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Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
Inside Sales Then An Now.   Whats Your Big Idea
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Inside Sales Then An Now. Whats Your Big Idea

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AA-ISP Keynote Address (American Association of Inside Sales Professionals)

AA-ISP Keynote Address (American Association of Inside Sales Professionals)

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  • 1. Inside Sales AA-ISP Keynote<br />Then<br />and<br />Now<br />Mike Damphousse<br />CEO/CMO, Green Leads<br />Contact Information:<br />mailto:mike@green-leads.com<br />978-633-3233 x101<br />Blog: http://www.green-leads.com/b2b-blogLinkedIn: http://www.linkedin.com/in/damphouxTwitter: http://www.twitter.com/damphouxFacebook: http://www.facebook.com/greenleads<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 2. Inside Sales<br />Then<br />and<br />Now<br />@chrisbrogan: big ideas...make your goal today to share one and totake one home #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 3. Admins Desk PhonesMail/FaxesThe Evolution ofCommunicating with Prospects<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 4. Phones <br />VoicemailMobile Phones<br />Faxes/EmailThe Evolution ofCommunicating with Prospects<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 5. VoIP phonesCell Phones<br />Email as SpamThe Evolution ofCommunicating with Prospects<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 6. Smart Phones Email <br />Caller ID <br />Nomads<br />The Evolution ofCommunicating with Prospects<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 7. Big Idea<br />1<br />@damphoux: communicate with prospectsthe way THEY wantto be communicated with #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 8. Buyers BuyThey Won’tbeSold to<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 9. Buyers BuyThey Won’tbeSold to<br />Facilitate the Buyer<br />Respectfully<br />Educate andNurture<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 10. Big Idea<br />2<br />@damphoux: it’s no longer a sales cycle, it’s a buying cycle #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 11. Current Sales Cloud<br />Large<br />Complex Sale<br />Medium<br />Less Complex Sale<br />Small<br />Inside Sales<br />OutsideSales<br />40k<br />80k<br />120k<br />160k+<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 12. Current Sales Cloud<br />Large<br />Complex Sale<br />Medium<br />Less Complex Sale<br />Small<br />Inside Sales<br />OutsideSales<br />40k<br />80k<br />120k<br />160k+<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 13. FutureSales CloudTrend<br />Large<br />Complex Sale<br />Medium<br />IncreasedHiring<br />Higher Contribution<br />Less Complex Sale<br />Small<br />Inside Sales<br />OutsideSales<br />40k<br />80k<br />120k<br />160k+<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 14. Big Idea<br />4<br />@damphoux: sell in the cloud but hold on, it’s moving. inside sales is the weather and the wind #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 15. ToolsHave Changed<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 16. ToolsHave ChangedSales 2.0 is NOTabout Tools<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 17. Big Idea<br />5<br />@damphoux: #sales20 is not about working with tools, but about working...smarter #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 18. ManagementPriorities andChallenges <br />Production<br />Quantity <br />Reactive<br />Bottom Line<br />Then<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 19. ManagementPriorities andChallenges <br />Efficiencies<br />Quality<br />Proactive<br />Top Line<br />People<br />Production<br />Quantity <br />Reactive<br />Bottom Line<br />Then<br />Now/Future<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 20. HireGood People<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 21. HireGood PeopleIndependent, <br />Yet Willing to<br />Listen & Learn<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 22. HireGood PeopleIndependent, <br />Yet Willing to<br />Listen & Learn<br />Social<br />Capable of Conversations<br />Live, and Online<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 23. Big Idea<br />6<br />@damphoux: how would you react to a cold call from members of your own team? how would your CEOreact? #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 24. SocialChanges theRules<br />Inbound Marketing 2000 years agoOutside a Brothel<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 25. SocialChanges theRules<br />It’s Nothing New<br />It’s Just <br />Optimized<br />Inbound Marketing 2000 years agoOutside a Brothel<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 26. SocialChanges theRules<br />It’s Nothing New<br />It’s Just <br />Optimized<br />Inside Sales is<br />An Army for <br />Inbound Activity<br />Inbound Marketing 2000 years agoOutside a Brothel<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 27. Big Idea<br />7<br />@damphoux: inside sales teams are your eyes, ears and mouths. build a trustable team and trust them #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 28. Sales andMarketingAlignment<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 29. Sales andMarketingAlignmentSLAService Level Agreement<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 30. Sales andMarketingAlignmentSLAService Level Agreement<br />BetweenInside Sales<br />and Marketing<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 31. Sales andMarketingAlignmentSLAService Level Agreement<br />BetweenInside Sales<br />and Marketing<br />BetweenInside Sales<br />and Field Sales<br />&<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 32. Big Idea<br />7<br />@damphoux: leads, appointment setting, inbound response, demos, tweets, blogging, qualification. they could all be in an inside sales SLA #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 33. Big Idea<br />8<br />http://www.youtube.com/watch?v=suRDUFpsHu s<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 34. Big Idea<br />8<br />@damphoux: Big Idea from Mad Men’s Don Draper...don’t let technologyand techniques get in the way,be human #ls10<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  • 35. Big Idea<br />You<br />@damphoux: what’s your big idea?#ls10<br />Contact Information:<br />mailto:mike@green-leads.com<br />978-633-3233 x101<br />Blog: http://www.green-leads.com/b2b-blogLinkedIn: http://www.linkedin.com/in/damphouxTwitter: http://www.twitter.com/damphouxFacebook: http://www.facebook.com/greenleads<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />©2010 Green Leads, LLC. All Rights Reserved. <br />

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