tracy

“This is the final test of a gentleman – his respect for those who can be of no possible service to him.” William Lyon Phelps


Thomas S Monson

Thomas S Monson

“When we deal in generalities, we shall never succeed. When we deal in specifics, we shall rarely have a failure. When performance is measured, performance improves. When performance is measured and reported, the rate of performance accelerates.“  Thomas S Monson

“Cowards die many times before their deaths; The valiant never taste of death but once.” William Shakespeare from Julius Caesar


Frank Outlaw

Frank Outlaw

“Watch your thoughts; they become words. Watch your words; they become actions. Watch your actions; they become habits. Watch your habits; they become character. Watch your character; it becomes your destiny.” Frank Outlaw

“Sports do not build character. They reveal it.” Haywood Hale Broun

Henry David Thoreau

Henry David Thoreau

“Dreams are touchstones of our character.” Henry David Thoreau

“What you possess in the world will be found at the day of your death to belong to someone else. But what you are will be yours forever.” Henry Van Dyke

“Of all the properties which belong to honorable men, not one is so prized as that of character.” Henry Clay

“Character contributes to beauty. It fortifies a woman as her youth fades.” Jacqueline Bisset

Leonardo Da Vinci

Leonardo Da Vinci

“You will never have a greater or lesser dominion than that over yourself. The height of a man’s success is gauged by his self-mastery: the depth of failure by his self-abandonment. He who cannot establish dominion over himself will have no dominion over others.” Leonardo de Vinci

“The simple virtues of willingness, readiness, alertness, and courtesy will carry a young man farther than mere smartness.” Henry P. Daveson

“You can stand tall without standing on someone. You can be a victor without having victims.” Harriett Woods

“How far you go in life depends on your being tender with the young, compassionate with the aged, sympathetic with the striving, and tolerant of the weak and strong. Because someday you will have been all of these.” George Washington Carver

“The character ethic, which I believe to be the foundation of success, teaches that there are basic principles of effective living, and that people can only experience true success and enduring happiness as they learn and integrate these principles into their basic character.” Stephen Covey

David O McKay

David O McKay

“The greatest battles of life are fought out daily in the silent chambers of the soul.” David O. McKay

“Parents can only give good advice or put their children on the right path, but the final forming of a person’s character lies in their own hands.” Anne Frank

“Keep away from people who try to belittle your ambitions. Small people always do that, but the really great make you feel that you, too, can become great.” Mark Twain

“It’s easy to say ‘no!’ when there’s a deeper ‘yes!’ burning inside.” Stephen Covey

Ralph Waldo Emerson

Ralph Waldo Emerson

“It is one of the most beautiful compensations of life, that no man can sincerely try to help another without helping himself.” Ralph Waldo Emerson

“The question is not whether we will die, but how we will live.” Joan Borysenko

“We are what we repeatedly do. Excellence, then is not an act, but a habit.” Aristotle

“The important thing is not to stop questioning.” Albert Einstein

“Never look down on anybody unless you’re helping him up.” Jesse Jackson

“So live that you wouldn’t be ashamed to sell the family parrot to the town gossip.” Will Rogers

“This above all; to thine own self be true.” William Shakespeare

“The most important ingredient we put into any relationship is not what we say or what we do, but what we are. And if our words and our actions come from superficial human relations techniques (the Personality Ethic) rather than from our own inner core (the Character Ethic), others will sense that duplicity. We simply won’t be able to create and sustain the foundation necessary for effective interdependence.” Stephen Covey

“When men speak ill of you, live so as nobody may believe them.” Plato

“Character consists of what you do on the third and fourth tries.” James A. Michener

“Be more concerned with your character than your reputation, because your character is what you really are, while your reputation is merelywhat others think you are.” John Wooden

Robert Frost

Robert Frost

“I shall be telling this with a sigh somewhere ages and ages hence: Two roads diverged in a wood, and I – I took the one less traveled by, and that has made all the difference.” Robert Frost

“I will permit no man to narrow and degrade my soul by making me hate him.” Booker T. Washington

“There is no such thing as a ’self-made’ man. We are made up of thousands of others. Everyone who has ever done a kind deed for us, or spoken one word of encouragement to us, has entered into the make-up of our character and of our thoughts, as well as our success.” George Burton Adams

“Such as are your habitual thoughts, such also will be the character of your mind; for the soul is dyed by the thoughts.” Marcus Aurelius Antoninus

“Courtesies of a small and trivial character are the ones which strike deepest in the gratefully and appreciating heart.” Henry Clay

Albert Einstein

Albert Einstein

“Weakness of attitude becomes weakness of character.” Albert Einstein

“Hard work spotlights the character of people: some turn up their sleeves, some turn up their noses, and some don’t turn up at all.” Sam Ewing

“Talent develops in tranquility, character in the full current of human life.” Johann Wolfgang von Goethe

