This document summarizes an event for inside sales professionals. It includes an agenda with presentations on best practices for outbound calling and inside sales training. For outbound calling, the presentation discusses treating calling like panning for gold, with tips like list hygiene, using functional tools, keeping a clean desktop, power dialing instead of manual dialing, and dialing during prime times. For inside sales training, it recommends instructor-led in-person training, using technology like CRM systems, recording calls for coaching, and customizing training for the specific team's roles and products. It emphasizes training as an ongoing process requiring reinforcement from management. The event also includes a networking session with appetizers sponsored by a company.

1. Welcome! Special thanks to our sponsor

3. Outbound Calling Best Practices

4. Inside Sales Training & Coaching Best Practices

5. Open Forum Discussion

7. AA-ISPUpdate

8. Members by Role

9. Members by Segment

10. Inside Sales Strategy(Select all that apply)

11. Topics of Interest(Select all that apply)

12. 5 Best Practices for Outbound Calling Mike Damphousse CEO/CMO, Green Leads Contact Information: mike@green-leads.com 978-633-3233 x101 Blog: www.green-leads.com/b2b-blogLinkedIn: www.linkedin.com/in/damphouxTwitter: www.twitter.com/damphouxFacebook: www.facebook.com/greenleads

14. Lots of Effort = Lots of Payback

15. Pans Swished Per Hour

16. Shiny Objects Seen Per Day

18. Clean Desktop

19. Functional Tools

20. Don’t Dial

21. Prime Time

23. Track: Direct Dials, Dialing Tips, TimeZone

24. Validate Lists Separately

25. Remove Bad Data or Research It

27. Know How to Use Them, Train Others

28. Use Trigger Events

29. Working Smarter Yields Better Results

31. Know How to Use Them, Train Others

32. Use Trigger Events

33. Working Smarter Yields Better Results

35. Know How to Use Them, Train Others

36. Use Trigger Events

37. Working Smarter Yields Better Results

39. Power Dialer

40. Auto Dialer

41. ConnectAndSell

43. Early Morning

44. Late Afternoon/Early Evening

45. Lunch

46. Halfway Holidays

47. Dial When Prospects Are At Their DesksSource: MIT

48. Mike Damphousse CEO/CMO, Green Leads Contact Information: mike@green-leads.com 978-633-3233 x101 Q & A Blog: www.green-leads.com/b2b-blogLinkedIn: www.linkedin.com/in/damphouxTwitter: www.twitter.com/damphouxFacebook: www.facebook.com/greenleads

49. Best Practices of Inside Sales Training and Coaching Steve Harper CEO, Plan 2 Win Contact Information: sharper@territoryplan.com (603) 791-4588 Website: www.territoryplan.com Blog: success.territoryplan.com LinkedIn: www.linkedin.com/in/sharper

50. Level Set Inside sales is growing A bigger part of revenue responsibility Inside sales people tend to be younger and less experienced Bigger revenue pie to the least trained team We are using Inside Sales in a variety of roles Lead Gen Appointment setting Team Selling Closing

51. Inside Sales Trends in 2009 Field Sales headcount dropping 15% Inside Sales headcount is rising 18% Budgets down 5% Quotas up 4.9% “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.” IDC 2009 Sales Barometer

52. Training and Coaching Inside Sales Best Practices Training is not an event… it is a process. Instructor led training is more effective than self paced In person training is more effective than on the web

53. Training and Coaching Inside Sales Best Practices Technology is critical in the development of an Inside Sales team 98% of coaching and training comes from management Invest in the additional 2% from an outside source

54. Instructor Led Training

55. In-Person versus web based or distance training The key to adult learning is interaction The next generation is accustom to “multi-modal” learning. We are a multi – tasking society Create a Training Process and Learning Culture Have a path “Okay” is not Okay

56. In-Person versus web based or distance training Use In Person training to launch a new process or sales training Better engagement Higher investment Much more interactive More effective Generates excitement and inspiration Use new skills or concepts immediately Schedule a call blitz that day or the next

57. Web Based Sales Training Use Web based or distance training for reinforcement Repetition is key Lower Cost Widely Accepted Web Based Training can be Archived Stop Gap On-Board or start up

58. Technology, Coaching, and Using an Outside Source Splitters!!!!! Listening to calls is critical Listening to one side of a call is trying to fix a batter’s swing by sitting in the left field bleachers Record calls for training and self coaching Regular listening CRM SFDC, Sugar, I don’t care… Use something, and customize it for an Inside team

59. Technology, Coaching, and Using an Outside Source Data Sources Use something to provide good G2 to your team Inside View, Hoovers, ZoomInfo, etc. Use your data source to teach Business acumen Headsets Good ones Wireless Have a Bi-aural option

60. Technology, Coaching, and Using an Outside Source Use an outside training source that knows inside sales The same training for outside doesn’t fit to the inside team Customize to your situation, role, product set Use some of the concepts and language the outside team is using (they have to fit together) REINFORCE THE TRAINING!!! Training can not be an event. Coach to the training. Management MUST attend, learn, buy in, and use whatever is trained.

61. Steven Harper, CSC CEO Plan 2 Win Q & A

62. Open Forum Discussion Special thanks to our sponsor