AA-ISP Boston Chapter

Welcome!
Special thanks to our sponsor

Agenda
Intro & Review of Member Survey
Outbound Calling Best Practices
Inside Sales Training & Coaching Best Practices
Open Forum Discussion
Networking - Cash Bar, Complimentary Appetizers provided by sponsor

Intro & Review of Member Survey
Trish Bertuzzi
President & Chief StrategistThe Bridge Group, Inc.
Contact Information:
tbertuzzi@bridgegroupinc.com
978-562-2623
Blog: blog.bridgegroupinc.comLinkedIn: www.linkedin.com/in/trishbertuzziTwitter: www.twitter.com/bridgegroupinc

AA-ISPUpdate

Members by Role

Members by Segment

Inside Sales Strategy(Select all that apply)

Topics of Interest(Select all that apply)

5 Best Practices for Outbound Calling
Mike Damphousse
CEO/CMO, Green Leads
mike@green-leads.com
978-633-3233 x101
Blog: www.green-leads.com/b2b-blogLinkedIn: www.linkedin.com/in/damphouxTwitter: www.twitter.com/damphouxFacebook: www.facebook.com/greenleads

Eureka!
Outbound Calling Is Like Panning for Gold
Lots of Effort = Lots of Payback
Pans Swished Per Hour
Shiny Objects Seen Per Day
Nuggets per Day

5 Best Practices
List Hygiene
Clean Desktop
Functional Tools
Don’t Dial
Prime Time
Eureka!

List Hygiene
Always Be Ready for Power Dialing
Track: Direct Dials, Dialing Tips, TimeZone
Validate Lists Separately
Remove Bad Data or Research It
Always be ready to dial the list top to bottom at without a struggle

Functional Tools
Toolboxes Are Useless Without Tools
Know How to Use Them, Train Others
Use Trigger Events
Working Smarter Yields Better Results
Investment Value

Clean Desktop
Toolboxes Are Useless Without Tools
Know How to Use Them, Train Others
Use Trigger Events
Working Smarter Yields Better Results
Investment Value

Don’t Dial (With Your Fingers)
Click to Dial
Power Dialer
Auto Dialer
ConnectAndSell
If you used to do 80 dials a day, do 160

Prime Time
Top of the Hour
Early Morning
Late Afternoon/Early Evening
Lunch
Halfway Holidays
Dial When Prospects Are At Their Desks
Source: MIT

Mike Damphousse
CEO/CMO, Green Leads
mike@green-leads.com
978-633-3233 x101
Q & A
Blog: www.green-leads.com/b2b-blogLinkedIn: www.linkedin.com/in/damphouxTwitter: www.twitter.com/damphouxFacebook: www.facebook.com/greenleads

Best Practices of Inside Sales Training and Coaching
Steve Harper
CEO, Plan 2 Win
sharper@territoryplan.com (603) 791-4588
Website: www.territoryplan.com Blog: success.territoryplan.com LinkedIn: www.linkedin.com/in/sharper

Level Set
Inside sales is growing
A bigger part of revenue responsibility
Inside sales people tend to be younger and less experienced
Bigger revenue pie to the least trained team
We are using Inside Sales in a variety of roles
Lead Gen
Appointment setting
Team Selling
Closing

Inside Sales Trends in 2009
Field Sales headcount dropping 15%
Inside Sales headcount is rising 18%
Budgets down 5%
Quotas up 4.9%
“Savvy organizations will use the economic downturn as justification to replace direct sales “laggards” with well enabled inside sales. Customer (and employee) satisfaction will rise accordingly.”
IDC 2009 Sales Barometer

Training and Coaching Inside Sales Best Practices
Training is not an event… it is a process.
Instructor led training is more effective than self paced
In person training is more effective than on the web

Training and Coaching Inside Sales Best Practices
Technology is critical in the development of an Inside Sales team
98% of coaching and training comes from management
Invest in the additional 2% from an outside source

Instructor Led Training

In-Person versus web based or distance training
The key to adult learning is interaction
The next generation is accustom to “multi-modal” learning.
We are a multi – tasking society
Create a Training Process and Learning Culture
Have a path
“Okay” is not Okay

In-Person versus web based or distance training
Use In Person training to launch a new process or sales training
Better engagement
Higher investment
Much more interactive
More effective
Generates excitement and inspiration
Use new skills or concepts immediately
Schedule a call blitz that day or the next

Web Based Sales Training
Use Web based or distance training for reinforcement
Repetition is key
Lower Cost
Widely Accepted
Web Based Training can be Archived
Stop Gap
On-Board or start up

Technology, Coaching, and Using an Outside Source
Splitters!!!!!
Listening to calls is critical
Listening to one side of a call is trying to fix a batter’s swing by sitting in the left field bleachers
Record calls for training and self coaching
Regular listening
CRM
SFDC, Sugar, I don’t care… Use something, and customize it for an Inside team

Data Sources
Use something to provide good G2 to your team
Inside View, Hoovers, ZoomInfo, etc.
Use your data source to teach Business acumen
Headsets
Good ones
Wireless
Have a Bi-aural option

Use an outside training source that knows inside sales
The same training for outside doesn’t fit to the inside team
Customize to your situation, role, product set
Use some of the concepts and language the outside team is using (they have to fit together)
REINFORCE THE TRAINING!!! Training can not be an event.
Coach to the training. Management MUST attend, learn, buy in, and use whatever is trained.

Steven Harper, CSC
CEO
Plan 2 Win
Q & A

Open Forum Discussion
Special thanks to our sponsor

AA-ISP Boston Chapter

by Plan 2 Win Software, LLC. on Jan 27, 2010

Accessibility

Categories

Tags

Upload Details

Usage Rights

1 Embed 5

Statistics

AA-ISP Boston Chapter — Presentation Transcript