abc's of inside-4.1

The ABC’s of Inside Sales

Inside Sales Professional!

There is a whole new world out there

American Association of Inside Sale Professionals

If you are hiring an inside sales person this is a good website.

The AA-ISP is an association dedicated exclusively

to advancing the profession of Inside Sales.


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

So you are looking to hire an


In the past they have primarily been tele-marketers


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

Inside Sale Professionals

In todays world they fill a number of roles

An inside sales Professionals can do many roles

• Lead generation & qualification

• Appointment-setting (business development)

• End to End sale

• Account management


A= Account Management

B= Business Development

C= Contacting Prospects


Inside Sales Professionals

wear many different hats


How do we define them?


https://www.youtube.com/watch?v=5Crhw4er4-U&feature=youtu.be


are the future of business

Inside sales is growing 3X faster than outside sales


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

The evolution of inside sales


Are hired to help companies increase sales.

After all we are Inside ‘Sales’ Professionals



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

That means getting into the

maximum amount of opportunities

and making the most of the ones they get into



work with outside sale representatives


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.


What is the Ideal Profile?



Need to be well trained


• Market research

• Prospecting

• Lead qualification

• Virtual presentation

• CRM management

https://www.youtube.com/watch?v=i-zajfgIWsA&feature=youtu.be


Need to be good team players


The Inside Sale Professional

works with various people within the company


manage all aspects of the account.

A=Account Management


In some CRM systems, like Salesforce,

‘account’ and ‘contact’ can mean the same thing

In order to develop business the


need to build and maintain their CRM system

CRM typically stands for customer relationship management

But really it is contact relationship management

Missing the mark?

How much business have you missed because suspects aren’t in your database?



need to develop relationships

with their prospects

Once the Inside Sales Professional contacts a person

they need to start developing a long-term relationship with them.



Need quality leads in their database

In order to get to qualified leads

the Inside Sales Professional

needs to start with quality data


Inside Sales Professional

Need to learn how to generate leads


The Inside Sales Professionals job

is to help increase sales for the company

and that starts with sales leads!


Need to know what a lead is


There are different answers! Salesforce defines

a lead as ‘a person or a company that might be

interested in your product or service’.


need to build a contact database.

But where do they get these names from?


Inside Sale Professionals

need to do their own market research


In order to develop new business the


Needs the most basic information about a lead

What do we know about this company?

• Type of business

• Size of business

• Name of contact within the business



Needs to learn how to qualify leads

A lead is a ‘contact that has not been contacted’



Need to use LinkedIn Advanced Search

https://www.youtube.com/watch?v=j89f810DnoE

This is a great resource to find leads by industry, area, title, etc



Need to update their contact database regularly


When the Inside Sales Professional contacts a lead

they need to enter information such as notes activity etc. into their CRM

https://www.youtube.com/watch?v=Ipt6IPxnQkY&feature=youtu.be


Need to enter their sales opportunities

This allows them to produce accurate forecasts

and reports for management.


B= Business Development


need to develop their own business

because prospects don’t fall into their lap



need to become good at generating lead


Whether we call it ‘business development’ or ‘lead

generation’ this is an important part of their job


In business development are between sales and marketing

Some say this is the missing link



Need to lead their prospects through the sales cycle


This would be the truest meaning

of ‘business development’


Need to make cold calls into accounts

In order to develop business


The is an important first step in the sales process


Will make so many cold calls per day

This brings up a very important question



are not very effective making cold calls

Doesn’t work 90% of the time

• (Harvard Business Review)

Costs at least 60% more per lead

• (Hubspot, The state of Inbound Marketing)

Cold calling has a rate of less than 2% of

phone calls resulting in a meeting.

(LeapJob)

Is there a better way to contact prospects?



need to contact people to develop business

but social media is a better way to do that


need to get to speed on Social Selling



need to be good at Social Selling

https://www.youtube.com/watch?v=geBGQ5k43Bc

https://www.youtube.com/watch?v=0eUeL3n7fDs


don’t make ‘cold’ calls they make warm calls


An Inside Sales Professional will find some piece

of information about the lead that he can use to

connect with him on.

https://www.youtube.com/watch?v=zwcuZF0gl_k&feature=youtu.be


Need to become proficient on LinkedIn


LinkedIn is an invaluable tool for developing new business

https://www.youtube.com/watch?v=A3P6osDqgqM&feature=youtu.be


need to learn a better system to develop business

And that system is called Cold Calling 2.0

This is revolutionary in it’s process

and more importantly in the results.


https://www.youtube.com/watch?v=pX9Xif1OnXI&feature=youtu.be


Outbound is out, Inbound is in

https://www.youtube.com/watch?v=etWrT86rG4I



are responsible for building a funnel of business

Cold Calling 2.0 doesn’t have a lot of cold calling

Cold Calling 2.0 Funnel

https://www.youtube.com/watch?v=pX9Xif1OnXI&feature=youtu.be


C= Constantly contacting their prospects!

Inside Sales Professionals job is to sell!

They do this by developing new business!

This means they need to contact prospects constantly!



Need to constantly contact prospects

They do this with Multi-channel marketing

The ISR wants to contact they prospect

but he doesn’t want to but them



Need to constantly contact prospects

so they need to work with marketing to do this


will work with marketing to develop campaign

and to follow up on the leads marketing develops



Need to be able to contact C-Level people

Based on this they need to have a list of

CEO, CIO, CFO, and CMO



Need to contact leads in a timely manner

Marketing experts say that it takes 8-9 touches

to develop a qualified prospect!



Will contact target accounts


Inside Sales Professionals may need to call many

different people in the company to make contact.

Inside Sales Professionals will contact leads to qualify them.



Will contact prospects to 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



communicate the companies value proposition



will schedule virtual presentations when needed



will contact prospects to nurture them.



can be a really fun job!


Go get em tiger

abc's of inside-4.1

Documents

inside sales professionals

inside sales person

evolution of inside

profession of inside

abcs of inside sales

outside sales

sales cycle

sales professionals