“It is the highest form of self-respect to admit our errors and mistakes and make amends for them. To make a mistake is only an error in judgment, but to adhere to it when it is discovered shows infirmity of character.” Dr. Dale E. Turner

“To bear failure with courage is the best proof of character that anyone can give.” William Somerset Maugham

“A false witness shall not be unpunished, and he that speaketh lies shall perish.” Proverbs 19:9

Stephen R Covey

Stephen R Covey

“It takes a great deal of character strength to apologize quickly out of one’s heart rather than out of pity. A person must possess himself and have a deep sense of security in fundamental principles and values in order to genuinely apologize.” Stephen Covey

Our character is basically a composite of our habits. Because they are consistent, often unconscious patterns, they constantly, daily, express our character… Stephen Covey

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Buzz Marketing: Beanie Babies, Flying Wrenches, and Ice Castles

Brent Christenson is one of my favorite people. He is scrappy, and that is a trait that is getting harder and harder to find.  I have found that the single most important success ingredient in running an inside sales department is a scrappy manager; so I look for stories of “scrappiness” and share them when I find them.  Here’s one:

By summer he runs a small engine repair business he calls http://www.flyingwrench.com/ throughout all of northern Utah County. When he told me he was starting that business years ago I thought he was crazy. But with three or four mobile mini-van repair vehicles and several employees later, he definitely proved me wrong.

What does an owner of a small engine repair business do to drum up more business? Normal owners would take out an ad in the Yellow Pages or hand out business cards; not Brent. He shoots Beanie Babies from a home-made compressed air cannon dozens of feet into the sky to the thousands in the Alpine Days Parade. And he does it while riding on the roof of his Flying Wrench van every single year.

When one of his many vans isn’t out on a service call it is parked in a field very close to I-15 in American Fork so hundreds of thousands of passing motorists get exposed to the Flying Wrench as the summer days fly by. That takes work, and time, and thought. Brent executes his plan, he never stops.

And while every other summer small business owner is hibernating during winter, Brent builds newsworthy ice castles that cover a fourth of an acre and grow every day to as high as 40 feet before the winter is over.  He works 14 hours a day with ice crimpons, sprinklers, and 1000’s of icicles.  http://bit.ly/6kwoie. Who wouldn’t talk about a 40 foot Christmas Ice Castle? Buzz Marketers think outside of the bun.

Everybody in Alpine knows about Brent and loves him. What many don’t know is that he has been supporting two missionaries at the same time he is running his business, shooting beanie babies, and building ice castles.

If you get a chance, watch the video and spread the word about his amazing ice castle, and visit the Zermatt Resort in Midway, Utah.

Keep up the buzz Brent!

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Posted in Buzz Marketing.


How Well Does Your Website Convert Clicks to Leads?

If 100 people go to your website, how many of them fill out a form or buy something? If 2 out of 100 fill out a form, then you have a 2% conversion rate. This is slightly better than the average for most corporate websites. We were lucky (or blessed) to get the name InsideSales.com and tap into a large flow of web traffic from our very first day. In fact, we got 8 leads their first day we turned up our website.

The process of converting visitors to leads or sales is the process of website conversion. And designing your website to do this well is called conversion design. Most companies make a fancy website that looks like a nice electronic brochure but hardly generates any leads at all.

I just spent an hour on the phone with Tim Ash, the founder of http://www.sitetuners.com as he walked me through an express review of the home page of InsideSales.com.

The good news is that we have lot’s of room for improvement. We convert leads at 3-4 times better than the average. The sad news is that our previous website, though not nearly as good looking, converted somewhat better than this one does. Hmmm, look or conversion? Definitely conversion.

Of course the best is to have a great look with a high conversion rate. That is our next adventure.

Why is this important to us? More leads.

Our dialer technology is like a Gatling Gun, leads are the ammunition. One of the first three questions we get asked by our customers is, “How do I get more leads?”

This is one great way. Design your site to convert leads better. How do you do it? You continue to test and tweak your site by changing different things constantly. I was first introduced to this concept by a company called LowerMyBills.com while at my last company, UCN (now inContact.) Then I met Mat Greenfield, the founder of http://www.ConversionResults.com. He has helped many smaller and mid-size companies design or redesign their website to increase conversion.

A free and simple way is to use Google Website Optimizer and do what is called “A/B Split Testing” where you make two versions of your site; Version A and Version B. Then Google sends half the visitors to A and half to B. We then watch the conversion rate on both pages for a few days or so. Let’s say Version A converts at 5%, and Version B converts at 10%, we’ll obviously turn off Version A and focus on B and do another split test to keep getting it better. Google is free, it just takes some time and effort.

Our friends at SiteTuners go to the next level beyond Split Testing of two variables, they can test lots of variables at once; this is called multivariate testing.  In fact, SiteTuners is a considered a Multivariate Testing Website Optimizer. They help clients like Google, Facebook, Verizon, etc.

We will let you know more later about how well the help from SiteTuners has had on our overall lead management process.

You will probably see our site change in lots of little subtle ways.

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