Can Inside Sales slog less and get results?

Having worked with 1000+ inside sales people, sales hunters and outbound reps we have discovered one thing. They spend 70% of the time researching accounts, sorting data and only 30% ‘meaningfully’ engaging buyers.

Here are some comments from inside sales team members, marketing heads and senior sales leaders from companies of various shapes or sizes:

  1. I spend way too much time in researching my target account, buyers, spot signals and craft messages that evoke a response. How I wish I had tool that can help me automate this so that I focus on engaging clients” – Inside Sales team member of a $100M Tech System Integration firm.
  2. “I pay inside sales teams and sales hunters to secure meetings and bring qualified leads. I have provided them with so many resources. Yet they fail.” – Enterprise Sales Leader of a fortune 2000 company.
  3. “I can only afford 3 people in inside sales. I know how to engage clients but how can I transfer my wisdom to sellers so that they can prospect like me?” – CEO of a Outsourced Product Development firm.
  4. I have 25 people in my inside sales team. I spend close to $600K in marketing and in running outbound campaigns. I know I am in a red ocean business yet how can I elevate my sellers to pitch and engage clients differently?” – Marketing Head of a $100M System Integrator.
  5. I bought a database from Zoominfo, invested in Gartner Sales Accelerator and have Hubspot Sales Professional. After investing $35,000, have come to realise that spending money does not equal generating qualified opportunities”. – CEO of a $3M Cloud Services firm.

What’s the common narrative in all these 5 cases?

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How Can TechCEOs Capitalise On Events To Drive Leads?

B2B Events should be part of any TechCEOs demand generation strategy. We recommend atleast 2 events any growing firm should participate to connect and engage with B2B buyers. Key reason why you should do this is that events are a place where a large number of B2B decision makers show to check what’s out there, learn and update their knowledge.


What’s more important, no other form of marketing activities gives such a large opportunity to present the brand, its values and establish a real face to face relationship with potential buyers. World-class marketers confirm this thesis. In 2019, most of the respondents (68%) indicated in-person events as a most successful tactic for generating qualified leads for the top of the funnel.


While most TechCEOs do participate in events, not many know how to make them work in their favor.


If you do not know why you are at an event and have a well defined process to drive value then you are wasting both your time and money. True value is generated days before and beyond the day of the event.


Case study of A Leading GTM Software Company

GTKonnect, a leading provider of Global Trade Management solutions based out of the USA wanted to improve their presence and create brand awareness in the GTM community. Though the company was present in GTM events year after year, they never made and impact with powerful marketing initiatives.

We worked with the GTKonnect management to re-position the company, develop a new brand message and target a launch at few select events.

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Lead Generation Inbound Marketing

Why Tech Firms confuse ‘Lead Gen’ and Inbound Marketing?

Most Technopreneurs assume lead generation involves making a bunch of phone calls, meet a few people in the network or hire a pay-per-lead or pay-per-click service to feed them anyone remotely interested in talking. Those mistaken tech firms might as well stand on a busy street corner shouting, “Who needs an Analytics or Cloud Services company ? We are one!”


While that person might walk away with a handful of new phone numbers or scheduled appointments, the odds of any of those leads being your ideal client are very very slim. The audience is not filtered based on their interest or need for your specific services.


The best clients usually come to you because they’ve researched your services and understand how you can help them. It’s called inbound marketing, and since the proliferation of Internet search engines, it has become the preferred tactic for those trying to generate qualified leads.

Your firm’s website is now the virtual office. The information you provide there will offer visitors a glimpse into your services and professional style. Rather than pestering a random audience, hoping to catch them at the perfect moment, inbound marketing attracts those searching for your services.


For example, optimizing your site for specific keywords, like “best Analytics firm who can solve complex Financial Data issues,” will attract people that Google that phrase. This will weed out others looking for “best analytics firm who work with Oil & gas” or “best analytics firm helping implement SAP systems”

People no longer need to be told what they need; they know it, and they actively research it themselves. By creating content, like blogs, ebooks, webinars or white papers, specifically for your ideal client, you’ll create an organic method of generating new leads. The better your content, the better the leads.


But good content is nothing without strong promotion.

The internet is littered with undiscovered content, and regardless of how good that content is, it doesn’t do the firm any good if nobody is reading it. Social promotion is one of the most effective ways to drive potential clients to your content. By posting snippets of your interesting content and including actionable language like “go to our site to check out this post and others”, you can drive social media users to your firm’s site.


The nuance, of course, is that getting your social posts seen is more than just a matter of posting it. If your social presence – the new gateway to marketing – isn’t performing, it’s because you might be using a 2018 strategy that doesn’t work anymore.

Think about a deep sea fishing trip. Without the right bait, you’ll never attract the big fish. Sure, you can go out there with a couple of lures, and maybe you’ll get lucky, but the guy that’s chumming the water will likely catch the tuna. Inbound marketing is like chumming the water. It gives your firm the best chances of attracting the perfect clients.

Inbound marketing is more effective than buying lists because it requires more time and effort to successfully execute. When you begin to write your blogs, make sure you’ve consulted with a marketing professional about best practices. This content is a reflection of your firm, its services, and yourself. It’s worth getting right the first time.

If you’d like to learn more about inbound marketing for Technology firm or even strategize a content plan, reach out to us. We help Technology Companies grow their practice with the most modern and effective methods.


P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.  Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.  Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3   Join our Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action and grow. Best Wishes.