Download - ABC's of inside-4.1
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.
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 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
The ABC’s of Inside Sales
A= Account Management
B= Business Development
C= Contacting Prospects
The ABC’s of Inside Sales
Inside Sales Professionals
wear many different hats
Inside Sales Professional!
How do we define them?
The ABC’s of Inside Sales
https://www.youtube.com/watch?v=5Crhw4er4-U&feature=youtu.be
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
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 getting into 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.
Inside Sales Professionals
Need to be well trained
The ABC’s of Inside Sales
• Market research
• Prospecting
• Lead qualification
• Virtual presentation
• CRM management
https://www.youtube.com/watch?v=i-zajfgIWsA&feature=youtu.be
Inside Sales Professionals
Need to be good team players
The ABC’s of Inside Sales
The Inside Sale Professional
works with various people within the company
Inside Sales Professionals
manage all aspects of the account.
A=Account Management
The ABC’s of Inside Sales
In some CRM systems, like Salesforce,
‘account’ and ‘contact’ can mean the same thing
In order to develop business the
Inside Sales Professionals
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?
The ABC’s of Inside Sales
Inside Sales Professionals
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.
The ABC’s of Inside Sales
Inside Sales Professionals
Need quality leads in their database
In order to get to qualified leads
the Inside Sales Professional
needs to start with quality data
The ABC’s of Inside Sales
Inside Sales Professional
Need to learn how to generate leads
The ABC’s of Inside Sales
The Inside Sales Professionals job
is to help increase sales for the company
and that starts with sales leads!
Inside Sales Professional
Need to know what a lead is
The ABC’s of Inside Sales
There are different answers! Salesforce defines
a lead as ‘a person or a company that might be
interested in your product or service’.
Inside Sales Professionals
need to build a contact database.
But where do they get these names from?
The ABC’s of Inside Sales
In order to develop new business the
Inside Sales Professional
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
The ABC’s of Inside Sales
Inside Sales Professional
Needs to learn how to qualify leads
A lead is a ‘contact that has not been contacted’
The ABC’s of Inside Sales
Inside Sales Professionals
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
The ABC’s of Inside Sales
Inside Sales Professionals
Need to update their contact database regularly
The ABC’s of Inside Sales
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
Inside Sales Professionals
Need to enter their sales opportunities
This allows them to produce accurate forecasts
and reports for management.
The ABC’s of Inside Sales
B= Business Development
Inside Sales Professionals
need to develop their own business
because prospects don’t fall into their lap
The ABC’s of Inside Sales
Inside Sales Professionals
need to become good at generating lead
The ABC’s of Inside Sales
Whether we call it ‘business development’ or ‘lead
generation’ this is an important part of their job
Inside Sales Professionals
In business development are between sales and marketing
Some say this is the missing link
The ABC’s of Inside Sales
Inside Sales Professionals
Need to lead their prospects through the sales cycle
The ABC’s of Inside Sales
This would be the truest meaning
of ‘business development’
Inside Sales Professionals
Need to make cold calls into accounts
In order to develop business
The ABC’s of Inside Sales
The is an important first step in the sales process
Inside Sales Professionals
Will make so many cold calls per day
This brings up a very important question
The ABC’s of Inside Sales
Inside Sales Professionals
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?
The ABC’s of Inside Sales
Inside Sales Professionals
need to contact people to develop business
but social media is a better way to do that
Inside Sales Professional
need to get to speed on Social Selling
The ABC’s of Inside Sales
Inside Sales Professionals
need to be good at Social Selling
https://www.youtube.com/watch?v=geBGQ5k43Bc
https://www.youtube.com/watch?v=0eUeL3n7fDs
Inside Sales Professionals
don’t make ‘cold’ calls they make warm calls
The ABC’s of Inside Sales
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
Inside Sales Professionals
Need to become proficient on LinkedIn
The ABC’s of Inside Sales
LinkedIn is an invaluable tool for developing new business
https://www.youtube.com/watch?v=A3P6osDqgqM&feature=youtu.be
Inside Sales Professionals
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.
The ABC’s of Inside Sales
https://www.youtube.com/watch?v=pX9Xif1OnXI&feature=youtu.be
Inside Sales Professionals
Outbound is out, Inbound is in
https://www.youtube.com/watch?v=etWrT86rG4I
The ABC’s of Inside Sales
Inside Sales Professionals
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
The ABC’s of Inside Sales
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!
The ABC’s of Inside Sales
Inside Sales Professionals
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
The ABC’s of Inside Sales
Inside Sales Professionals
Need to constantly contact prospects
so they need to work with marketing to do this
Inside Sales Professionals
will work with marketing to develop campaign
and to follow up on the leads marketing develops
The ABC’s of Inside Sales
Inside Sales Professionals
Need to be able to contact C-Level people
Based on this they need to have a list of
CEO, CIO, CFO, and CMO
The ABC’s of Inside Sales
Inside Sales Professionals
Need to contact leads in a timely manner
Marketing experts say that it takes 8-9 touches
to develop a qualified prospect!
The ABC’s of Inside Sales
Inside Sales Professionals
Will contact target accounts
The ABC’s of Inside Sales
Inside Sales Professionals may need to call many
different people in the company to make contact.
Inside Sales Professionals
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
The ABC’s of Inside Sales
Inside Sales Professionals
will schedule virtual presentations when needed
The ABC’s of Inside Sales