Inside Sales Best Practices

Posted by Steve on Jan 27th, 2010 | no comments

Last week I spoke at the AA-ISP (American Association of Inside Sales Professionals) along with Michael Damphousse, CEO of Green Leads, (@damphoux) and our Host Trish Bertuzzi of The Bridge Group (@bridgegroupinc).  I talked about the best practices in training and coaching your team, while Michael talked about outbound dialing.

What I really enjoyed was that I learned some really good stuff from Michael that I am going to use and steal.  But first, what are the best practices in outbound dialing?  You can get the entire slide deck here, but I learned 2 significant things:

Dial at between 8 – 10 in the morning local time, or 4 – 6 in the afternoon (people are at their desks)… Lunch works too

Dial at the top of the hour, 10 minutes of until 5 minutes after the hour.   The prospect is just out of a meeting, and hasn’t headed to the next one.

There were a number of significant best practices (more…)