A longtime executive with experience in California and Texas, Scott Leese serves as senior vice president of sales with OutboundEngine in Austin. In this role, Scott Leese has grown the sales division to include more than 125 individuals across two offices.

1. ESSENTIAL SKILLS FOR INSIDE SALES
REPRESENTATIVES
Scott Leese

2. INTRODUCTION
 A longtime executive with experience in California
and Texas, Scott Leese serves as senior vice
president of sales with OutboundEngine in Austin. In
this role, Scott Leese has grown the sales division to
include more than 125 individuals across two offices.
When it comes to inside sales, there are a number of
skills that every sales representative must have,
regardless of the industry. Paramount is an in-depth
knowledge of the product being sold. As such, the
most successful organizations provide detailed
product training for inside sales reps.

3. INSIDE SALES REPRESENTATIVES
 Because inside reps do not meet face-to-face with clients,
they must be able to build a rapport over the phone. The
highest-producing reps can establish an instant
connection with prospects and use finesse to close the
sale. For those without a natural ability to establish
rapport, a little advance research can go a long way.
Connecting with a prospect through social media, even
before picking up the phone, can also help.
During the actual conversation, sales reps must listen
carefully to the prospect and ask thoughtful follow-up
questions. Not only does it give the impression that sales
reps care, but it also provides valuable insight on how to
close the sale with each potential client.