This eBook is a must read for businesses looking to improve results from their inside sales department.
Learn How to Recruit and Grow the Ideal Inside Sales Executive Including: scoping, recruiting and onboarding your executive; creating the ultimate inside sales department;top sales manager obstacles
You can read and download the ebook here: http://www.insidesales.com/how-to-attract-and-evaluate-the-ultimate-sales-executive-ebook
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Presentation given at the High Velocity Sales Tour. For more information, please visit: http://www.insidesales.com
Ken Krogue - President & Founder at InsideSales.com
http://www.linkedin.com/in/kenkrogue
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
The Agony and Ecstasy of Building & Scaling Inside Sales Central Desktop
The document discusses building and scaling an inside sales team. It defines inside sales as phone-based sales that can be effective for high-volume, lower priced products. It provides examples of inside sales structures and metrics to measure success. The key aspects are hiring the right sales leadership and reps, focusing on lead qualification, outbound prospecting, account management, and iterating based on metrics like customer acquisition cost and lifetime value.
21 Sales Tips for Prospecting & Cold Calling - #21SalesTipsInsideView
This document provides 21 tips for social selling and cold calling. Some key tips include automating outreach by scheduling emails to be received during quiet times, having relevant information pushed to you by following companies and people on social media, sending pre-emptive emails to prospects, attracting prospects by providing valuable content, and practicing constant improvement. The tips are presented by Ralph Barsi, Jamie Shanks, and Steve Richard and cover strategies for LinkedIn outreach, scheduling content posting, prospecting, and improving call productivity.
I gave a talk there recently for the earliest stage companies. This was specific to phone sales, known as "inside sales".
My talk was on:
- Is a) phone sales or b) eCommerce the best sales strategy for your specific company
- How to build out phone sales in a newly founded company
- How to manage long-term growth in an inside sales company
31 Social Selling Tips, Tools, and Best Practices for Inside Sales RepsKen Krogue
ADP asked me to do a custom webinar for their 1000 inside sales reps. We were first talking about doing a webinar on my 31 Twitter Tips article on Forbes, but I changed it dramatically to pull the best Social Selling tips from all elements of Social Media.
7 Levels of Social Media:
1- Core
2- Coach
3- Curator
4- Contributor
5- Collaborator
6- Campaigner
7- Consultant
From Forbes: How to Be a Social Media Missionary
6 Core Skills of Social Media
1- Complete
2- Content
3- Community
4- Connect
5- Comment
6- Call-to-Action
Tip 1: Purpose
Tip 2: Passion
Tip 3: Plan
Tip 4: Platform
Tip 5: Prepare
Tip 6: Profile
Tip 7: Grab your name
Tip 8: Great Picture
Tip 9: Define your brand
Tip 10: Keywords
Tip 11: Hashtags
Tip 12: Get your scores
Tip 13: Publish your IDs
Tip 14: Curate & Create Content
Tip 15: Content Tools
Tip 16: Social Nurturing
Tip 17: Sales Funnel Content
Tip 18: Target Accounts
Tip 19: Job Postings
Tip 20: Workflow
Tip 21: Target Contacts
Tip 22: Lists
Tip 23: List Tools
Tip 24: Target Groups
Tip 25: Connection Strategies
Tip 26: Connection Tools
Tip 27: Awareness Campaigns
Tip 28: Customer Referral Campaigns
Tip 29: Referral Campaigns
Tip 30: Show Some LUV Campaigns
Tip 31: Job Change Alerts with IFTTT
How to Use LinkedIn For B2B Sales Prospecting, Niall Devitt
How to use LinkedIn for B2B Sales Prospecting.
LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting.
Course Objectives:
The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile.
Learning Outcomes:
Attendees will be able to:
1. Use LinkedIn as a B2B business development tool
2. Complete and optimise/SEO their profile for both people and search engines.
3. Make introductions via Linkedin, add new people to their network and give and seek recommendations.
4. Undertake lead generation activities via the searching features.
5. Find, join and utilise suitable LinkedIn Groups for lead generation.
6. Give and seek recommendations.
Training Materials: PDF Training Manual provided to all attendees
The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.
This document provides 8 methods for B2B prospecting: 1) referrals, 2) networking, 3) seminars, 4) trade shows, 5) content marketing, 6) social media, 7) cold calling, and 8) advertising. Each method is accompanied by a brief description and recommendation for using that method to find more prospects. Overall, the document offers various strategies for business-to-business sales and marketing professionals to discover new leads and grow their sales pipelines.
Presentation given at the High Velocity Sales Tour. For more information, please visit: http://www.insidesales.com
Ken Krogue - President & Founder at InsideSales.com
http://www.linkedin.com/in/kenkrogue
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
The Agony and Ecstasy of Building & Scaling Inside Sales Central Desktop
The document discusses building and scaling an inside sales team. It defines inside sales as phone-based sales that can be effective for high-volume, lower priced products. It provides examples of inside sales structures and metrics to measure success. The key aspects are hiring the right sales leadership and reps, focusing on lead qualification, outbound prospecting, account management, and iterating based on metrics like customer acquisition cost and lifetime value.
21 Sales Tips for Prospecting & Cold Calling - #21SalesTipsInsideView
This document provides 21 tips for social selling and cold calling. Some key tips include automating outreach by scheduling emails to be received during quiet times, having relevant information pushed to you by following companies and people on social media, sending pre-emptive emails to prospects, attracting prospects by providing valuable content, and practicing constant improvement. The tips are presented by Ralph Barsi, Jamie Shanks, and Steve Richard and cover strategies for LinkedIn outreach, scheduling content posting, prospecting, and improving call productivity.
I gave a talk there recently for the earliest stage companies. This was specific to phone sales, known as "inside sales".
My talk was on:
- Is a) phone sales or b) eCommerce the best sales strategy for your specific company
- How to build out phone sales in a newly founded company
- How to manage long-term growth in an inside sales company
31 Social Selling Tips, Tools, and Best Practices for Inside Sales RepsKen Krogue
ADP asked me to do a custom webinar for their 1000 inside sales reps. We were first talking about doing a webinar on my 31 Twitter Tips article on Forbes, but I changed it dramatically to pull the best Social Selling tips from all elements of Social Media.
