Coffee is SOOO not for closers anymore
…nor are the cookies for the “Boss Baby” fans out there. But I digress (already!) Listen, in today’s modern sales era, we don’t typically get face-to-face meetings. This is when […]
Are Your Reps Struggling With Confidence?
Sales rep confidence on the phone is critical, and it has to start immediately. Like the moment you even utter your name. When we hear Reps struggling with confidence during […]
Does Inside Sales Training STILL Have a Problem?
This Hubspot article, Why Inside Sales Has A Training Problem, was published 3 years ago…and still holds true. Why? Reps Need Inside Sales Training, Not Field Sales Training Inside Sales […]
Factor 8 Named Inside Sales Training & Development Provider of the Year
We’re thrilled to announce that Factor 8 took home four industry awards at the Annual AA-ISP Inside Sales Leadership Summit on April 20. The prestigious honors included the 2017 “Inside Sales […]
Inside Sales Is A Confidence Sport!
This is installment 2 of our (hugely popular) new series and it’s for Inside Sales Leaders. This week catch your Sales Managers doing something right – namely being out of […]
Inside Sales Leaders, Promote Bad-Assery
Yes, it’s a word. Well sort of. Shonda Rhimes made it so in The Year of Yes. And since this woman owns TGIT TV I’m going with it. But what […]
What’s the 1 thing you wish you knew when you were 22?
Hindsight is 20/20, right? Sales Hacker set out to collect valuable advice from people who all started in some way or another in B2B sales or marketing and asked, “What’s […]
6 Ways to Make Call Coaching More Effective
There’s lots of buzz in the Inside Sales industry about the wonders of call coaching, but the harsh reality is that it just isn’t easy to do well. Here are […]
Did you promote your top Rep to Manager? Whoops!
Think of your very best rep. Like ever. Pulled deals out of the air like little cloud gifts from heaven at month end. Broke new business, mastered the upsell, just […]
Crap, I Promoted My Top Rep.
The Double Burn When I moved to the Southwest during college, my “friends” introduced me to amazing recipes with Hatch green chilies. “Be careful Iowa,” they’d say, “It’s the chili […]
Top Three Mistakes That Reps Make On Lead Follow Up
We’ve all heard the scary lead follow-up stats floating around – 73% of web leads are never contacted (Source: HubSpot), 44% of salespeople give up after 1 contact attempt (Source: […]
5 Things I Learned During My First Year in Sales Management
In 1998 I moved to Phoenix to take my first Inside Sales Management job at Insight (NYSE: NSIT). We resold technology to the Fortune 500. Mine was a new team […]
How to Remove Friction From Your Inside Sales Team’s Call Flow
Some of us call them a “call flow,” some call them a “score card,” others may have a different name. In any case, a “call flow” is usually defined as […]
Thanks for the Promotion…Now What?
Once the excitement wears off, there’s a good chance that your new manager is nervous and even a little scared about their ability to succeed. Here are 10 things running […]
A Thank you Note to the Worst. Boss. EVER
This month Factor 8 turned 8 years old. I’d have missed it completely if I hadn’t gotten your LinkedIn Congratulations. Thanks you guys! So it’s on this auspicious occasion that […]