Download the Call Guide for Inside Sales Training at http://www.fourquadrant.com/product/call-guide-for-inside-sales-training/
A practical guide for Inside Sales Representatives (ISRs) and Sales Development Representatives (SDRs) to facilitate the generation of qualified opportunities for Direct Sales Representatives to close bookings and drive revenue.
The Call Guide for Inside Sales Training has been developed for use with Inside Sales Representatives and Sales Development Representatives as they work to develop cold calls and follow-up on inquiries from marketing programs to generate qualified leads. The call guide serves to define the process to be employed for the development of all inquiries.
An Inside Sales Team and Sales Development team can enhance revenues in the following ways:
A consistent, methodical, exhaustive approach to lead follow-up will have a direct correlation to the number of qualified opportunities in the pipeline.
The faster a response, inquiry or lead is followed up on, the higher the probability that it will convert to a qualified lead and qualified opportunity.
Segmenting the sales process into demand creation, sales development and sales allows the best allocation of resource to the task, in terms of expertise and cost.
ISRs and SDRs initiate the human relationship between a prospect and a vendor. Typically, ISRs and SDRs are the first human touch and that typically occurs through a phone conversation so it is imperative to start this relationship off on the right foot.
ISRs and SDRs are a critical feedback loop to demand creation and product marketing to communicate what is working (messaging, programs, competitive, etc.) in the market place.
Assuming there is an SFA system in place, the ISR and SDR functions provide critical information to the system to that drive dashboards, KPIs and ROI.
Below is the outline for the Call Guide Inside Sales Training:
Overview / Value Proposition / Positioning / Business Benefits
Key Positioning Points
Capabilities, Package Elements, Architecture
Frequently Asked Questions (FAQs)
Landmines & Common Objections
Comparison of Features & Capabilities
Quick Reference Chart (QRC)
Third Party Quotes
Call Guide: Intro & Priorities
Call Guide: Contact Protocol and Call Intro’s
Call Guide: Customer Environment, Pain & Commitment
Call Guide: Priority, Timeframe & Closing
Download go to market planning templates at