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Welcome!<br />Special thanks to our sponsor <br />
Agenda<br /><ul><li>Intro & Review of Member Survey
Outbound Calling Best Practices
Inside Sales Training & Coaching Best Practices
Open Forum Discussion
Networking - Cash Bar, Complimentary Appetizers  provided by sponsor </li></li></ul><li>Intro & Review of Member Survey<br...
AA-ISPUpdate<br />
Members by Role<br />
Members by Segment<br />
Inside Sales Strategy(Select all that apply)<br />
Topics of Interest(Select all that apply)<br />
5 Best Practices for Outbound Calling<br />Mike Damphousse<br />CEO/CMO, Green Leads<br />Contact Information:<br />mike@g...
Eureka!<br /><ul><li>Outbound Calling Is Like Panning for Gold
Lots of Effort = Lots of Payback
Pans Swished Per Hour
Shiny Objects Seen Per Day
Nuggets per Day</li></li></ul><li>5 Best Practices<br /><ul><li>List Hygiene
Clean Desktop
Functional Tools
Don’t Dial
Prime Time
Eureka!</li></li></ul><li>List Hygiene<br /><ul><li>Always Be Ready for Power Dialing
Track: Direct Dials, Dialing Tips, TimeZone
Validate Lists Separately
Remove Bad Data or Research It
Always be ready to dial the list   top to bottom at without a struggle</li></li></ul><li>Functional Tools<br /><ul><li>Too...
Know How to Use Them, Train Others
Use Trigger Events
Working Smarter Yields Better Results
Investment Value</li></li></ul><li>Clean Desktop<br /><ul><li>Toolboxes Are Useless Without Tools
Know How to Use Them, Train Others
Use Trigger Events
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AA-ISP Boston Chapter