7 Levels of Social Media:
1- Core
2- Coach
3- Curator
4- Contributor
5- Collaborator
6- Campaigner
7- Consultant
From Forbes: How to Be a Social Media Missionary
6 Core Skills of Social Media
1- Complete
2- Content
3- Community
4- Connect
5- Comment
6- Call-to-Action
Tip 1: Purpose
Tip 2: Passion
Tip 3: Plan
Tip 4: Platform
Tip 5: Prepare
Tip 6: Profile
Tip 7: Grab your name
Tip 8: Great Picture
Tip 9: Define your brand
Tip 10: Keywords
Tip 11: Hashtags
Tip 12: Get your scores
Tip 13: Publish your IDs
Tip 14: Curate & Create Content
Tip 15: Content Tools
Tip 16: Social Nurturing
Tip 17: Sales Funnel Content
Tip 18: Target Accounts
Tip 19: Job Postings
Tip 20: Workflow
Tip 21: Target Contacts
Tip 22: Lists
Tip 23: List Tools
Tip 24: Target Groups
Tip 25: Connection Strategies
Tip 26: Connection Tools
Tip 27: Awareness Campaigns
Tip 28: Customer Referral Campaigns
Tip 29: Referral Campaigns
Tip 30: Show Some LUV Campaigns
Tip 31: Job Change Alerts with IFTTT
How to Use LinkedIn For B2B Sales Prospecting, Niall Devitt
How to use LinkedIn for B2B Sales Prospecting.
LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting.
Course Objectives:
The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile.
Learning Outcomes:
Attendees will be able to:
1. Use LinkedIn as a B2B business development tool
2. Complete and optimise/SEO their profile for both people and search engines.
3. Make introductions via Linkedin, add new people to their network and give and seek recommendations.
4. Undertake lead generation activities via the searching features.
5. Find, join and utilise suitable LinkedIn Groups for lead generation.
6. Give and seek recommendations.
Training Materials: PDF Training Manual provided to all attendees
The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.
This document provides 8 methods for B2B prospecting: 1) referrals, 2) networking, 3) seminars, 4) trade shows, 5) content marketing, 6) social media, 7) cold calling, and 8) advertising. Each method is accompanied by a brief description and recommendation for using that method to find more prospects. Overall, the document offers various strategies for business-to-business sales and marketing professionals to discover new leads and grow their sales pipelines.
Are You Ready For Account-Based Everything? Five Focus Areas Hold the AnswerInsideSales.com
Featuring Bridge Group CEO Trish Bertuzzi, Heinz Marketing President Matt Heinz and Gabe Larsen, Director Sales Acceleration Services at InsideSales.com
Wednesday 24th August 2016 at 11:00am PST
Have you ever wondered why your most important sales targets aren’t closing faster?
The major difference between top-performing organizations and those that lose big deals is a tighter coordination between sales, marketing and technology-based systems that address five key areas of focus and execution.
In this webinar you’ll learn:
The five key areas of success for account-based everything programs that exceed revenue and sales expectations
How sales and marketing can operationalize a more effective collaboration
The important role of technology and which tools are critical to your success
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASInsideSales.com
Featuring Jon Miller, Founder and CEO of Engagio, and Ken Krogue, Founder and Chief Evangelist of InsideSales.com, with Special Guest Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience'
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
This document summarizes a presentation about key salesforce reports that inside sales managers should review. It identifies the top 5 common mistakes, such as measuring success by dials instead of conversations. It also outlines the top 5 key performance indicators, like correct contacts and talk time. Finally, it lists the top 7 insightful reports, including correct contact rates by time of day and conversion rates by lead source, that can help sales reps improve performance.
Best Practices for Managing Inside Sales with Salesforce.comShell Black
Best practices for managing an inside sales team with Salesforce.com. Call strategy, lead scoring, using a console or a dialer, management and measurement tips and tricks. Know when to call, how many times, how to disposition call attempts, and call scripts. Learn the importance of dialing from a local number and having a direct number for your contact.
Ten ideas to help you develop a successful inside sales plan for 2015David Malone
Ten ideas are provided to help develop a successful inside sales plan for 2015:
1. Select sectors where credibility is already established through proven track records, expertise, and extensive contact bases.
2. Develop relationships with representative organizations in the target sector through writing, speaking, and providing resources.
3. Leverage existing client relationships by asking well-connected clients for introductions to their contacts.
4. Target up to three individuals within each prospect company to increase odds of connection.
5. Follow target companies and prospects on social media to monitor activities and find mutual connections.
6. Connect with complementary solution providers that target the same people to share information and introductions.
7. Att
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...InsideSales.com
Featuring Ken Krogue, President and Founder at InsideSales.com, and Koka Sexton, Social Selling Expert at LinkedIn
Ken Krogue made headlines in 2014 when he declared that cold calling was dead. The writing's on the wall: the sales process has fundamentally changed and buyers are harder to reach than ever before. Many traditional sales organizations still mistakenly believe the quickest and most effective way to set up meetings with prospects is dialing alone. Instead, a better strategy is to leverage social selling on LinkedIn to help speed up the process, warm up the introduction and land the account. Join Ken and LinkedIn's Koka Sexton (recognized by Forbes as one of the world's most influential social selling leaders) for an engaging discussion on how to use LinkedIn to create a winning strategy that will result in more conversations -- and ultimately, more closed deals.
In this webinar, you will learn:
-How to use LinkedIn to create your professional brand, find the right prospects and engage customers
-Best practices for closing deals faster with social signals
-Four simple steps you can do tomorrow to help you win
How High-Performance Sales Teams Squeeze The Most Out of Every LeadInsideSales.com
Featuring Ryan Williams, VP of Sales at LeadGenius, Mike Plante, VP of Demand Generation at InsideSales.com, and Max Altschuler, CEO at Sales Hacker
Acquiring more leads is one way to build a strong pipeline. Maximizing the potential of each lead is another. High-performance sales teams do both.
In this webinar you will learn how to:
-Enrich leads with custom data to decrease your sales cycle
-Prioritize and score leads for better tracking and forecasting
-Identify conversion-increasing data to turn leads into opportunities faster
-Speed up your response time
Register for the webinar here:
http://www.insidesales.com/webinar/view?t=squeeze-the-most-out-of-every-lead&a=vec063
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?InsideSales.com
Featuring Jamie Shanks, CEO of Sales for Life, and Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com
Social selling brings value to every stage of the buyer’s journey, but many companies struggle to see how these tactics are applied throughout the process. From lead generation to prospect nurturing and closing deals, this session will provide tactics that can be applied at every stage of the sales process.
In this webinar you will learn how:
-Modern sales methodologies fit within the current buyer’s journey
-To educate your buyers before your competitors
-Sales professionals and companies spark productive conversations with buyers
Register for the webinar here: http://www.insidesales.com/webinar/view?t=where-does-social-selling-fit-in&a=vec063
Increasing your win rate could make a huge difference in beating your 2016 sales goals. Join Mike Schultz and Dave Boyce as they share key insights and surprising research about what you can do to achieve higher win rates, as well as which sales technologies enable greater sales goal achievement.
