By: Kelley Robertson   Sales Lie #1: “I could reach my quota if my company lowered their prices.” If I had a nickel for every time I heard this… If you rely solely on price to close deals then you condition your customers to constantly push you for a larger discount or a better price. [...]

As you read these tips, we’d like you to think about what you can begin doing as a leader. Included with the tips are real-world examples (many of which are taken from Bob Nelson’s 1001 Ways to Reward Employees and 1001 Ways to Energize Employees). Think about how you can adapt the ideas to your [...]

With the holiday season upon us, we wanted to take a moment to remind others to get involved with local organizations and provide for those that are less fortunate.  This year Invenio decided to work with the Texas Court Appointed Special Advocate (CASA) whose mission is to be a voice for abused or neglected children [...]

The best inside sales lead generation campaigns become successful through a well-defined cold call process and through collaboration with sales managers and the sales team. A well thought out process should include call guide (scripting) creation and live and recorded call monitoring sessions with the inside sales professionals. In an inside sales lead generation environment, a [...]

When looking for an outsourced lead generation provider, businesses need an expert whose services can help their business achieve success. Because businesses put a lot of time and effort in their lead generation initiatives, it is wise to pay close attention to important factors like years of experience, professionalism, and reporting and analytics when looking to [...]

Finding an outsourced inside sales solution that meets the needs of your business can sometimes prove to be a challenging task. Based on our experience, here are 3 qualities to help drive a successful outsourced inside sales partnership. Experience – Find and research inside sales organizations that have been in the business for a long [...]

Your business is growing and you have expanded your footprint, providing an opportunity to promote a new product or business offering. Perhaps you are looking to drive foot traffic to your upcoming trade show or webinar or simply hoping to be able to generate more leads to your existing sales team. Whichever of these describes [...]

Now is the time of year when many marketers are looking at 2011 and planning for lead generation. As you develop your plans, there are many areas to consider and with fewer resources available than in years past, prioritizing is key. Top marketers suggest that you always begin with the end in mind. What do [...]

In a recent post I mentioned that most channel partners sell multiple products, sometimes even those of your competition, and that their sales teams will focus on what is easiest for them to sell and what puts the most  money in their pockets.  After all, it is in their DNA. So, with that insight in [...]

If you are looking to acquire new channel partners for your company, here are important points to consider in your channel partner recruitment process: Experience of the channel partner with similar products / markets Much of the value of having channel partners stems from their ability to quickly be up and running selling your products [...]