Overcome Your Fear of Lead Generation

Overcome Your Fear of Lead Generation

If you’re new to an inside sales position, picking up the phone can be intimidating. It’s human nature to fear the unknown and you don’t always know who is going to be on the other side of the phone or what objections you’re going to face. These feelings are perfectly normal and the only way to truly overcome them are repetition and experience.

Here are a handful of tips to keep in mind as you begin your inside sales journey.

#RelationshipsMatter | Employee Spotlight: Dave Walter

#RelationshipsMatter | Employee Spotlight: Dave Walter

Incept is a place where relationships matter. We're a creative, diverse, and engaging community uniting more than 200 team members with Fortune 500 companies, blood centers, and B2B sales teams across the United States and we want to share some of the stories from the people that make this team great every day.

Today we bring you Dave Walter, Incept's Vice President of Operations.

What Is A Marketing & Sales Service Level Agreement?

What Is A Marketing & Sales Service Level Agreement?

A service level agreement is a contract between two parties that defines the expected level of service. It holds each team accountable to specific, agreed-upon expectations that align to the same goal.

We recommend that you create a service level agreement between sales and marketing teams that details both marketing goals (like number of leads or pipeline revenue) and the sales activities that will follow and support them (like following up on leads qualified by marketing). Both teams use this document as a commitment to support each other, based on concrete, numerical goals.

3 Things You Need to Know When Preparing a Lead Generation Campaign

3 Things You Need to Know When Preparing a Lead Generation Campaign

In a lot of cases, clients will come to us having little to no material on the campaign they want to launch aside from the desired end-result whether that be a survey, appointment, registrations, etc. Part of our job as the lead generation experts is being able to work with the client to help them realize the resources we need to help them reach their goals. Here’s a quick guide of a few things to lock down to ensure a smooth launch of your lead generation campaign.  

#RelationshipsMatter | Employee Spotlight: Timothy Serafino

#RelationshipsMatter | Employee Spotlight: Timothy Serafino

Incept is a place where relationships matter. We're a creative, diverse, and engaging community uniting more than 200 team members with Fortune 500 companies, blood centers, and B2B sales teams across the United States and we want to share some of the stories from the people that make this team great every day.

Today we bring you Timothy Serafino, Incept's Business Development Manager.

3 Fundamentals for Building a Lead Generation Script

3 Fundamentals for Building a Lead Generation Script

We try to use the term, “script” loosely at Incept Grows. No one wants to be read a bullet point essay word for word from a stranger they weren’t expecting a call from. It is nice however to have something ready to go for a point of reference to be sure you’re covering all the bases in your conversations. These tips will help you create an effective script to supplement your inside sales strategy.

5 Lead Generation Predictions for 2018

5 Lead Generation Predictions for 2018

Lead generation has been the fuel for revenue-generating activities for a long time. What used to be exclusively known as cold calling has transformed into a multi-channel, multi-touch, and hyper-personalized approach to generate high-quality leads for companies around the world. 

So what industry transformations are going to take place in the coming year?  It's time to look forward to a new year and what better way to kick off 2018 than to make a few predictions (and maybe even a few wild guesses) about what to expect in the next year. Below you'll find 5 predictions from our team about what to expect in lead generation in 2018.

3 Tools Every Inside Sales Rep Should Be Using

3 Tools Every Inside Sales Rep Should Be Using

In one of our most recent posts, Sarah stated that we simply have too many tools & information at our disposal to be making cold calls (5 Ways to Never Make Another Cold Call). She couldn’t be any more correct. The days are long gone of just purchasing a list & grinding through prospects in hopes of finding a needle in a haystack. As an Account Growth Specialist myself, here are three tools I use every day to make my life easier & enhance my approach.

Tips and Tricks For Building A FREE Prospecting List

Tips and Tricks For Building A FREE Prospecting List

So you've found yourself in need of a prospecting list and are hoping to find a way to start your sales or marketing campaign without breaking the bank. I'm here to let you know that it's not only possible, it's also a very effective way to launch your next sales initiative.

Here are some of the most common list generation questions I get asked by new InceptGrows clients looking to launch their next sales campaign:

8 Leadership Quotes To Accelerate Your Sales Career

8 Leadership Quotes To Accelerate Your Sales Career

The transition from sales representative to sales leader is a step that most young sales professionals aspire to take. It's a progression that our own Operations Manager, Caleb Welch, advanced through quite quickly. 

Caleb started at Incept as an Account Growth Specialist in 2016, but brought with him more than 11 years of sales experience. He quickly gained success on several different client programs and jumped to the head of the pack in terms of delivering results and client satisfaction. In early 2017, Caleb began transitioning to a client support role where he helped strategize with clients and improve program results. His success led to a third promotion - Operations Manager - within a year and a half of joining Incept. 

Caleb credits this quick advancement to a commitment to results and continuous improvement, themes that are very apparent in Caleb's favorite leadership quotes. 

5 Ways To Never Make Another Cold Call

5 Ways To Never Make Another Cold Call

There is no shortage of content out there proclaiming that COLD CALLING IS DEAD. They're all right. We have too many tools at our disposal for that not to be true. Instead, sales professionals must drop the cold call mentality and instead turn to warm calls.

A warm call is when there is some previous connection established between the salesperson or company and the prospect being called. The stronger the connection between yourself and the prospect, the warmer the call is. 

Revitalizing Sales for Manufacturers

Revitalizing Sales for Manufacturers

I had a conversation the other day with a gentleman who is on the executive team at a manufacturing company with five production facilities that all support 4 major customers. He joined the team a few years ago, and was shocked to find out they have had one sales guy who has pulled down commission checks in the tens of thousands per month for the past 10 years, all from those same 4 customers. 

Something's horribly wrong with this picture. I asked him a handful of questions after learning this, and I thought I would share parts of our conversation with those of you in the manufacturing space to see how many of these you're wrestling with yourself.