In this webinar you will learn:
-What separates top-performing sales organizations from the competition
-Which four questions you must answer to win the sale
-Which sales technologies can help you increase conversion rates and contract value
Featuring Gabe Larsen, Director of Momentum at InsideSales.com
Inside sales is growing three times faster than traditional sales. To help you better understand this shifting sales environment, Gabe Larsen will share which trends have forever changed selling and how organizations can adapt to stay ahead.
In this webinar you will learn:
-How sales specialization can help achieve a higher close rate
-The keys needed to map your sales process
-How to create a prioritization strategy that aligns effort with your best prospects
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackInsideSales.com
Featuring Michael Pedone, Founder of SalesBuzz, and Gabe Larsen, Director of Consulting at InsideSales.com
In this free 45-minute webinar + Q&A, Michael Pedone and Gabe Larsen will share proven tips & secrets that will increase your cold call voicemail callbacks today!
Specifically, you'll discover:
Why voicemails fail and how to fix it
How to use email to get your voicemails heard
Best practices to achieve more live conversations as a result of your voicemails
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
12 gamification principles to increase sales productivity and engagement 96dpiInsideSales.com
Featuring Chuck Coonradt, author of The Game of Work and Ken Krogue, president and founder of InsideSales.com.
A recent study indicated that 87% of employees are not engaged in their jobs. Learn five key principles from the author of the bestselling book, The Game of Work and seven best practices from Ken Krogue – that make sales fun and engaging.
In this webinar you will learn:
How to motivate reps to crush their quotas
How to increase the frequency of feedback to improve quality and quantity of performance
How to sell more while boosting team morale
Why the success of video games should matter to a sales manager
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
Featuring Ken Krogue, President, Founder and Chief Strategy Officer at InsideSales.com and Amanda Holmes, CEO of The Chet Holmes Institute
Is your marketing being heard through the noise of your competitors? Does your sales team maximize the leads marketing generates? Learn the art and science of lead generation and management strategies that leverage your marketing spend and increase response rates.
After listening to this webinar you will be able to:
Get 9x the response from your marketing spend and Increase Response 342%
Learn 7 proven ways to increase your response rates
Understand 5 reasons your marketing isn't working like it should (and know how to fix it)
This document discusses 12 disruptive sales trends: 1) Inside sales 2) Cloud computing 3) Content marketing 4) Immediate response 5) Gamification 6) Predictive analytics 7) Prescriptive analytics 8) Big data 9) Sales acceleration 10) Social selling 11) Systems consulting 12) Predictive hiring. It provides details on how each trend is changing the sales landscape, with examples from companies like Oracle, the Oakland A's, and InsideSales.com. The key message is that technology is transforming sales by enabling data-driven strategies, social media engagement, and the rise of inside sales over traditional outside sales.
Ken Krogue disagrees with Simon Sinek's view that leaders and companies should start with why. Krogue argues that great salespeople start with who their customer is and then move to understanding why that customer wants or needs the product or service. If the salesperson understands the customer's why well enough, then determining the what, how, when, and how much becomes easy. Krogue believes salespeople should focus first on understanding their customer before talking about why the company does what it does.
Dave Elkington is the CEO and founder of InsideSales.com, a predictive sales technology company that has experienced strong revenue growth over 4 years. The company applies machine learning and predictive analytics to sales data to help salespeople identify the most qualified leads, prioritize activities, and improve performance metrics like close rates, deal size, and revenue. InsideSales.com's platform collects and standardizes different types of sales data which is then analyzed using machine learning techniques to provide real-time recommendations and insights to sales teams. Customers have experienced significant improvements across various key performance indicators through the use of InsideSales.com's Neuralytics technology.
Big business expo 2015 - The Next Generation of SalesInsideSales.com
This document discusses the future of sales and how inside sales is growing. It highlights how social media, content marketing, and new technologies are revolutionizing the sales process. Specialization and immediate response are emphasized as important strategies. Data shows inside sales growing 15 times faster than the original market size estimate.
Dave Boyce, VP of Product Marketing at InsideSales.com, loves rock ’n’ roll, but even more than that he wants to make you a Q4 rock star. He uses real examples of companies who have identified how much time they have left in the quarter and what strategies and cutting-edge technologies they used to double or even triple results.
Watch On Demand: http://www.insidesales.com/webinar/how-to-rock-your-sales-revenue
You’ll learn best practices that increase:
Inbound and outbound call volume
Contact rates up to 57.8%
Prospect-to-appointment conversions by 16.7%
InsideSales.com President Ken Krogue, recently recognized as the second most influential social seller in the world on Forbes, has interviewed some of social selling’s greatest influencers. He has compiled these interviews and combined them with his own winning strategies for this webinar.
Watch on Demand: http://www.insidesales.com/webinar/31-social-selling-tips
Join us to learn:
The latest LinkedIn and Twitter strategies, tactics, tools and best practices
How to use the ACQUIRE method for social nurturing
What is really working and what is not
The 7 Levels of Social Media Success
How you can master social selling in 31 days
Are You Ready For Account-Based Everything? Five Focus Areas Hold the AnswerInsideSales.com
Featuring Bridge Group CEO Trish Bertuzzi, Heinz Marketing President Matt Heinz and Gabe Larsen, Director Sales Acceleration Services at InsideSales.com
Wednesday 24th August 2016 at 11:00am PST
Have you ever wondered why your most important sales targets aren’t closing faster?
The major difference between top-performing organizations and those that lose big deals is a tighter coordination between sales, marketing and technology-based systems that address five key areas of focus and execution.
In this webinar you’ll learn:
The five key areas of success for account-based everything programs that exceed revenue and sales expectations
How sales and marketing can operationalize a more effective collaboration
The important role of technology and which tools are critical to your success
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASInsideSales.com
Featuring Jon Miller, Founder and CEO of Engagio, and Ken Krogue, Founder and Chief Evangelist of InsideSales.com, with Special Guest Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience'
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
This document summarizes a presentation about key salesforce reports that inside sales managers should review. It identifies the top 5 common mistakes, such as measuring success by dials instead of conversations. It also outlines the top 5 key performance indicators, like correct contacts and talk time. Finally, it lists the top 7 insightful reports, including correct contact rates by time of day and conversion rates by lead source, that can help sales reps improve performance.
Best Practices for Managing Inside Sales with Salesforce.comShell Black
Best practices for managing an inside sales team with Salesforce.com. Call strategy, lead scoring, using a console or a dialer, management and measurement tips and tricks. Know when to call, how many times, how to disposition call attempts, and call scripts. Learn the importance of dialing from a local number and having a direct number for your contact.
