Let Them Drink Coffee: Inside Sales Best Practices

Feb. 16, 2010 - PRLog -- www.insidesaleslab.com – Customer Solutions Group has underwritten an innovative research and publishing project from the Aberdeen Group.  “Inside Sales Enablement: Let Them Drink Coffee” is an in depth research project and report that outlines the best practices employed by 488 sales and marketing departments of firms that employ inside sales as an integral part of their customer acquisition strategy.

The 488 participants provided extensive data covering each phase of their sales process, their methods and procedures, and technologies deployed. The project categorizes participating firms into three classes – Best in Class, Industry Average, and Laggards – and explains which factors set them apart and the lessons that can be learned from each.

“Competition in the business world is fiercer than ever,” explains Jeffrey Feuer, President of Customer Solutions Group, “so it is crucial that companies approach inside sales as effectively as possible.  This study helps identify the best approaches in the context of today’s business environment.”  

Customer Solutions Group (CSG) is a 16-year-old inside sales and call center consulting firm that improves inside sales and call center operations worldwide as well as deploying new inside sales strategies at its InsideSalesLab, a 50 seat Denver-based sales program incubator that uses the STEP process.  This proven process methodically tests scripts, lists, prices, and other factors to determine the optimal selling combination. Since 1988, Aberdeen has benchmarked the performance of more than 644,000 companies. Aberdeen research is read by more than 2.2 million readers in over 40 countries including 90% of the Fortune 1000 and 93% of the Technology 500.

About Customer Solutions Group:

CSG founder Andrew D. Carr and CSG President Jeffrey E. Feuer earned their MBAs from Harvard Business School in 1987. Their courses of study focused on sales strategy development, implementation, and measurement. Following their graduation, both men gained invaluable experience in managing a number of inside sales operations ranging in size from 50 to 800 people.  Today, CSG’s offerings include all the tools necessary to create, develop, and validate the best possible customer acquisition strategies. One of the most significant advances made by CSG is the creation of its own InsideSalesLab in Denver, CO. This unique environment takes theory out of inside sales and puts all phases of efficient customer acquisition into practice for CSG clients.

Contact:

Jeffrey Feuer

Customer Solutions Group

280 South Beverly Drive
Suite 416
Beverly Hills, CA 90212
http://www.insidesaleslab.com

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