The ABC’s of Inside Sales

Presentation for

Peter Adam

Inside Sales Professionals

are the future of business

Inside sales is growing 3X faster than outside sales

The ABC’s of Inside Sales

https://www.youtube.com/watch?v=PO-9nBjFsAg&feature=youtu.be

The evolution of inside sales

This is a good website for anything on Inside Sales. American Association of Inside Sale Professionals

The AA-ISP is an association dedicated exclusively

to advancing the profession of Inside Sales.

The ABC’s of Inside Sales

https://www.youtube.com/watch?v=7Hm4M8h8HkY&feature=youtu.be

So you are looking to hire an

Inside Sales Professional!

In the past they have primarily been tele-marketers

The ABC’s of Inside Sales

https://www.youtube.com/watch?v=PO-9nBjFsAg&feature=youtu.be

Inside Sales Professionals

Are hired to help companies increase sales.

After all we are Inside ‘Sales’ Professionals

The ABC’s of Inside Sales

Inside Sales Professionals

goal is to ‘make the most’ sales they can.

That means qualifying the

maximum amount of opportunities

and making the most of the ones they get into

The ABC’s of Inside Sales

Inside Sales Professionals

work with outside sale representatives

The ABC’s of Inside Sales

In some companies they go through the whole sales cycle closing deals.

In other companies they qualify the lead and hand it off to outside sales.

The ABC’s of Inside Sales

Inside Sales Professionals

will use the Cold Calling 2.0 Model

This was developed by Aaron Ross at Salesforce.

B= Business Development

The ABC’s of Inside Sales

“Business development

is the creation of long-term value for an organization

from customers, markets, and relationships.”

Inside Sales Professionals

need to develop a rapport with the lead

Once the Inside Sales Professional contacts a person

they need to start developing a relationship with them.

The ABC’s of Inside Sales

Inside Sales Professional

Need to know what a lead is

Hubspot says “A lead is a person who in some way,

shape or form has indicated interest in your companies

products or services.”

The ABC’s of Inside Sales

Lead generation describes the marketing process of

stimulating and capturing interest in a product or service

for the purpose of developing a sales pipeline.

The ABC’s of Inside Sales

Inside Sales Professionals

will understand Lead Generation

The ABC’s of Inside Sales

Inside Sales Professionals

need to be able to qualify leads

Inside Sales Professionals

Will contact leads in a timely manner

The ABC’s of Inside Sales

If you follow up on the lead within 5 minutes

You are 9 times more likely to covert the sale

The Buyers Journey is the active research

a potential buyer goes through

leading to a decision

The ABC’s of Inside Sales

Inside Sales Professionals

will understand The Buyers Journey

The ABC’s of Inside Sales

Inside Sales Professionals

need to move the lead to a prospect

The ABC’s of Inside Sales

Inside Sales Professionals

need to understand the New Sales Model

The ABC’s of Inside Sales

Inside Sales Professionals

Will qualify marketing leads

Inside Sales Professionals

Will determine who the ‘decision makers’ are.

This may not be the first person they talk to

but they will ask the right questions to find out who is.

The ABC’s of Inside Sales

The ABC’s of Inside Sales

Inside Sales Professionals

Will be able to discover if the lead needs our product

The ABC’s of Inside Sales

Inside Sales Professionals

Will hand off qualified leads

If they are qualified the ISP

will schedule an appointment with

the outside sale representative

The ABC’s of Inside Sales

Inside Sales Professionals If the prospect is not qualified

The ISP will continue to nurture them.

The ABC’s of Inside Sales