Inside Sales eBook

You can accelerate lead generation with inside sales through many effective techniques that we’ve explored on the Ledgeview Partners blog in the past weeks.

As like with any program, however, there are some key watch-outs to be mindful of. We advise you to pay special attention to these top six!


1. Know Territory Rules + Regulations

The same rules and regulations do not resonate across the globe.

If your inside sales lead generation program extends internationally, you’ll want to be especially mindful of the geography of your calls, but there are rules between states that must be considered, too.

For example, a common instance occurs at just a national level when one state may have a 1-party notification system for coaching calls where only one party must be notified, but others have a 2-party system where a customer and rep must be notified.

Also, when you’re looking at different countries, you may have to fill out extra government forms that state the intention of your call, length of the campaign you’re running, nature of your business, ingredients in the products you’re selling, etc.


2. Be Aware of Current Events by Territory

This means being sensitive to a territory’s current events. For example, you won’t want to call a customer who might have just suffered from fire, flooding, or other tragedies. You can usually determine these factors based on the location of their business.

Do your homework and make smart decisions when calling your leads.

You don’t want to start a conversation at a time of extreme difficulty. If you need to delay for reasons like this, that’s okay.


Inside Sales eBook

3. Make Sure Your Lead Gen Team is Qualified

Look for ideal candidates that fit the “hunter” mentality. This skill set and personality type will allow your lead generation program to truly thrive with inside sales!

You can explore other qualities that make an effective inside sales rep in Chapter 1 of our NEW expert eBook guide, “How to Accelerate Lead Generation with Inside Sales”, which is available for complimentary download at the bottom of this post.


4. Don’t Play Tricks to Get Past the Gatekeeper

Do you remember in grade school when your educators (likely) told you, “honesty is the best policy”?

This applies to many aspects of life, of course, but for this post, it’s especially true when inside sales reps are making calls!

No one likes to be tricked or taken for a ride. Being dishonest will never get you past the gatekeeper to the decision-maker.

Whatever you have to do to reach the decision-maker, do it with integrity. Pursue other avenues outside of calling if it just isn’t working for you.

Consider going to LinkedIn, and if you find outstanding results, propose a LinkedIn Premium subscription to your coach/manager.


Inside Sales eBook

5. Don’t Talk Over Your Contacts

Show your leads respect. Ask good questions. Give them their time to talk.

Odds are, when you listen, you’ll hear things that help you win them over in the end.

Plus, let’s be real – talking over people is just plain rude, perhaps especially when business and our professional reputations are concerned.


6. Ask for Referrals, Even if they Say “No”

A “No” now can be a “Yes” later. Don’t disregard that potential! Always be sure to ask if it’s okay if you follow-up with your “No”s in a few months.

If they say “Yes”, go ahead and recycle that lead, and then schedule your follow-up. Even if they say “No” now, you can ask for that referral. While they may not be interested at this time, they might know someone in the industry you’re pursuing who is!


Dive deeper into these key watch-outs and more in our NEW expertly-guided eBook, “How to Accelerate Lead Generation with Inside Sales”.

Download your complimentary copy below.

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