inside sales

January 19, 2019

Kathleen Glass Named Global Inside Sales Association Advisory Board Member

Kathleen Glass, CEO of sales and marketing consultancy Oinkodomeo and strategic advisor for Wyecomm, has been named to the AA-ISP Advisory Board. AA-ISP, the Global Inside Sales Association, is committed to cultivating and maintaining relationships that aid in the advancement of our profession. AA-ISP Advisory Board Members play a key role in that goal, sharing […]

July 27, 2018

5 Ways to Help Your Sales Reps Make Quota

Kathleen Glass

Why are enterprise sales so dismal? Approximately 40% of all enterprise sales reps don’t make quota! That’s right, you heard me! Only 60.9% of sales people achieve quota each year (Source: HubSpot)! Why is it that with all the modern tools and methods that fewer sales people are succeeding. Sales may think it’s because the […]

July 16, 2017

Trials, Demos or Tours – what’s right for your SaaS Solution

Kathleen Glass

How do you know what’s going to work best to help prospects evaluate and buy your SaaS solution: Trial, Demo, or Tour? Let’s start with some definitions. Free Trial – Opt-in and Opt-out In thinking about offering a free trial, the first question you need to ask yourself is – do you want or expect […]

July 13, 2017

The 7 C’s that Marketing Needs to Know about Managing Inside Sales

Kathleen Glass

We have been seeing a growing trend where inside sales has been moved from reporting to sales to reporting to the marketing team. Some of the largest companies in San Diego and around the world have moved their inside sales teams under marketing. This has a lot of upside potential. But what we have observed […]

December 26, 2016

How to Hire an Inside Sales Team in San Diego

Kathleen Glass

Whether you are just starting a business or taking your business growth to the next stage, an inside sales team can be your most valuable resource. But before you set up your inside sales team in San Diego, whether you are based here or decided it gives you a good outpost on the west coast […]

August 9, 2016

Should Inside Sales Report to Marketing or Sales?

Kathleen Glass

To look at this question, should inside sales report to marketing or sales, a bit more closely, let’s ask it differently. Is the ISR / SDR better aligned with marketing or with sales? According to Bridge Group, in 2014 24% of SDRs reported to marketing and this number has been increasing among both large and small companies […]

April 23, 2016

6 Takeaways from AA-ISP Inside Sales Leadership Summit

Kathleen Glass

The AA-ISP Inside Sales Leadership Summit is in its seventh year, bringing together over one thousand individuals dedicated to the inside sales profession. The two and a half day event is chock full of sessions dedicated to this growing field. There are so many options that it’s impossible to attend them all. Here are some of my […]

February 22, 2016

Book Review: The Sales Development Playbook

Kathleen Glass

Whether you call it inside sales, business development, or sales development, this is a critical role for revenue growth. Released just last month, I highly recommend anyone in leadership for sales or inside sales read The Sales Development Playbook by Trish Bertuzzi. Specifically, the book is written for: Executives and Executive Sponsors VPs of Sales Sales […]

February 20, 2016

Fractional Inside Sales Manager

Kathleen Glass

Let Oinkodomeo be your interim or fractional inside sales manager to develop, coach and grow your B2B Inside Sales team into a quota crushing powerhouse. Experienced in inside sales team development, our experts will dedicate time both virtually and onsite one-on-one each week keeping your team of one to five reps on track and hitting their […]

February 9, 2016

Building an Inside Sales Team with Oinkodomeo and Premierehire

Steve Glass

We have partnered with Premierehire to help companies who are thinking about building an Inside Sales team in order to drive revenue. We’ll help you figure out where to start and design the right customer-focused processes for your company. Our services have been developed to ensure that your team is properly trained and armed with the right tools to […]

January 25, 2016

How to Boost Your LinkedIn SSI Score

Kathleen Glass

People have been asking me about the LinkedIn SSI Score, what it means, and how do they impact it. Here is how I got a score that’s nearly double my network average and more than three times the average sales or marketing rep. First of all, you don’t jump to 95 overnight. I started a […]

December 24, 2015

AA-ISP San Diego Chapter Lunch and Learn January 15

Kathleen Glass

Our first topic of 2016 will be: “Creating Collaboration between Inside and Field Sales” Join us Friday, January 15 from 11:30 am – 1 pm Location: 5200 Illumina Way San Diego, CA 92122 Register now to save a seat. Our panel of experts will discuss how best to create and incentivize a productive relationship between inside […]

December 5, 2015

Guide to Building an Inside Sales Team

Kathleen Glass

Sales is changing forever because the buyer has changed. Buyers are more informed and more comfortable with digital engagement as they do more research and buy more products online, and this has extended to their business lives as well. What this means for sales is that there is a new inside sales role emerging that […]

December 5, 2015

Cold Calling Lists is a Waste of Time

Kathleen Glass

An Account-focused Approach Cold calling a purchased list of contacts should no longer be the focus of your sales strategy. Yet it’s amazing how often I get asked, “Isn’t there a list I can buy?” Reps calling cold lists with a canned pitch will have very low rates of success. Even if you pair that […]

May 12, 2015

Inside Sales, Uncloak Yourselves!

Kathleen Glass

I didn’t really want to write this rant about inside sales. So I’ll do my best to treat it as the output of analytical research. Really, I’ll try. But I warn you, it may be a rant. I have been researching heads of inside sales to invite to be on my AA-ISP panel in San […]

May 7, 2014

Inside Sales is Dead

Kathleen Glass

Inside Sales is morphing into a new entity that bridges the sales and marketing relationship. This new Sales Qualification Expert qualifies prospects through engaged discovery and converts them into Sales Qualified Leads which shortens the sales cycle and enables your enterprise sales reps to be more effective in their close rates.