PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

Posted by Dan McDade

Find me on:
on Dec 10, 2013 8:27:00 AM

Lead Generation Featured Image

Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell.

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013.

Here is the full video of our discussions and below are some highlights.


Sales is Getting Scientific

Click to start video at this pointPersonality used to be the primary attribute of a successful salesperson. Someone with charisma and quick wit still has a leg up on his or her competitors, but personality is less important nowadays than it used to be. With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information.

Sales Tools to Leverage LinkedIn

Click to start video at this pointThere are so many sales tools available today. Chad says to be selective in choosing these tools and make sure you identify your top 3-5 objectives before you plug in these sales tools. He recommended people look into tools like Ecquire, eGrabber, and SalesLoft, all of which are taking LinkedIn information and importing it into sales tools in structured and meaningful ways.

Make People Want to Work for Your Company

Click to start video at this pointOne of the best ways to obtain and retain successful salespeople is to create a company that people want to work for. But that’s just the first thing. Let people see how great your company is, Chad suggested. Create a short video that shows your office and the people who work in it. That kind of video can be shared on social media, generating buzz about your company.

Field Reps Should be Open to Moving Inside

Click to start video at this pointThe traditional model of inside sales reps providing leads for the field is going away, Chad said. The technology available today is allowing veteran field reps to work in an office and not get burned out because the potential leads are largely automated. The boon in inside sales has been a benefit to sales reps and their families, since reps don’t have to spend the same amount of time in the field.

You can connect with Chad and learn more about ConnectAndSell via the following resources:

Chad Burmeister

 

Website: www.connectandsell.com

Twitter: @velocity_sales

Chad's Blog: highvelocitysales.wordpress.com

 

 

Stay tuned for more PowerViews.

By Dan McDade


Tell us what you think!

Topics: Inside Sales, B2B Sales, PowerViews


Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
Get the Calculator

filter blog posts

  • Search

Top 5 posts

How Much Leads Cost

I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:

What Should the Sales Close Rate Be?

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius..