Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

AA-ISP Defining Inside Sales

4,821 views

Published on

  • Be the first to comment

  • Be the first to like this

AA-ISP Defining Inside Sales

  1. 1. Defining the World of Inside Sales AA-ISP Leadership Summit 2010 Ken Krogue – President & Co-Founder InsideSales.com
  2. 2. BACKGROUND
  3. 3. Inside Sales is where the phone…
  4. 4. Inside Sales is where the phone…
  5. 5. Meets the Web.
  6. 6. It’s professionals selling remotely
  7. 7. Lead Generation Trends 2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst By Laura Ramos – Forrester 2006-2009
  8. 8. Inside Sales is about leads
  9. 9. Inside Sales is about leads Suspect Lead Prospect Customer
  10. 10. It’s where marketing meets sales
  11. 11. Inside Sales…
  12. 13. © Paramount Pictures, Marvel Comics
  13. 14. The Ironman Paradigm <ul><li><Tony Stark> </li></ul><ul><li><Tony Stark in suit> </li></ul><ul><li><in workshop> </li></ul><ul><li><in the Ironman suit> </li></ul>© Paramount Pictures, Marvel Comics
  14. 15. The Ironman Paradigm <ul><li><Tony Stark> </li></ul><ul><li><Tony Stark in suit> </li></ul><ul><li><in workshop> </li></ul><ul><li><in the Ironman suit> </li></ul>© Paramount Pictures, Marvel Comics
  15. 16. Inside Sales is about doing more
  16. 17. It’s about leverage, It’s about specialists
  17. 18. It’s about leverage, It’s about specialists
  18. 19. It’s About Time <ul><li>Strategy </li></ul><ul><li>Hiring </li></ul><ul><li>Management </li></ul><ul><li>Motivation </li></ul><ul><li>Finding Leads </li></ul><ul><li>Immediate Response </li></ul><ul><li>Persistent Response </li></ul><ul><li>Dialing </li></ul><ul><li>Voicemail </li></ul><ul><li>Training </li></ul><ul><li>Sales Process </li></ul><ul><li>Lead Process </li></ul><ul><li>Fulfillment Overhead </li></ul><ul><li>Too Many Notes </li></ul><ul><li>Post Mortem </li></ul>
  19. 20. Future of Inside Sales Inside Sales Outside Sales Inside Sales Outside Sales .5% 7.5% 15x
  20. 21. Inside Sales is… <ul><li>Remote Sales </li></ul>
  21. 22. Ken Krogue – InsideSales.com <ul><li>Twitter @kenkrogue </li></ul><ul><li>Blog http://www.KenKrogue.com </li></ul><ul><li>Insider Blog: http://www.InsideSales.com/Insider </li></ul><ul><li>LinkedIn http://LinkedIn/in/KenKrogue </li></ul><ul><li>Phone: 801-853-4070 </li></ul>© 2010 InsideSales.com © 2010 InsideSales.com

×