Ten ideas to help you develop a

successful Inside Sales plan for 2015

David MaloneTrainer| Speaker | Consultant

Co-Chapter President AA-ISP Ireland

www.evolve.ie

Happy new year!

But last year’s sales figures are now

consigned to history – the sales target clock

is reset back to

zero again!

But how can you surpass last year’s

efforts?…. Time to put your thinking

hat on!

Possible Plan A!

I could wait for my existing clients to reorder and bring in a large slice

of my annual sales target?

Hope is not a good sales strategy!

If you are waiting for existing customers to contact you to reorder, don’t hold your breath!

I could do an e-mail campaign to my target list and wait for the phone to ring?

I’m all for taking proactive steps

but will the phone ring often enough

with this approach?

…This idea might never fly!

I could double my efforts and

work harder and faster than ever

before?

May be!

…

However, I

may run out

of energy!

Time for some fresh thinking?

Here are 10 ideas to help you improve your inside sales prospecting strategies in 2015

Select sectors where you already have credibility

• A proven track record

• More expertise of their world

• An extensive contact base

• People who can provide you with introductions

* Remember, your offering might not be a fit for every sector regardless of whether they are on your target list. So fish where you have caught fish in the past!

Prospect where the odds are in your favour already. Pick sectors where you have …

Develop relationships with representative organizations

in that sector

That could be

A Professional body

Or

A trade association(Example: If you sell to HR Managers - Chartered Institute

of Personal Development –C.I.P.D.)

Consider ………

• Writing for their publication

• Giving speeches at their seminars

• Provide resources for their website

But do this

Leverage Client relationships – where those clients are well networked

How can you find out how well networked they are?

• Check their LinkedIn account for your sales targets

• Ask them who they know!

• Remember, most of your clients (if they rate you) will be delighted to introduce you to their contacts – Just ask them!

How do I ask for the introduction?

In 4 easy steps….. Ask your client …..1.How well do they know your sales target.

2.Would they be comfortable introducing you.

3.To ask the sales target to accept a call from you.

4. ‘To ‘cc’ an email to both the sales target

and yourself with contact details.

Target up to three individuals within each prospect company

The more people you target in a company …

• The better the odds of making a connection with one of them.

• The higher the chance of you finding a mutual contact to introduce you.

Pick three different type of stakeholders

* For example

– User buyer

– Financial buyer

– Technical buyer

You can always move laterally

towards the correct buyer regardless of

which of the five targets you initially

meet with!

Follow your targets / prospect companies on Social Media

P

Follow their• Comments

• Groups

• And watch out for mutual contacts• Answering of questions• Create your own visibility in their groups - post

resources ,articles and answer questions

Connect with Complimentary Solution Providers

What is a CSP?

A complimentary solution provider

Is a supplier who Targets the same people you doIs not the competitionCompliments your offeringIs well networkedWill share informationWill swop introductions

CSP’s

For example: if you sell CRM software to contact centres to customer service managers - a CSP might be a contact centre specialised recruitment agency

Target and attend two networking events a month

…. Virtually or physically!

Strategic networkers

• Identify correct events

• Get attendance lists in advance

• Ask organisers for introductions

• Ask questions to understand

• Follow up sincerely

• Build trust with new contacts before asking for help

Become a thought leader for your target sector(s)

A thought leader is someone who

• Shares ideas

• Writes articles

• Answers questions

• Makes speeches

• Provides insight

• Anticipates new trends

Via Social & Other Media

Stay in touch with old customers even when

they can’t buy from you

Stay in touch – long roads always turn at some point!

• Be helpful • Support behind the scenes• Keep them on distribution lists• Send free resources• Be LinkedIn with them• Things don’t stay the same for very

long!

Put targets and measure results for all your sales related activities inclusive of everything we

mentioned in this presentation

“You become what you do everyday”

www.evolve.ie

davemaloneinsidesalescoach