Ten ideas to help you develop a successful inside sales plan for 2015David Malone
Ten ideas are provided to help develop a successful inside sales plan for 2015:
1. Select sectors where credibility is already established through proven track records, expertise, and extensive contact bases.
2. Develop relationships with representative organizations in the target sector through writing, speaking, and providing resources.
3. Leverage existing client relationships by asking well-connected clients for introductions to their contacts.
4. Target up to three individuals within each prospect company to increase odds of connection.
5. Follow target companies and prospects on social media to monitor activities and find mutual connections.
6. Connect with complementary solution providers that target the same people to share information and introductions.
7. Att
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...InsideSales.com
Featuring Ken Krogue, President and Founder at InsideSales.com, and Koka Sexton, Social Selling Expert at LinkedIn
Ken Krogue made headlines in 2014 when he declared that cold calling was dead. The writing's on the wall: the sales process has fundamentally changed and buyers are harder to reach than ever before. Many traditional sales organizations still mistakenly believe the quickest and most effective way to set up meetings with prospects is dialing alone. Instead, a better strategy is to leverage social selling on LinkedIn to help speed up the process, warm up the introduction and land the account. Join Ken and LinkedIn's Koka Sexton (recognized by Forbes as one of the world's most influential social selling leaders) for an engaging discussion on how to use LinkedIn to create a winning strategy that will result in more conversations -- and ultimately, more closed deals.
In this webinar, you will learn:
-How to use LinkedIn to create your professional brand, find the right prospects and engage customers
-Best practices for closing deals faster with social signals
-Four simple steps you can do tomorrow to help you win
How High-Performance Sales Teams Squeeze The Most Out of Every LeadInsideSales.com
Featuring Ryan Williams, VP of Sales at LeadGenius, Mike Plante, VP of Demand Generation at InsideSales.com, and Max Altschuler, CEO at Sales Hacker
Acquiring more leads is one way to build a strong pipeline. Maximizing the potential of each lead is another. High-performance sales teams do both.
In this webinar you will learn how to:
-Enrich leads with custom data to decrease your sales cycle
-Prioritize and score leads for better tracking and forecasting
-Identify conversion-increasing data to turn leads into opportunities faster
-Speed up your response time
Register for the webinar here:
http://www.insidesales.com/webinar/view?t=squeeze-the-most-out-of-every-lead&a=vec063
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?InsideSales.com
Featuring Jamie Shanks, CEO of Sales for Life, and Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com
Social selling brings value to every stage of the buyer’s journey, but many companies struggle to see how these tactics are applied throughout the process. From lead generation to prospect nurturing and closing deals, this session will provide tactics that can be applied at every stage of the sales process.
In this webinar you will learn how:
-Modern sales methodologies fit within the current buyer’s journey
-To educate your buyers before your competitors
-Sales professionals and companies spark productive conversations with buyers
Register for the webinar here: http://www.insidesales.com/webinar/view?t=where-does-social-selling-fit-in&a=vec063
Increasing your win rate could make a huge difference in beating your 2016 sales goals. Join Mike Schultz and Dave Boyce as they share key insights and surprising research about what you can do to achieve higher win rates, as well as which sales technologies enable greater sales goal achievement.
In this webinar you will learn:
-What separates top-performing sales organizations from the competition
-Which four questions you must answer to win the sale
-Which sales technologies can help you increase conversion rates and contract value
Featuring Gabe Larsen, Director of Momentum at InsideSales.com
Inside sales is growing three times faster than traditional sales. To help you better understand this shifting sales environment, Gabe Larsen will share which trends have forever changed selling and how organizations can adapt to stay ahead.
In this webinar you will learn:
-How sales specialization can help achieve a higher close rate
-The keys needed to map your sales process
-How to create a prioritization strategy that aligns effort with your best prospects
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackInsideSales.com
Featuring Michael Pedone, Founder of SalesBuzz, and Gabe Larsen, Director of Consulting at InsideSales.com
In this free 45-minute webinar + Q&A, Michael Pedone and Gabe Larsen will share proven tips & secrets that will increase your cold call voicemail callbacks today!
Specifically, you'll discover:
Why voicemails fail and how to fix it
How to use email to get your voicemails heard
Best practices to achieve more live conversations as a result of your voicemails
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
12 gamification principles to increase sales productivity and engagement 96dpiInsideSales.com
Featuring Chuck Coonradt, author of The Game of Work and Ken Krogue, president and founder of InsideSales.com.
A recent study indicated that 87% of employees are not engaged in their jobs. Learn five key principles from the author of the bestselling book, The Game of Work and seven best practices from Ken Krogue – that make sales fun and engaging.
In this webinar you will learn:
How to motivate reps to crush their quotas
How to increase the frequency of feedback to improve quality and quantity of performance
How to sell more while boosting team morale
Why the success of video games should matter to a sales manager
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
Featuring Ken Krogue, President, Founder and Chief Strategy Officer at InsideSales.com and Amanda Holmes, CEO of The Chet Holmes Institute
Is your marketing being heard through the noise of your competitors? Does your sales team maximize the leads marketing generates? Learn the art and science of lead generation and management strategies that leverage your marketing spend and increase response rates.
After listening to this webinar you will be able to:
Get 9x the response from your marketing spend and Increase Response 342%
Learn 7 proven ways to increase your response rates
Understand 5 reasons your marketing isn't working like it should (and know how to fix it)
This document discusses 12 disruptive sales trends: 1) Inside sales 2) Cloud computing 3) Content marketing 4) Immediate response 5) Gamification 6) Predictive analytics 7) Prescriptive analytics 8) Big data 9) Sales acceleration 10) Social selling 11) Systems consulting 12) Predictive hiring. It provides details on how each trend is changing the sales landscape, with examples from companies like Oracle, the Oakland A's, and InsideSales.com. The key message is that technology is transforming sales by enabling data-driven strategies, social media engagement, and the rise of inside sales over traditional outside sales.
Ken Krogue disagrees with Simon Sinek's view that leaders and companies should start with why. Krogue argues that great salespeople start with who their customer is and then move to understanding why that customer wants or needs the product or service. If the salesperson understands the customer's why well enough, then determining the what, how, when, and how much becomes easy. Krogue believes salespeople should focus first on understanding their customer before talking about why the company does what it does.
Dave Elkington is the CEO and founder of InsideSales.com, a predictive sales technology company that has experienced strong revenue growth over 4 years. The company applies machine learning and predictive analytics to sales data to help salespeople identify the most qualified leads, prioritize activities, and improve performance metrics like close rates, deal size, and revenue. InsideSales.com's platform collects and standardizes different types of sales data which is then analyzed using machine learning techniques to provide real-time recommendations and insights to sales teams. Customers have experienced significant improvements across various key performance indicators through the use of InsideSales.com's Neuralytics technology.
