Inside Sales Then An Now. Whats Your Big Idea

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

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Inside Sales Then An Now. Whats Your Big Idea

  1. 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. 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. 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. 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. 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. 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. 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. 8. Buyers BuyThey Won’tbeSold to<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  9. 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. 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. 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. 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. 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. 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. 15. ToolsHave Changed<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  16. 16. ToolsHave ChangedSales 2.0 is NOTabout Tools<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  17. 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. 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. 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. 20. HireGood People<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  21. 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. 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. 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. 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. 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. 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. 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. 28. Sales andMarketingAlignment<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  29. 29. Sales andMarketingAlignmentSLAService Level Agreement<br />©2010 Green Leads, LLC. All Rights Reserved. <br />@damphoux www.green-leads.com. <br />
  30. 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. 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. 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. 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. 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. 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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