Inside Sales: The Definitive Guide

6,007 views
6,654 views

Published on

I

Published in: Business

Inside Sales: The Definitive Guide

  1. 1. INSIDE SALES
  2. 2. Inside Sales: The Definitive Guide What is Inside Sales? It’s the fastest growing title in the sales industry with demand increasing year on year. An Inside Sales professional has to utilise the powers of email, phone and web to get from point A to B in the sales process. All of this is done without ever meeting your customer face to face. For some this may sound like a number of challenges have been added, but get it right and you’ll start to hit those commission goals in no time. www.tacticalsalestraining.co.uk
  3. 3. SELLING TODAY
  4. 4. Inside Sales: The Definitive Guide Field sales was once a key part of selling, notably in B2B sales, however as recession hit and companies made budget cuts, Inside Sales began to grow (300% growth to be exact compared to Outside Sales). Why Inside Sales? It’s cheaper – no travel & entertainment costs. Efficiency is higher – more calls can be completed. This is not to say that field sales no longer works, it does and it probably will do for some time. But Inside Sales is starting to become a powerhouse in the industry. www.tacticalsalestraining.co.uk
  5. 5. THE ULTIMATE LIST OF INSIDE SALES TACTICS & RESOURCES
  6. 6. Inside Sales: The Definitive Guide You’ll soon be the master of all things Inside Sales. Chapters that are included: - Phone - Email - Social Media - CRM - Other Resources www.tacticalsalestraining.co.uk
  7. 7. CHAPTER 1: UNLOCKING THE PHONE
  8. 8. Inside Sales: The Definitive Guide Many like to say that cold calling is dead, the phone will be finished in the sales industry and so on. If you’re an excellent sales person than chances are you’ll be using the phone still, the above reasoning being use for those lazy days. Using the phone has changed in the sales process but only because you’ll be using the skills in the following chapters to accompany phone use. • 7 Inside SalesTips Based on Research • 6 Ways to Make Smarter Cold Calls • How to Get People to Answer Your Call • An EssentialTacticalTelesales Guide • How to Open a Sales Call in 3 Steps • Cherry Picking Your Data & Profiting www.tacticalsalestraining.co.uk
  9. 9. CHAPTER 2: OPTIMIZING EMAIL
  10. 10. Inside Sales: The Definitive Guide The second most used tool in the sales industry is the wonderful email (depends on who’s eyes you’re looking through) so it makes sense that you probably already know how to use it effectively, right? Emails change everyday and no longer are the lengthy sales letters the winners here, instead short and to the point is what wins time and time again • • • • • • • Before You Send that Email, Here's SomeThoughts One of the best cold emails I’ve EVER received Stick to the 3-B Plan when Emailing Busy People 8 Effective Email Marketing Strategies, Backed by Science 6 Smart & Effective Email MarketingTactics Master Your Email in 5 Simple Steps The Warm CallingTactic www.tacticalsalestraining.co.uk
  11. 11. CHAPTER 3: UNDERSTANDING SOCIAL MEDIA
  12. 12. Inside Sales: The Definitive Guide Lead Generation and Social Media, the buzzwords of the moment. Some still question social media’s ability to generate legitimate leads, we however have put together a list of incredible tactics and resources that will help to increase business and get those Inside Sales flowing. • • • • • • 10 Ways to Generate More Leads and Referrals on LinkedIn 5 Ways Sales Superstars Are Getting Social HowTo Run A Successful B2B Social Media Marketing Campaign B2B Social Media: Building a Cohesive Strategy Generating Leads With LinkedIn: What You Need to Know HowTo Generate Leads Using Social Media www.tacticalsalestraining.co.uk
  13. 13. CHAPTER 4: CRM SUCCESS
  14. 14. Inside Sales: The Definitive Guide Recently (thanks Salesforce.com) the use of CRM for a sales professional has become a key part of being the exceptional sales person and the mediocre one. What’s the reason for not using it? Many of us find it way too complex and overwhelming, putting us off to a point that we’d rather stick with pen and paper. It’s simple, use CRM and increase your business • • • • How to Choose CRM Software 5 Ways CRM Makes Business Easy Best Practices in Sales Pipeline Management The Strategic Importance of Measuring Customer Lifetime Value • CRM Software Improvement Checklist • The Buyer’s Guide to CRM www.tacticalsalestraining.co.uk
  15. 15. CHAPTER 5: OTHER RESOURCES
  16. 16. Inside Sales: The Definitive Guide Here you’ll find some resources that will not only help you optimise your performance they’ll also make you sales life that bit easier. • • • • • • • Yesware – Email for salespeople Rapportive – Rich contact profiles Email Permutator – Find (almost) everybody Insightly – Free CRM Hubspot – All in one Inbound Marketing EchoSign – Send, track and get signatures Funnelsource – Pipeline analytics and forecast management www.tacticalsalestraining.co.uk
  17. 17. www.tacticalsalestraining.co.uk 01202 606010

×