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TRANSCRIPT
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