Cookie Preference Centre

Your Privacy
Strictly Necessary Cookies
Performance Cookies
Functional Cookies
Targeting Cookies

Your Privacy

When you visit any web site, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, your device or used to make the site work as you expect it to. The information does not usually identify you directly, but it can give you a more personalized web experience. You can choose not to allow some types of cookies. Click on the different category headings to find out more and change our default settings. However, you should know that blocking some types of cookies may impact your experience on the site and the services we are able to offer.

Strictly Necessary Cookies

These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site may not work then.

Cookies used

Performance Cookies

These cookies allow us to count visits and traffic sources, so we can measure and improve the performance of our site. They help us know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies, we will not know when you have visited our site.

Cookies used

Google Analytics

Functional Cookies

These cookies allow the provision of enhance functionality and personalization, such as videos and live chats. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies, then some or all of these functionalities may not function properly.

Cookies used




Targeting Cookies

These cookies are set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant ads on other sites. They work by uniquely identifying your browser and device. If you do not allow these cookies, you will not experience our targeted advertising across different websites.

Cookies used


This site uses cookies and other tracking technologies to assist with navigation and your ability to provide feedback, analyse your use of our products and services, assist with our promotional and marketing efforts, and provide content from third parties


Here are some suggested Connections for you! - Log in to start networking.

Inside sales stories from the pros and what you can learn - Nicola Brookes - Blog

Inside sales stories from the pros and what you can learn

From paintings on cave walls to online blogging, storytelling has forever been a huge part of human nature – and it’s no different in sales. The best sellers tell compelling stories about the products and services they push that leave their prospects begging to hear more. To celebrate this fact, NewVoiceMedia has compiled a selection of quotes from the best inside sales pros, complete with a summary of what you can learn from them.

1.     Ralph Barsi, Senior Director of Sales Development at Achievers

The quote: “I decided to focus on inspiring each individual rep, instead of the team as a whole. The more I learn about and understand each SDR [sales development rep], the more I can inspire and influence them to perform at their highest level.”

What you can learn: People are intrinsically different; what inspires one person might leave another feeling totally uninterested. In a team, you will have a huge range of personalities, skills and temperaments to contend with. Therefore, if you are an inside sales manager, investing time and effort getting to know each individual rep in your team could be the key to unlocking their full collective potential.

Sponsor message - content continues below this message

2022 '17th annual' Global Contact Center World Awards NOW OPEN

Enter your Center, Strategy, Technology Innovation, Teams and Individuals into the ONLY TRULY GLOBAL awards program - regarded by many as being like the Olympics for the Contact Center World! Join the best from over 80 nations and compete for the most prestigious awards out there!


Content continues ….

2.     Trish Bertuzzi, President and Chief Strategist of The Bridge Group

The quote: “I think sales leaders need to focus on their building blocks. And when I say focus, I mean actually listen and observe the interactions between your sellers and your potential buyers.”

What you can learn: Technologies have changed the face of sales. They have made accessing prospect data easier, while creating massive leaps forward in productivity and conversion rates. The downside is that some inside sales teams have been encouraged to over-rely on the helping hand provided by these shiny new tools. However, if you use amazing tech as a crutch for the absence of a solid sales process, you are likely to find it difficult to maintain long-term success.

3.     Lauren Bailey, President of Factor 8

The quote: “Many believe in the next 10 years, inside [sales] is going to shift all to electronic. So it’s becoming a lower and lower touch sales process across all industries.”

What you can learn: The recent growth of inside sales has been accelerated by digital technology. Despite the multitude of benefits, a shift to electronic has created fewer face-to-face touch points across the sales process. To counteract this trend and encourage better engagement with decision makers, it will become increasingly important that businesses and inside sellers create more digital touch points within the buying journey.

4.     Mike Brooks, Founder of Mr. Inside Sales

The quote: “You need to surround your prospect, you need to reach out to them any and every way you can… and you have to reach out to them often.”

What you can learn: Regardless of the growing claims that technology has signalled the death knell for human-to-human interaction within the sales journey, when people need help, many still prefer to talk directly to a person. In fact, one of NewVoiceMedia’s recent studies revealed that 68% of people still prefer a live agent to handle their customer service queries. So, while it might be a brave new world for sales in many aspects, we still shouldn’t underestimate the power of the humble telephone.

5.     Chad Burmeister, Vice President of Sales and Marketing at ConnectAndSell

The quote: “Right now gamification, while important and successful, is only really being used within sales to drive motivation and productivity. What I would like to see is gamification across company departments.”

What you can learn: By providing inside sales managers with tools for motivating and engaging reps, gamification software has brought a sense of innovation to driving sales. Here, Burmeister is arguing that other departments can learn from inside sales by instilling the principles of gamification across an entire business. If executed effectively, gamification can therefore help to engage a wider range of employees and make them more productive.

6.     Laurie Page, Managing Partner at The Bridge Group

The quote: “Eighty-five percent of what’s learned without reinforcement is forgotten within a month. You have to review the same thing again and again until behaviour changes, which is right about the time they can’t bear hearing you repeat the same information.”

What you can learn: The high number of new technologies entering the inside sales space means that businesses are now having to invest heavily in training for virtual selling techniques. However, a lack of continuous training, and more importantly reinforcement, can reduce the value in such training significantly. That's why every sales manager needs to reinforce key lessons via continuous training.  

7.     Dave Stein, Author of Beyond the Sales Process

The quote: “To those of us who study sales performance for a living, ineffective sales hiring is indisputably an epidemic. […] We also know that, depending on the industry, somewhere between a fifth and a third of salespeople aren’t suited to the roles that they were hired to perform.”

What you can learn: Employees are the heart and soul of an organisation. Consequently, hiring the right employees in the right roles is one of the most important aspects of any successful business. As such, the majority of forward-thinking sales managers take a hands-on approach to choosing the most suitable reps to build an effective team.


Would you like to learn more about adopting a winning approach to inside sales? Then read NewVoiceMedia’s “Ultimate Guide to Inside Sales” to discover additional tips and advice for building a successful sales team.

Publish Date: January 25, 2017 7:37 AM


About us - in 60 seconds!

Industry Champion Award Leaderboard

Most active award (top 10) entrants in the past 48 hours! - Vote for Others / About Program
Submit Event

Upcoming Events

The most important day of the year for the CC & CX industry in the world!

We are proud to announce the winners of The 2022 '17th Annual' Global Top Ranking Performers Awards, The World's Most Prestigious Awards in the industry! Read More...

Newsletter Registration

Please check to agree to be placed on the eNewsletter mailing list.

Latest Americas Newsletter
both ids empty
session userid =
session UserTempID =
session adminlevel =
session blnTempHelpChatShow =
session cookie set = True
session page-view-total = 1
session page-view-total = 1
applicaiton blnAwardsClosed =
session blnCompletedAwardInterestPopup =
session blnCheckNewsletterInterestPopup =
session blnCompletedNewsletterInterestPopup =