formulawon growth tracks · 2015-02-16 · the result of poor lead generation • no is not ok! (it...

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© TruMethods, LLC. 2013 - All rights reserved

FormulaWon Growth Tracks

Virtual Sales Meeting

The Inside Sales Process

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House Keeping

– Sound: VoIP or Telephone (Audio Pin #)

– Type questions or raise your hand to speak

– This webinar will be available in the Newsfeed

– Next Webinar is Focus on Success

• Thursday September 26th at 2:00PM Eastern Time

• Topic: World Class Service Delivery

When you're Schnizzin go to Schnizz corner!

members.trumethods.com/schnizz

Virtual Sales Meeting

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Inside Sales Champions

• We’re experiencing dramatic results with the

members of our Inside Sales Champions

program

• Go to members.trumethods.com/insidesales

to learn more about how it can help your

Inside Sales process


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The Inside Sales Process


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The Anatomy of a Sales Engine

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Inside Sales Role

• Telemarketing

• Outbound dials

• Lead generation (appointment

setting)

• Lead & Prospect Management

• Manage prospect database

• Follow-up Activities

• Returning prospects

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Copyright 2013 TruMethods, LLC

Prospect management

Suspects

Prospects

Warm 250

PBR!

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Inside Sales Process

Inside Sales + Marketing synergy

• Inside sales cleans the database to make

marketing more effective

• Marketing creates demand and awareness

that makes inside sales more effective

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Deal with reality

• Be realistic about your starting point

• Have the right expectations for Inside Sales

• You can expect appointments right away but

your close ratio will may be lower early on

• Focus on warm lead sources


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Warm Lead Generation Sources

• COI’s

• Leverage LinkedIn

• Referral programs

• Web page optimization

• Vertical marketing

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Inside Sales Weekly Activity Goals

• 350-500 dials

• 50-75 DM conversations

• 3-5 qualified appointments

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The time value of activity

• Today's activity is tomorrow’s sales

• Each year over 20,000 dials, 3,000

conversations and 180 appointments

• Dramatic increases in sales with small

increases in sales expense

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The result of poor lead generation

• No is NOT ok! (It can’t be)

• Can’t choose the right clients

• Can’t set minimum MRR

• Can’t get the right price

• Forced to sell the wrong service

• You can’t build belief

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FAQ

Can I outsource inside sales?

• Many have tried outsource telemarketing

• You can’t outsource lead & prospect

management

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FAQ

Why does inside sales fail?

• Lack of leadership

• Poor accountability

• Lack of discipline

• Lack of belief

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FAQ

Why does inside sales fail?

• Call reluctance

• “Improving the approach”

• Changing the process

• Blunt-force trauma

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FAQ

Blunt-force Trauma

• Tell the prospect who you are, where you are

from and why you are calling in the first 10

seconds

• “My name is Gary, I’m from ABC Technology

and I want to sell you something…”

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FAQ

Another way of saying

“I want to sell you something”

• Discuss your IT needs

• See how we could help you

• Introduce our services

• Be a backup just in case you have issues

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There is NO SCRIPT

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The is a process (The TM process)

• Proven approach

• Predictable results

• Works in all markets

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• The TruMethods process is based on the

irrefutable logic of “The Message”

• “Every business leader would well served to

learn our unique perspective around

technology costs and results”

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The Message

It doesn’t matter if:

• You are fine

• You love your current vendor

• You don’t outsource

• You would not consider changing

• If you think we are wasting our time

© TruMethods, LLC. 2012 - All rights reserved.

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FormulaWon Resources

• Starter Kit: “Prospect database

management” video

• Starter Kit: “Inside Sales” video

• “The Reality of your Lead Generation” video

• The “Inside Sales Workshop”

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Inside Sales Champions

Dedicated portal area:

• Forums

• Live Chat

• Detailed training content

Live monthly webinar

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members.trumethods.com/insidesales

• Introduction

• What is inside sales

• The 5 Phases of mastery

• The Message

• The anatomy of a sales engine

• Organizing yourself

• Reaching decision makers

• Call Premise

• Result Nuggets

• Controlling the call

• Asking for the appointment

• Common mistakes

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Anyone can build an Inside Sales function

• Focus

• Commitment

• Support

• Process

• Investment of your time

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Meet the Champs

Please welcome:

• Michael

• Ashley

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Inside Sales Role

• Success in sales is 90% attitude, self image

and self discipline and 10% knowledge

• 80% of what happens on a call happens

BEFORE you pick the phone up.

formulawon growth tracks · 2015-02-16 · the result of poor lead generation • no is not ok! (it...

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