Big business expo 2015 - The Next Generation of SalesInsideSales.com
This document discusses the future of sales and how inside sales is growing. It highlights how social media, content marketing, and new technologies are revolutionizing the sales process. Specialization and immediate response are emphasized as important strategies. Data shows inside sales growing 15 times faster than the original market size estimate.
Dave Boyce, VP of Product Marketing at InsideSales.com, loves rock ’n’ roll, but even more than that he wants to make you a Q4 rock star. He uses real examples of companies who have identified how much time they have left in the quarter and what strategies and cutting-edge technologies they used to double or even triple results.
Watch On Demand: http://www.insidesales.com/webinar/how-to-rock-your-sales-revenue
You’ll learn best practices that increase:
Inbound and outbound call volume
Contact rates up to 57.8%
Prospect-to-appointment conversions by 16.7%
InsideSales.com President Ken Krogue, recently recognized as the second most influential social seller in the world on Forbes, has interviewed some of social selling’s greatest influencers. He has compiled these interviews and combined them with his own winning strategies for this webinar.
Watch on Demand: http://www.insidesales.com/webinar/31-social-selling-tips
Join us to learn:
The latest LinkedIn and Twitter strategies, tactics, tools and best practices
How to use the ACQUIRE method for social nurturing
What is really working and what is not
The 7 Levels of Social Media Success
How you can master social selling in 31 days
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...InsideSales.com
Mick Hollison, CMO of InsideSales.com, gave a presentation at the #SalesSummit about using technology and data to communicate quickly with customers and gain a competitive advantage. He discussed how predictive analytics can be used to analyze data and make predictions, and how tools like predictive dialers and automated communications systems can help sales teams contact more leads and increase revenue. Hollison also covered how visualizing sales data in real-time helps teams be more effective.
Learn How to Make Email your New Favorite Sales ToolInsideSales.com
Despite reports to the contrary, email is not dead. Indeed, it’s still a critical communications tool for sales reps, especially in the later stages of closing deals. Join us as we discuss:
· Which communications methods are preferred – and most effective – to reach prospects
· How email can be used to know your prospects wants and when they want it
· How insights from Vision by InsideSales.com can help you accelerate your pipeline and close more business today
Why LinkedIn is the Ultimate Social Selling Tool InsideSales.com
Last year InsideSales.com, LinkedIn Sales Solutions, and Vorsight partnered on a webinar which turned out to be one of the most successful webinars the companies had ever done. The presenters shared best practices on how to prospect more effectively, including using social networks such as LinkedIn. In part two of this webinar, Ken Krogue and Ralf VonSosen will reflect on the past year and review key metrics on company adoption of social selling and offer strategies to excel at modern prospecting.
Data Science: Your Secret Weapon to Closing More DealsInsideSales.com
Ever wish your sales reps and executives could predict the future? With predictive analytics, they can come pretty close. Predictive analytics is transforming the nature of politics, consumer credit, fraud detection and healthcare outcomes, but nowhere is the use of analytics potentially more valuable than in sales. Predictive analytics helps you make better informed decisions using existing and historical patterns and behaviors of people.
Learn how predictive analytics:
• Improves the accuracy of your sales forecasting
• Enables you to know how and when to communicate with prospects
• Identifies the best leads and predicts who to call and when to call them
• Pinpoints the opportunities that are most likely to close, fastest to close, or that offer the largest revenue
• Empowers you to consistently hire top sales performers
How to Interpret Trends in the Kalyan Rajdhani Mix Chart.pdfChart Kalyan
A Mix Chart displays historical data of numbers in a graphical or tabular form. The Kalyan Rajdhani Mix Chart specifically shows the results of a sequence of numbers over different periods.
Monitoring and Managing Anomaly Detection on OpenShift.pdfTosin Akinosho
Monitoring and Managing Anomaly Detection on OpenShift
Overview
Dive into the world of anomaly detection on edge devices with our comprehensive hands-on tutorial. This SlideShare presentation will guide you through the entire process, from data collection and model training to edge deployment and real-time monitoring. Perfect for those looking to implement robust anomaly detection systems on resource-constrained IoT/edge devices.
Key Topics Covered
1. Introduction to Anomaly Detection
- Understand the fundamentals of anomaly detection and its importance in identifying unusual behavior or failures in systems.
2. Understanding Edge (IoT)
- Learn about edge computing and IoT, and how they enable real-time data processing and decision-making at the source.
3. What is ArgoCD?
- Discover ArgoCD, a declarative, GitOps continuous delivery tool for Kubernetes, and its role in deploying applications on edge devices.
4. Deployment Using ArgoCD for Edge Devices
- Step-by-step guide on deploying anomaly detection models on edge devices using ArgoCD.
5. Introduction to Apache Kafka and S3
- Explore Apache Kafka for real-time data streaming and Amazon S3 for scalable storage solutions.
6. Viewing Kafka Messages in the Data Lake
- Learn how to view and analyze Kafka messages stored in a data lake for better insights.
7. What is Prometheus?
- Get to know Prometheus, an open-source monitoring and alerting toolkit, and its application in monitoring edge devices.
8. Monitoring Application Metrics with Prometheus
- Detailed instructions on setting up Prometheus to monitor the performance and health of your anomaly detection system.
9. What is Camel K?
- Introduction to Camel K, a lightweight integration framework built on Apache Camel, designed for Kubernetes.
10. Configuring Camel K Integrations for Data Pipelines
- Learn how to configure Camel K for seamless data pipeline integrations in your anomaly detection workflow.
11. What is a Jupyter Notebook?
- Overview of Jupyter Notebooks, an open-source web application for creating and sharing documents with live code, equations, visualizations, and narrative text.
12. Jupyter Notebooks with Code Examples
- Hands-on examples and code snippets in Jupyter Notebooks to help you implement and test anomaly detection models.
In the rapidly evolving landscape of technologies, XML continues to play a vital role in structuring, storing, and transporting data across diverse systems. The recent advancements in artificial intelligence (AI) present new methodologies for enhancing XML development workflows, introducing efficiency, automation, and intelligent capabilities. This presentation will outline the scope and perspective of utilizing AI in XML development. The potential benefits and the possible pitfalls will be highlighted, providing a balanced view of the subject.
We will explore the capabilities of AI in understanding XML markup languages and autonomously creating structured XML content. Additionally, we will examine the capacity of AI to enrich plain text with appropriate XML markup. Practical examples and methodological guidelines will be provided to elucidate how AI can be effectively prompted to interpret and generate accurate XML markup.
