Building Inside Sales


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Looking to build an Inside Sales team? This presentation is based on an comprehensive ebook for building an effective Inside Sales team

Published in: Business, Technology
  • Hi Marcus,

    Sirius Decisions has a very detailed waterfall for leads (inquiry, MQL, SAL, SQL, etc.). You may want to reference their materials.

    The issue of when a lead dies is complicated. If it fits your Ideal Customer Profile, it never dies…it just has not bought yet.

    As far as the debate regarding nurturing leads v contacts, we take another view. Our counsel is that, at a strategic level, you nurture the account and not just the lead or contact. The account is really the opportunity and not necessarily the person who downloaded or went to a tradeshow. This is especially true in the non-transactional / complex selling space.
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  • Just wondering if you've seen or know someone with a good definition of a lead? One thing we are struggling with, in part engendered by the way a lead is defined within SFDC, is when does a lead die. I'm working with one person right now who favors a very transaction orientated view of a lead - where any given lead would live at like for one week at the longest. Basically - you wouldn't nurture a lead - you'd nurture a contact. Thoughts?
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  • I think this is an excellent example of how to seed a preview of a full document. I will make sure to reference this to folks...
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  • Here’s the link to the full ebook:
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Building Inside Sales

  1. 1. <ul><li>Building Inside Sales </li></ul><ul><ul><li>Your Roadmap to a Best Practice Group </li></ul></ul>Trish Bertuzzi President The Bridge Group, Inc.
  2. 2. Formatted to Fit Your Screen Note: This is a small presentation based on a Larger Ebook
  3. 3. <ul><li>Topics </li></ul><ul><li>Why Inside Sales? </li></ul><ul><li>Which Model is Right for Me? </li></ul><ul><li>Fundamentals of Successful Hiring </li></ul><ul><li>Ramping Your New Hires </li></ul><ul><li>Motivating Your Team </li></ul><ul><li>Maximize Their Success </li></ul>
  4. 4. Why Inside Sales?
  5. 5. Wait, what exactly is Inside Sales? Here’s a starting point:
  6. 6. Research by Dr. James Oldroyd of SKK University in alliance with Sloan School of Management at MIT How are Sales Models changing? 800k+ new Inside Sales positions will be added (over the next 3 years)
  7. 7. Low Cost + High Yield = GROWTH As sales leaders look beyond the missed revenue targets, headcount reductions and budget cuts that typified the sub-prime recession of 2008-9, they need to consider further expanding the role of inside sales as they adapt their organization to capitalize on the next growth cycle . September 2009 Joe Galvin , Vice President, Service Director SiriusDecisions
  8. 8. Which Model is Right for Me?
  9. 9. How far can Reps take an Opp? Based on the SiriusDecisions Demand Waterfall
  10. 10. Factors to Consider: <ul><ul><li>Sales cycle length & average order size </li></ul></ul><ul><ul><li>Are you selling to innovators/early adopters or more mature buyers? </li></ul></ul><ul><ul><li>Can your products sell themselves via demo/trial? </li></ul></ul>
  11. 11. Fundamentals of Successful Hiring
  12. 12. Build out a Rep Profile that details the core competencies of the perfect candidate . <ul><ul><li>Take the time to think through: </li></ul></ul><ul><ul><ul><li>Personality Traits </li></ul></ul></ul><ul><ul><ul><li>Required Past Experience </li></ul></ul></ul><ul><ul><ul><li>Desired Skill Set   </li></ul></ul></ul><ul><li>Create 4 bullets for each of these 3 categories .  </li></ul>
  13. 13. Here’s a sample Rep Profile:
  14. 14. Always conduct your first interview over the phone . You want to hear how articulate they are, how they think on their feet, their speech patterns, etc. You also want to gain an understanding for their command of grammar and vocabulary.
  15. 15. Ramping Your New Hires
  16. 16. Follow these 3 steps: <ul><ul><li>Provide them with a Sales Playbook (Include ideal customer profile, intro statements, qualification questions, trap questions - tied to specific Buyer Personas) </li></ul></ul><ul><ul><li>Have them hear how it’s done (double jack with experienced Reps on calls at the front-end of the sales process) </li></ul></ul><ul><ul><li>Show them on how to effectively use the CRM (what do they get out NOT just what they have to put in ) </li></ul></ul>
  17. 17. Maximize Their Success
  18. 18. Institute a strong process for both inbound leads & outbound activity. <ul><ul><li>Define your Ideal Customer Profile & Buyer Personas </li></ul></ul><ul><ul><li>Develop a Lead Scoring System </li></ul></ul><ul><ul><li>Remember the Contact is not the Opportunity - the Account is </li></ul></ul><ul><ul><li>Build a &quot;remarket/nurture&quot; plan </li></ul></ul>
  19. 19. Deliver the right tools to enhance effectiveness & scalability. <ul><ul><li>Sales/Web 2.0 Technologies Investigate and invest in tools that will deliver results. </li></ul></ul><ul><ul><li>Inbound Marketing / Marketing Automation Focus on providing desirable content to your market. Move your process forward without involving a human touch at every step. </li></ul></ul><ul><ul><li>Enhanced CRM Implementation Focus your CRM allowing Reps to learn, adjust & benefit. Give them content and insights that help sell. </li></ul></ul>
  20. 20. If you liked this preview, you’ll love the Ebook. l
  21. 21. Thank you! Trish Bertuzzi The Bridge Group, Inc. 978-562-2623 [email_address]