In this session, Christina Cherry, Co-Founder and CEO at InsideOut, shares insights on the right ways to lead a team of strategic sellers. Drawing from her experience building sales teams across a broad range of verticals, Christina addresses how the fundamental changes in Inside Sales over the last decade has highlighted the need for sellers to be more agile in their sales strategies and equipped with the ability to thrive on change.

1. The Changing Face
of Inside Sales:
How To Lead A
Team of Strategic
Sellers
Christina Cherry
Inside Out
CEO
Wifi Network: ICB_conf | Password: Rainmaker18

2. Leading a
Strategic Sales Team
​Christina Cherry
​Chief Executive Officer

3. Why Does Inside Sales need to be Strategic ?
1. The buyer journey is going digital. What was once done face-to-face is now done virtually.
1. Buyers have become more educated on the competitive landscape. This places downward pressure on
prices, requires more sophisticated sales teams to articulate compelling value propositions, negotiate and
BUILD longer term networks & industry statuses.
1. Buyers expect customization and faster response. Tech-savvy sales agents are required to perform
higher quality discovery, research, connection and engagement to be successful, in a faster manner.
1. Staying competitive and profitable now means greater investments in technology and people, and
demands innovation.
Competition and increased buyer expectations require our businesses to adapt.
Sales professionals need to be experts in the ever-evolving sales environment , demonstrating more
sophisticated sales skills than ever before…so we need to adapt.

4. The Changing Future of Inside Sales
15x
Inside Sales
is growing
10
There are
14%
Outside Sales reps
make
more than
Inside Sales reps
faster than Outside
Sales
Inside Sales reps being
hired for every Outside
rep

5. Achieved a number of activities
Booked a Demo / Discovery
Kept CRM up to date
Survived getting punched a lot (sort-of)
TRANSACTIONAL
mindset
STRATEGIC
mindset
Identified TAM
Created an Account Blue Print
Defined a customer persona
Created an appropriate and relevant cadence
Secured a prospect champion / influencer
Gained a trusted advisor / professional status
Aligned the internal team
Gained funding for outreach activities
Completed sales processes / stages
Oh, and sold something!
Daily Success is…

6. Sales Strategy
A coordinated
approach across
multiple teams and
business functions
Administration
& Support
Executives
& Boards
Onboarding &
Customer
Success
Marketing, Advertising
& PR
Procurement,
Legal
& Finance
Multi-Layer Sales Teams

7. We are in the business of serving people

8. Profile Develop Support
Leading a Strategic Inside Sales Team

9. Profile Develop Support
Building a Strategic Inside Sales Team

10. Criteria for Today’s Strategic Inside Sales Professionals
​Hire for skilled professionals
✓ C-level communicators
✓ Master Negotiators
✓ Social Media savvy
✓ Efficiently use complex tech-stacks
✓ Understand their Industry
✓ Identify and use various Communicadence™
✓ Successfully produce Enterprise-mapping structures
✓ Differentiate techniques by market segment
✓ Self-motivated, managing and disciplined
✓ Team Player and Individual Contributor
✓ Highly Organized (PM)
✓ Creative, Curious, Intuitive innovators
“Salespeople need to own their Business”

11. Innovating Recruitment
• Reinforce culture and mindset necessary for today’s Inside Sales professionals
• Compensation that Drives & Rewards the Right Behaviors
• Define Personas & Drivers based on high performers
• Peer-owned Recruitment
• Pre, During, & Post employment assignments (attributes, not skills)
• Exploratory shadowing sessions
• Showcase & “Shark Tank” New Team Members
• Feed strategy back into the succession planning and hiring process
Inspect what you Expect

12. Profile Develop Support
Developing a Strategic Inside Sales Team

13. Create a unique workplace conducive to development
Be Remarkable!
Onboarding Welcome Kits
Mentor Buddy System
Innovating Development
Pre-Employment During Employment Post-Employment
Leave Behinds
Take Aways
Multi-phase development plans
Peer working groups
Skip-level meetings
Team created & delivered
Experts: Internal & External
Learning Assessments & Certification
programs

14. Profile Develop Support
Supporting a Strategic Inside Sales Team

15. ARE YOU IN SERVICE TO
YOUR TEAM OR MANAGING
THEM?

16. of employees say they receive no
praise or recognition at work
of employees leave because of
their manager
UP
TO
70%
Humans have not changed, motivators have…
In Service
the action of helping or doing work for someone
Influencer
the capacity to have an effect on the character, development or behavior of someone or
something, or the effect itself
Innovator
a person who introduces new methods, ideas, or products
of Sales Leaders say they simply
don’t have time for the TeamUP
TO
70%

17. Empower
80/20 time split
Enable
Innovation Execution
Reward
Ideas
Pulling it all together
SERVICE INFLUENCER INNOVATOR
Passion
Love what you do
Effort
Every day
Expertise & Experience
Commitment to learning &
curiosity to improve
Care: To inspire you have to
care about…
Define
Culture
Create
Value
Change
LIVES

18. Questions?