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Study reveals successful strategies for winning at the new way of selling

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Study reveals successful strategies for winning at the new way of selling

Top-performing inside sales organizations automate follow-up with new leads fast, challenge sales reps.

A recently-released study by sales technology provider Velocify revealed that fastest growing inside sales teams are much more likely to employ sophisticated automated processes, respond to web inquiries extremely quickly and challenge their teams by giving them more leads to work per salesperson.

The study was conducted in collaboration with the American Association of Inside Sales Professionals.

"'What do the very best inside sales teams do that others don't?"

"The world of sales is evolving rapidly and the growth of inside sales teams is one of the key aspects of that," said Nick Hedges, CEO and president of Velocify. "With new models of selling, I find that sales leaders are looking for new techniques and processes to drive success. With this report we wanted to answer a simple question: 'What do the very best inside sales teams do that others don't?'"

The survey of more than 400 inside sales professionals includes the following key findings:

Automation is Key to Success

  • The fastest growing companies were 100% less likely than other companies to manually enter leads into their CRM.  
  • The best companies are three times more likely to automatically pull leads from reps who fail to call them quickly and redistribute them to more attentive team members.
  • Fast-growth companies use leads scoring to prioritize leads 38% more often.

Faster Sales Processes Tied to Greater Revenues

  • Fast-growth companies were twice as likely to call new prospects within five minutes as those with flat or declining revenue.
  • The fastest-growing companies have figured out how to prepare for their sales calls efficiently, spending the least amount of time on pre-call research, usually under five minutes per prospect.

Fast-Growing Companies Assigned More Leads Per Rep

  • Companies with significant revenue growth provide 78% more new leads to each salesperson per day.
  • Companies with significant revenue growth also made 50% more calls per salesperson.

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