Further emphasis will be placed on the role of AI in developing XSLT, or schemas such as XSD and Schematron. We will address the techniques and strategies adopted to create prompts for generating code, explaining code, or refactoring the code, and the results achieved.
The discussion will extend to how AI can be used to transform XML content. In particular, the focus will be on the use of AI XPath extension functions in XSLT, Schematron, Schematron Quick Fixes, or for XML content refactoring.
The presentation aims to deliver a comprehensive overview of AI usage in XML development, providing attendees with the necessary knowledge to make informed decisions. Whether you’re at the early stages of adopting AI or considering integrating it in advanced XML development, this presentation will cover all levels of expertise.
By highlighting the potential advantages and challenges of integrating AI with XML development tools and languages, the presentation seeks to inspire thoughtful conversation around the future of XML development. We’ll not only delve into the technical aspects of AI-powered XML development but also discuss practical implications and possible future directions.
Driving Business Innovation: Latest Generative AI Advancements & Success StorySafe Software
Are you ready to revolutionize how you handle data? Join us for a webinar where we’ll bring you up to speed with the latest advancements in Generative AI technology and discover how leveraging FME with tools from giants like Google Gemini, Amazon, and Microsoft OpenAI can supercharge your workflow efficiency.
During the hour, we’ll take you through:
Guest Speaker Segment with Hannah Barrington: Dive into the world of dynamic real estate marketing with Hannah, the Marketing Manager at Workspace Group. Hear firsthand how their team generates engaging descriptions for thousands of office units by integrating diverse data sources—from PDF floorplans to web pages—using FME transformers, like OpenAIVisionConnector and AnthropicVisionConnector. This use case will show you how GenAI can streamline content creation for marketing across the board.
Ollama Use Case: Learn how Scenario Specialist Dmitri Bagh has utilized Ollama within FME to input data, create custom models, and enhance security protocols. This segment will include demos to illustrate the full capabilities of FME in AI-driven processes.
Custom AI Models: Discover how to leverage FME to build personalized AI models using your data. Whether it’s populating a model with local data for added security or integrating public AI tools, find out how FME facilitates a versatile and secure approach to AI.
We’ll wrap up with a live Q&A session where you can engage with our experts on your specific use cases, and learn more about optimizing your data workflows with AI.
This webinar is ideal for professionals seeking to harness the power of AI within their data management systems while ensuring high levels of customization and security. Whether you're a novice or an expert, gain actionable insights and strategies to elevate your data processes. Join us to see how FME and AI can revolutionize how you work with data!
5th LF Energy Power Grid Model Meet-up SlidesDanBrown980551
5th Power Grid Model Meet-up
It is with great pleasure that we extend to you an invitation to the 5th Power Grid Model Meet-up, scheduled for 6th June 2024. This event will adopt a hybrid format, allowing participants to join us either through an online Mircosoft Teams session or in person at TU/e located at Den Dolech 2, Eindhoven, Netherlands. The meet-up will be hosted by Eindhoven University of Technology (TU/e), a research university specializing in engineering science & technology.
Power Grid Model
The global energy transition is placing new and unprecedented demands on Distribution System Operators (DSOs). Alongside upgrades to grid capacity, processes such as digitization, capacity optimization, and congestion management are becoming vital for delivering reliable services.
Power Grid Model is an open source project from Linux Foundation Energy and provides a calculation engine that is increasingly essential for DSOs. It offers a standards-based foundation enabling real-time power systems analysis, simulations of electrical power grids, and sophisticated what-if analysis. In addition, it enables in-depth studies and analysis of the electrical power grid’s behavior and performance. This comprehensive model incorporates essential factors such as power generation capacity, electrical losses, voltage levels, power flows, and system stability.
Power Grid Model is currently being applied in a wide variety of use cases, including grid planning, expansion, reliability, and congestion studies. It can also help in analyzing the impact of renewable energy integration, assessing the effects of disturbances or faults, and developing strategies for grid control and optimization.
What to expect
For the upcoming meetup we are organizing, we have an exciting lineup of activities planned:
-Insightful presentations covering two practical applications of the Power Grid Model.
-An update on the latest advancements in Power Grid -Model technology during the first and second quarters of 2024.
-An interactive brainstorming session to discuss and propose new feature requests.
-An opportunity to connect with fellow Power Grid Model enthusiasts and users.
Nunit vs XUnit vs MSTest Differences Between These Unit Testing Frameworks.pdfflufftailshop
When it comes to unit testing in the .NET ecosystem, developers have a wide range of options available. Among the most popular choices are NUnit, XUnit, and MSTest. These unit testing frameworks provide essential tools and features to help ensure the quality and reliability of code. However, understanding the differences between these frameworks is crucial for selecting the most suitable one for your projects.
Ivanti’s Patch Tuesday breakdown goes beyond patching your applications and brings you the intelligence and guidance needed to prioritize where to focus your attention first. Catch early analysis on our Ivanti blog, then join industry expert Chris Goettl for the Patch Tuesday Webinar Event. There we’ll do a deep dive into each of the bulletins and give guidance on the risks associated with the newly-identified vulnerabilities.
Letter and Document Automation for Bonterra Impact Management (fka Social Sol...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on automated letter generation for Bonterra Impact Management using Google Workspace or Microsoft 365.
Interested in deploying letter generation automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
Introduction of Cybersecurity with OSS at Code Europe 2024Hiroshi SHIBATA
I develop the Ruby programming language, RubyGems, and Bundler, which are package managers for Ruby. Today, I will introduce how to enhance the security of your application using open-source software (OSS) examples from Ruby and RubyGems.
The first topic is CVE (Common Vulnerabilities and Exposures). I have published CVEs many times. But what exactly is a CVE? I'll provide a basic understanding of CVEs and explain how to detect and handle vulnerabilities in OSS.
Next, let's discuss package managers. Package managers play a critical role in the OSS ecosystem. I'll explain how to manage library dependencies in your application.
I'll share insights into how the Ruby and RubyGems core team works to keep our ecosystem safe. By the end of this talk, you'll have a better understanding of how to safeguard your code.
Digital Marketing Trends in 2024 | Guide for Staying AheadWask
https://www.wask.co/ebooks/digital-marketing-trends-in-2024
Feeling lost in the digital marketing whirlwind of 2024? Technology is changing, consumer habits are evolving, and staying ahead of the curve feels like a never-ending pursuit. This e-book is your compass. Dive into actionable insights to handle the complexities of modern marketing. From hyper-personalization to the power of user-generated content, learn how to build long-term relationships with your audience and unlock the secrets to success in the ever-shifting digital landscape.
