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The Inbound Sales and Marketing Blog

Why the Inside Sales Model Makes Sense For The Office Technology Industry

Every dealership wants to grow net-new business. However, using field sales reps as the sole source of prospecting leads to inconsistent results. That’s why most technology companies outside the office equipment industry have inside sales teams with Sales Development Reps (SDR’s) focused exclusively on developing new business opportunities.

As we’ve been coaching and equipping inside sales teams with the latest automated prospecting strategies combined with monitoring market triggers, I’ve become more and more convinced that inside sales team are an effective strategy  for dealers who want to grow new business. Here’s why:

How To Recruit Great Players To Your Sales Team

As a VP of Sales or Sales Manager of a copier dealership, the number one driver of your success is recruiting a great sales team. If you don’t have great players, you’re going to struggle. A sales team is similar to a college football team. If the team recruits great players they are set up to have a good season. If they fail to recruit great players they are a in a lot of trouble. (With condolences to my friends who are Arkansas, Tennessee, or Nebraska fans this season!)

What can we learn from college football to help us recruit better reps? Here are a few ideas.

The Average Age of a Network Administrator is 36-What This Means For Your Copier Dealership

In doing research for a presentation I’m doing for a Copier Dealer Association's service manager’s meeting, I discovered a statistic that should make all of us pay attention: 36 is the average age of a network administrator according to a recent New York Times article. Yes, that’s the average age. That means there are many in their early thirties and late twenties.

What does this mean to your dealership? Even though the people sitting in the c-suite may be baby boomers coddling their 401K’s as they sail into retirement, the youngsters they have hired to manage their information technology are digital natives.

Interviewing - Two Major Mistakes

This podcast is an older recording that was originally published in March of 2014. Due to many recent conversations with clients and prospects, we thought this podcast would be insightful and worth putting out there again. Enjoy!


Finding and hiring the right candidate is no easy task - and not many people's favorite. Yet neglecting to put in some of the work that finding the ideal candidate requires will cost more time and money in the long run (it's that whole go slow to go fast mentality). Because, when you hire the wrong candidate and all that time and money spent interviewing, evaluating, paying, training and onboarding ends up leading you right back to where you started - it's a bit counterproductive.

Managing Great Expectations


In Shakespeare's play All's Well That Ends Well it's said, "Oft expectation fails, and most oft there where most it promises," though the paraphrase of this line may be more familiar: "Expectation is the root of all heartache."

Whether it's in hiring a sales rep or dealing with a client, this line rings true - managing expectations is a key component to a successful business relationship. In this episode of The Funnel - A Sales and Marketing Podcast, John and Lindsay will cover the importance of setting clear expectations with new-hires and with clients to ensure the trust that must exist to achieve success in a partnership is established from the very beginning. 

Hiring, Training and Onboarding - You Want to Get This Right [PODCAST]


Inbound marketing is changing and molding the landscape of the business world. In order to be successful, we must adapt. This is especially true for small businesses, who have a limited budget. The small business model has changed and achieving success starts with hiring the right sales people and learning how to hire the right sales people. These new hires must be responsible for inbound sales and outbound sales and for treating each as different as they are. 

It takes more than just getting the right people, though. Figure out how to get them up and running quickly through a good onboarding program, examine the process and make sure your employees are able to spend time on the tasks they were hired for, and be sure that success is being analyzed through the metrics that matter. In this episode of The Funnel - A Sales and Marketing Podcast, John and Lindsay cover how small businesses can achieve success and increase sales revenue by hiring the right people, having a good onboarding program, and having them be responsible for both inbound and outbound sales.

Hiring Sales Reps Who Will Go the Distance [PODCAST]


The majority of sales managers, owners and VP's are not trained in the necessary skill set to hire ideal candidates for their sales team. Yet, a large portion of a sales manager's job is to hire sales reps for the company. So, how do you get over this hurdle of hiring reps that will be successful and avoid those bad hires who end up being a waste of time, money and resources?

On this episode of The Funnel - A Sales and Marketing Podcast, John goes it alone, due to some technical difficulties, addressing the process it takes to find, hire and keep those hard to come by sales reps. This is not a fast process, it could take anywhere from 4-6 weeks or even longer depending on the skill set you're hiring for. Keeping that go slow, to go fast mentality while hiring sales reps will be a crucial factor in the success of your results. 

Reduce Sales Turnover - We Found Your Golden Ticket [PODCAST]

Hiring the wrong sales person can cost you $75,000.

And that’s just training, recruitment, and onboarding costs. If you keep hoping that a poor sales hire will “work out” after 90 days; you’re costing yourself even more money. Like anything, to hire the right person for your sales position(s), you need a process. This episode of The Funnel goes into detail on how successfully using an assessment will ensure – 96% of the time – that you hire the right person for the specific position.

You could ignore this success rate and continue on at the current “success” rate of 25% for sales hires based on your instinct.We'll call that the Slugworth option. Or you can use an assessment as your Golden Ticket to a successful sales hire. We'll call that the Willy Wonka option.

Your choice.



Hiring Sales People is Tricky Business [PODCAST]


There is an art to hiring sales people. 

There is a shortage of great sales people out there. The ones who are gainfully employed are the best ones to hire because they are great at what they do. If they're not employed, red flags should go up as the interviewer. In this episode of The Funnel - A Sales and Marketing Podcast, we explore how to identify and interview sales reps. We'll review: