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Inside Sales the Salesforce.com way

•Hiring for inside sales •Deciding territories •Lead generation & management •Qualifying for volume and value •Discovering problems •Establishing value and beating competitors •Managing trials •Selling by references •Establishing real closing events •How to forecast and manage pipeline

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Inside Sales the Salesforce.com way

  1. 1. Background: • 2002-2012 Salesforce • VP EMEA UK&I • PipelineCheck • Members AA-ISP/ISDN
  2. 2. PRODUCTIVITY MATRIX
  3. 3. PRODUCTIVITY MATRIX Sales Pipeline Points Sales Rep Average PipelineCheck.com 2016 © React Leaders Inactive Ineffective
  4. 4. G R O W T H MATRIX
  5. 5. GROWTH MATRIX Sales Rep Average PipelineCheck.com 2016 © Pessimists Leaders Optimists Qualifiers Sales Prediction Points
  6. 6. Agenda: • Hiring for inside sales • Deciding territories • Lead generation & management • Qualifying for volume and value • Discovering problems • Establishing value and beating competitors • Managing trials • Establishing real closing events • How to forecast and manage pipeline
  7. 7. Hiring for inside sales • Superstars • Role play based interviews • Pay very well • Not supporting field • Increase the lines • Territories • Promote from within
  8. 8. Deciding territories: • Fair • Mix new and existing • Adjust annually • Stay in lane
  9. 9. Lead generation & management: • Air superiority • Inbound / outbound lead teams • Qualification • CRM Lead v Opportunity
  10. 10. Qualifying for volume and value: • Sales methodology • Dynamic • Working the opportunity
  11. 11. Discovering problems: • Phone based skill • Rapport • Active listening • Current situation • Business and personal • Alternatives tried • Consensus
  12. 12. Establishing value and beating competitors: • Focus on the customer • Goal in $ and Time • Quantify problem • Discuss alternatives • Warning: Functionally rich • High level one liners
  13. 13. Managing trials: • Needed? • Goal • Tasks • Ownership • Cover in demos • Validate in trial • References
  14. 14. Establishing real closing events: • See goals, problems/solutions
  15. 15. How to forecast and manage pipeline: • What do the reps need (1 day/month/year)? • Know your reps • Is pipeline being wasted? • Win rates • Deal size • Close dates
  16. 16. QUESTIONS

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