Programming Foundation Models with DSPy - Meetup SlidesZilliz
Prompting language models is hard, while programming language models is easy. In this talk, I will discuss the state-of-the-art framework DSPy for programming foundation models with its powerful optimizers and runtime constraint system.
Trusted Execution Environment for Decentralized Process MiningLucaBarbaro3
Presentation of the paper "Trusted Execution Environment for Decentralized Process Mining" given during the CAiSE 2024 Conference in Cyprus on June 7, 2024.
Salesforce Integration for Bonterra Impact Management (fka Social Solutions A...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on integration of Salesforce with Bonterra Impact Management.
Interested in deploying an integration with Salesforce for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
This presentation provides valuable insights into effective cost-saving techniques on AWS. Learn how to optimize your AWS resources by rightsizing, increasing elasticity, picking the right storage class, and choosing the best pricing model. Additionally, discover essential governance mechanisms to ensure continuous cost efficiency. Whether you are new to AWS or an experienced user, this presentation provides clear and practical tips to help you reduce your cloud costs and get the most out of your budget.
Presentation of the OECD Artificial Intelligence Review of Germany
Attract The Ultimate Executive to Run & Build Your Inside Sales Team
1. ATTRACT THE ULTIMATE EXECUTIVE
to Run and Build Your
Inside Sales Team
Ken Krogue
President & Co-founder
InsideSales.com
Trish Bertuzzi
President & Chief Strategist
The Bridge Group, Inc
insidesales.com
2. Introduction
Page 2
From Ken Krogue
Trish Bertuzzi is one of my favorite people. sitting in the audience taking notes when counsel, motivate or replace salespeople
She is one of the reigning thought leaders she is on stage. to build the best team possible.
and most respected people in the industry.
She is a lot of fun and a wonderful person. One of her specialties is hiring and on- Also available in this eBook are tips from
boarding. Her annual research study on Ken Krogue on how to create the ultimate
And she is incredible at what she does. compensation in the inside sales and lead inside sales department once your execu-
generation space is one of the bibles of tive has been hired. From where to gather
She teaches executives and managers how the industry. So a few months ago we were lists and leads to how to create an efficient
to build incredible inside sales teams that chatting and had this crazy idea to col- sales culture, all executives and inside
get results. She is one of the best in laborate on an eBook together on the very sales professionals will learn the best prac-
the world. topics that could help the industry con- tices of inside sales essentials.
tinue to grow.
I stalked her for months on LinkedIn and This eBook is based on content originally
followed her amazing LinkedIn Group I like to partner with the best... found in a joint webinar with Trish and Ken.
called Inside Sales Experts, the largest Thanks Trish.
online inside sales group in the world. I Access the webinar,
was really careful not to step outside of www.insidesales.com/webinar.
her group rules because she is a stickler
In this eBook
for participating the right way. That is why Trish Bertuzzi will share what a great
her group is the best there is. Executive hiring process should look like.
Great managers know how to recruit top
She and I speak at the same events a performers, lead a multi-generational
couple of times a year, and I never miss workforce, encourage reps to grow, and
InsideSales.com | The Bridge Group, Inc. Share this eBook:
3. Table of Contents
Page 3
Introduction From Ken Krogue����������������������������������������������������������������2 Published by InsidesSales.com
About the Authors������������������������������������������������������������������������������������� 4 34 East 1700 South
Provo, Utah 84606
Step 1: Scoping�������������������������������������������������������������������������������������������� 5 887-798-9633
Step 2: Recruiting����������������������������������������������������������������������������������������7
Step 3: Evaluating��������������������������������������������������������������������������������������� 9 Copyright 2013 All Rights Reserved
Step 4: Onboarding����������������������������������������������������������������������������������� 10
How to Create the Ultimate Inside Sales Department���������������������� 12
Where to Get Leads���������������������������������������������������������������������������������� 14
Defining Your Selling Model������������������������������������������������������������������� 15
Compensation Strategies������������������������������������������������������������������������ 16
Quality, Speed, Price�������������������������������������������������������������������������������� 17
Culture��������������������������������������������������������������������������������������������������������� 18
BANT vs. ANUM����������������������������������������������������������������������������������������� 19
7 Rules to Increase Contact Ratios������������������������������������������������������ 20
Top Sales Manager Obstacles���������������������������������������������������������������� 21
Summary Credits��������������������������������������������������������������������������������� 22
InsideSales.com | The Bridge Group, Inc. Share this eBook:
4. About the Authors
Page 4
Ken Krogue Trish Bertuzzi
President and Co-Founder President and Chief Strat-
of InsideSales.com
egist of the Bridge Group,
—
www.kenkrogue.com Inc.
—
blog.bridgegroupinc.com
Ken is a results driven sales leader and Author Jonathan Franzen said “one-half of a
visionary for the inside sales industry. The passion is obsession, the other half is love.”
research and data driven approach he uses With that in mind, ask anyone who’s met Trish
has led to best practices of contacting and and they’ll tell you - she is passionate about
closing leads. He pioneered the powerful inside sales. Over the last two decades, Trish
sales automation PowerDialer which greatly has promoted inside sales as a community,
increases the effectiveness and efficiency of profession and engine for revenue growth. In
inside sales professionals. Ken is also a regu- the process, The Bridge Group has worked
lar contributor to Forbes.com. with 200+ B2B clients to build, expand and
optimize their inside sales efforts.
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5. Page 5
Step 1: Scoping
When you go to hire the ultimate sales your market, who you sell to, your brand-
executive, it’s important to objectively ing and name recognition, etc..
“Managers scope out the job. I have this conversation
all the time when talking about hiring pro-
files. The first thing you need to know is
Clear role definition, up front, combats
‘role pollution’ down the line. Sales Lead-
that managers manage and ers, almost by definition, are going to be
Manage directors direct.
Managers manage existing process. They
pulled at from all sides. If you haven’t done
the early work on scoping the role, the
situation will be only exacerbated.
typically don’t create it. If you’re a start-
Directors up or a brand new organization and you
haven’t yet defined what repeatable, scal-
able success looks like you don’t need a
TIP
You can take a chance on a sales rep. You
can never take a chance on an executive.
manager. You need a director. You need
Direct” someone who has created process from
scratch and knows when things are going
awry and knows how to fix it.
When looking for an executive, you need
someone that is as closely aligned to per-
fect as possible based on where you are in
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6. Page 6
Step 1: Scoping
What it Means to Manage Remember
Being a great sales leader is not intuitive.
