brent holloway - growing revenue through an inside sales strategy
TRANSCRIPT
#SalesSummit | @Sales20Leader
8 Simple Suggestions for Growing Revenue through Inside Sales
Brent HollowayGlobal Inside Sales LeaderHP Enterprise Security [email protected]
#SalesSummit | @Sales20Leader
AgendaPeople
1. Sales Model: Numbers and Roles2. Hire and Retain Great People3. Career Path
Process4. Buyer’s Process5. Internal Sales Processes
Technology6. Social Selling7. Sales Analytics8. Others including emerging
#SalesSummit | @Sales20Leader
1. Sales Model: Numbers and RolesPartnering with Field Sales vs. ISR Only Testing with minimal risk
Example, ABC Software:Before: 20 field reps X $2.0M = $40M/yearAfter: 20 field reps X $2.4M = $48M/year +10 ISRs X $2M X 30% = $6M/year
Total = $54M/year (+$14M or 35%) in additional sales, on a ~$1.8M investment (loaded)
#SalesSummit | @Sales20Leader
2. Hire and Retain Great Salespeople
AssessmentsSituational Interviewing QuestionsRole Play Call?Recruiters (Cost vs. Opportunity Cost)
CSO Insights (www.csoinsights.com)
#SalesSummit | @Sales20Leader
3. Career PathHave one (not just on paper) with executive supportReal world examples
Sales Development(SDRs)
Inside Sales (ISRs)
ISR Manager
Field / Channel Sales
Sr. ISR / Hybrid
SDR Manager
#SalesSummit | @Sales20Leader
Qualify the opportunity
Develop and propose solution
Negotiate and close
Implement & success
Expand & extend
ResearchRecognize
NeedsEvaluate Options
Select Solution Options
Resolve Concerns & Decide
ImplementSolution
& Evaluate
Align to sales processExit criteria (I.e. timing of PoV)Easy to test response to initial customer engagement
4. Buyer’s process
Understand the
customer
#SalesSummit | @Sales20Leader
Does it look like this?Is it documented?Day in the life?% of time on admin?Approval bottlenecks?
5. Internal Sales Processes
#SalesSummit | @Sales20Leader
“Engage with Insight”-LinkedIn
Sales Navigator
SFDC integration
6. Social Selling
#SalesSummit | @Sales20Leader
Excel / CRM / Salesforce.com(Sales, Pipeline In/Outbound, Activities, etc.)
Predictive Analytics(I.e. Lattice Engines)
7. Sales Analytics
#SalesSummit | @Sales20Leader
8. Other technologies including emergingCRM/PRM, Prospect and Customer Intelligence, Incentive/Compensation Management, Video,Sales Playbooks, Web-based Collaboration, ROI tools,Gamification, Sales and Forecast Analytics, Big Data, Marketing Automation, Social Selling, etc.
AA-ISP (www.aa-isp.org)
#SalesSummit | @Sales20Leader
Thank you8 Simple Suggestions for Growing Revenue
through Inside Sales
Brent HollowayGlobal Inside Sales LeaderHP Enterprise Security [email protected]