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AA-ISP Boston Chapter

  1. 1. Welcome!<br />Special thanks to our sponsor <br />
  2. 2. Agenda<br /><ul><li>Intro & Review of Member Survey
  3. 3. Outbound Calling Best Practices
  4. 4. Inside Sales Training & Coaching Best Practices
  5. 5. Open Forum Discussion
  6. 6. Networking - Cash Bar, Complimentary Appetizers provided by sponsor </li></li></ul><li>Intro & Review of Member Survey<br />Trish Bertuzzi<br />President & Chief StrategistThe Bridge Group, Inc.<br />Contact Information:<br />tbertuzzi@bridgegroupinc.com<br />978-562-2623<br />Blog: blog.bridgegroupinc.comLinkedIn: www.linkedin.com/in/trishbertuzziTwitter: www.twitter.com/bridgegroupinc<br />
  7. 7. AA-ISPUpdate<br />
  8. 8. Members by Role<br />
  9. 9. Members by Segment<br />
  10. 10. Inside Sales Strategy(Select all that apply)<br />
  11. 11. Topics of Interest(Select all that apply)<br />
  12. 12. 5 Best Practices for Outbound Calling<br />Mike Damphousse<br />CEO/CMO, Green Leads<br />Contact Information:<br />mike@green-leads.com<br />978-633-3233 x101<br />Blog: www.green-leads.com/b2b-blogLinkedIn: www.linkedin.com/in/damphouxTwitter: www.twitter.com/damphouxFacebook: www.facebook.com/greenleads<br />
  13. 13. Eureka!<br /><ul><li>Outbound Calling Is Like Panning for Gold
  14. 14. Lots of Effort = Lots of Payback
  15. 15. Pans Swished Per Hour
  16. 16. Shiny Objects Seen Per Day
  17. 17. Nuggets per Day</li></li></ul><li>5 Best Practices<br /><ul><li>List Hygiene
  18. 18. Clean Desktop
  19. 19. Functional Tools
  20. 20. Don’t Dial
  21. 21. Prime Time
  22. 22. Eureka!</li></li></ul><li>List Hygiene<br /><ul><li>Always Be Ready for Power Dialing
  23. 23. Track: Direct Dials, Dialing Tips, TimeZone
  24. 24. Validate Lists Separately
  25. 25. Remove Bad Data or Research It
  26. 26. Always be ready to dial the list top to bottom at without a struggle</li></li></ul><li>Functional Tools<br /><ul><li>Toolboxes Are Useless Without Tools
  27. 27. Know How to Use Them, Train Others
  28. 28. Use Trigger Events
  29. 29. Working Smarter Yields Better Results
  30. 30. Investment Value</li></li></ul><li>Clean Desktop<br /><ul><li>Toolboxes Are Useless Without Tools
  31. 31. Know How to Use Them, Train Others
  32. 32. Use Trigger Events
  33. 33. Working Smarter Yields Better Results
  34. 34. Investment Value</li></li></ul><li>Clean Desktop<br /><ul><li>Toolboxes Are Useless Without Tools
  35. 35. Know How to Use Them, Train Others
  36. 36. Use Trigger Events
  37. 37. Working Smarter Yields Better Results
  38. 38. Investment Value</li></li></ul><li>Don’t Dial (With Your Fingers)<br /><ul><li>Click to Dial
  39. 39. Power Dialer
  40. 40. Auto Dialer
  41. 41. ConnectAndSell
  42. 42. If you used to do 80 dials a day, do 160</li></li></ul><li>Prime Time<br /><ul><li>Top of the Hour
  43. 43. Early Morning
  44. 44. Late Afternoon/Early Evening
  45. 45. Lunch
  46. 46. Halfway Holidays
  47. 47. Dial When Prospects Are At Their Desks</li></ul>Source: MIT<br />
  48. 48. Mike Damphousse<br />CEO/CMO, Green Leads<br />Contact Information:<br />mike@green-leads.com<br />978-633-3233 x101<br />Q & A<br />Blog: www.green-leads.com/b2b-blogLinkedIn: www.linkedin.com/in/damphouxTwitter: www.twitter.com/damphouxFacebook: www.facebook.com/greenleads<br />
  49. 49. Best Practices of Inside Sales Training and Coaching<br />Steve Harper<br />CEO, Plan 2 Win<br />Contact Information:<br />sharper@territoryplan.com (603) 791-4588<br />Website: www.territoryplan.com Blog: success.territoryplan.com LinkedIn: www.linkedin.com/in/sharper <br />
  50. 50. Level Set<br />Inside sales is growing<br />A bigger part of revenue responsibility<br />Inside sales people tend to be younger and less experienced<br />Bigger revenue pie to the least trained team<br />We are using Inside Sales in a variety of roles<br />Lead Gen<br />Appointment setting<br />Team Selling<br />Closing<br />
  51. 51. Inside Sales Trends in 2009<br />Field Sales headcount dropping 15% <br />Inside Sales headcount is rising 18% <br />Budgets down 5% <br />Quotas up 4.9%<br />“Savvy organizations will use the economic downturn as justification to replace direct sales “laggards” with well enabled inside sales. Customer (and employee) satisfaction will rise accordingly.”<br />IDC 2009 Sales Barometer<br />
  52. 52. Training and Coaching Inside Sales Best Practices<br />Training is not an event… it is a process.<br />Instructor led training is more effective than self paced<br />In person training is more effective than on the web<br />
  53. 53. Training and Coaching Inside Sales Best Practices<br />Technology is critical in the development of an Inside Sales team<br />98% of coaching and training comes from management<br />Invest in the additional 2% from an outside source<br />
  54. 54. Instructor Led Training<br />
  55. 55. In-Person versus web based or distance training<br />The key to adult learning is interaction<br />The next generation is accustom to “multi-modal” learning.<br />We are a multi – tasking society<br />Create a Training Process and Learning Culture<br />Have a path<br />“Okay” is not Okay<br />
  56. 56. In-Person versus web based or distance training<br />Use In Person training to launch a new process or sales training<br />Better engagement<br />Higher investment<br />Much more interactive<br />More effective<br />Generates excitement and inspiration<br />Use new skills or concepts immediately<br />Schedule a call blitz that day or the next<br />
  57. 57. Web Based Sales Training<br />Use Web based or distance training for reinforcement<br />Repetition is key<br />Lower Cost<br />Widely Accepted<br />Web Based Training can be Archived<br />Stop Gap<br />On-Board or start up<br />
  58. 58. Technology, Coaching, and Using an Outside Source<br />Splitters!!!!!<br />Listening to calls is critical<br />Listening to one side of a call is trying to fix a batter’s swing by sitting in the left field bleachers<br />Record calls for training and self coaching<br />Regular listening<br />CRM<br />SFDC, Sugar, I don’t care… Use something, and customize it for an Inside team<br />
  59. 59. Technology, Coaching, and Using an Outside Source<br />Data Sources<br />Use something to provide good G2 to your team<br />Inside View, Hoovers, ZoomInfo, etc.<br />Use your data source to teach Business acumen<br />Headsets<br />Good ones<br />Wireless<br />Have a Bi-aural option<br />
  60. 60. Technology, Coaching, and Using an Outside Source<br />Use an outside training source that knows inside sales<br />The same training for outside doesn’t fit to the inside team<br />Customize to your situation, role, product set<br />Use some of the concepts and language the outside team is using (they have to fit together)<br />REINFORCE THE TRAINING!!! Training can not be an event.<br />Coach to the training. Management MUST attend, learn, buy in, and use whatever is trained.<br />
  61. 61. Steven Harper, CSC<br />CEO <br />Plan 2 Win<br />Q & A<br />
  62. 62. Open Forum Discussion<br />Special thanks to our sponsor <br />

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