In the book “Challenger Sale” the authors Having had a great Sales Manager is very
talk about management fundamentals. different from knowing why a Sales Man-
When looking for someone to lead your ager was great. It is much easier to teach
sales team, you’re looking for someone someone your product and your market
with integrity, reliability and listening skills. than it is to teach them great
If they have those three traits they aren’t leadership skills.
going to be a great manger, let alone the
ultimate sales manager. Alternatively, if you do have a great inter-
nal candidate and you have the bandwidth
While it’s an excellent thing to provide available to work with them and be their
internal candidates with promotion, it’s mentor, go for it! The worst thing you can
important to remember that great sales do is promote someone and leave them
reps don’t necessarily make great manag- to figure it out on their own. You’re set-
ers. They may excel at selling skills, but if ting everyone, the group, the manager and
they don’t have those fundamentals you’re yourself, up for failure.
going to be at risk.
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7. Page 7
Step 2: Recruiting
Now that you’ve locked down scope, how • Create something visual and easy to
do you attract the ideal candidate? More share with SlideShare. Showcase
of the typical job description is not going your big name clients or your high
to cut through the noise. profile investors.
Remember, this isn’t going to be an easy • Package all this up into a ‘Position Kit’.
hire. Everyone is competing for the ulti- This is brief that says exactly what you
mate sales executive and there aren’t are looking for and what they will gain
enough to go around. It’s important that by taking this position.
your company, the position, and you per-
sonally stand out from the crowd. After you’ve created all these resources,
share them with your recruiters, social net-
How to Stand Out: work contacts, and LinkedIn groups. See
• Use “them” centric messaging not “us” if your contacts know of anyone who may
centric. How will they learn and grow be a good fit and then share the Position
in the position? Kit with them. This is much more engaging
and effective than just a text-based
• Incorporate video into your job job description.
description. Show the people, both
reps and senior leadership, behind
the job description. Have them answer
“Why is the position critical/exciting/
amazing?”
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8. Page 8
Step 2: Recruiting
How are you marketing positions?
Passing the ‘Sniff Test’
Once the candidates start coming in, it’s
important that you are ready to pass their
“sniff test”. Great managers and great Leveraging
executives are going to be trying to figure Networks LinkedIn Jobs
out a few things up front including:
• Is the role is focused or am I expected
20%
40%
to wear several different hats?
• Does this company know their target
market or am I going to have to figure
all this out?
• Is there support for this group? Or am 20%
I inheriting the red-headed stepchild?
Recruiters
• Does the infrastructure exist? What
CRM, marketing automation, produc-
tivity tools are available? 20%
Other
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9. Page 9
Step 3: Evaluating
The best method for evaluating candidates Tip Highlights to Incorporate into your Inter-
is by creating a scorecard. This allows all It’s important that everyone on the inter- view Process
the people involved in the hiring process to view team be asking about the same
be aligned in their evaluations and for you competencies, but not the same questions. • Who developed the sales process for
to be able to objectively evaluate You want to take the time to investigate you team?
their feedback. specific areas and skills. There are multiple
questioning techniques that will allow you • Who overviewed the adoption of
When in the interview process, it’s to accomplish this. No need to be repeti- that process?
important to look for someone whose tive and ask the standard “Where do you
experience most closely aligns to your see yourself in 5 years?” type questions. • What does your onboarding process
company’s. For example, if they are famil- This is an opportunity to learn about the look like and what’s your role in
iar with selling into the B2B space but you candidate. Don’t blow it. that process?
sell into higher education, their skills may
not translate. While this doesn’t necessar- The Interview • What are you getting from marketing
ily disqualify somebody from being your So much of the focus on hiring an execu- in terms of leads and support?
ultimate executive, it’s important to think tive is around what questions to ask. That
about how their previous experience aligns could be a whole eBook on itself. For some The ability to answer the questions above
with your company. You’ll also want to hear ideas of what to ask your prospect during is going to further differentiate if they are
their views on how they handle the interview, we put together this article. a manager or a director. Additionally, the
the transition. interviewer will be able to figure out the
candidate’s level of experience.
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10. Page 10
Step 4: Onboarding
A best practice their priorities. Don’t turn them
after hiring your into paper pushers or spread-
executive is to sheet jockeys. Let them be a
put them through strategic thinking executive and
the exact same create an effective inside sales
onboarding as the sales reps department.
they will be working with. This
will allow them to quickly identify Don’t forget ongoing support. I
what works in the process and often advise Sales Managers,
what doesn’t while simultane- “Remember, be a coach not a
ously coming up to speed. ghost.” The advice holds true for
Senior Leadership as well. Don’t
This is a win/win. They get to bring this executive onboard,
experience and fix your onboard- give them a big slap on back,
ing process all at the same time. and then disappear until the
first forecast review. That would
Tip be doing them and their team a
Free eBook on Onboarding Sales Reps
Once you hire an inside sales grave disservice.
executive, it’s important that you
let them do what you hired them
Download Now
to do. Don’t hire them against
one set of goals and then invert
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12. How to Create the Ultimate
Page 12
Inside Sales Department
What Do You Sell? Who Do You Sell To? Tip
Do a ‘deep dive’ of your current customer
When first starting a new position as an Figuring out your target market is critical. pool and run a summary of which indus-
executive at a new company, it’s important There are several questions you should be tries, company sizes, and titles currently in
to start thinking big picture. able to answer such as: your customer database. This will give you
a good indication of where to focus your
What is it that you sell? • Do you sell into the B2B space or are efforts. Focus on the ones that are your
you more B2C? best customers.
When Masahiko Goto from Makita asked
his employees, “What is it that we sell?” • What size of company do you target?
they responded, “Power Tools and Drills.”
Interestingly enough, they were wrong. • What is the title, title level and title
Goto responded, “We sell a hole in the function of the decision maker
wall.” you’re targeting?
To figure out what need you fulfill, look It’s important that you are able to answer
at the end result of what you sell so you these questions in order to effectively
know what you’re doing to add value to strategize and target your sales and mar-
the world. keting efforts.
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13. How to Create the Ultimate
Page 13
Inside Sales Department
Find the Need EXISTING CREATE
EXISTING CREATE
As an executive, when starting to build Redirect aRedirect a river
river Dig a well Dig a well
your inside sales department, there are
two paradigms to consider when finding
needs:
• A river of existing need that is
already flowing
• Digging a well to try to create need.
From experience, it’s much easier to tap
into an existing need, if possible.
Tip
To find a need, go out to Google Keyword
Tool and type in the words that would lead
people to your company. This shows if If you do have to create need, your model
your product/service is an existing need by will be heavily focused on educating
if people are already searching on those prospects.
terms searching for solutions.
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14. Page 14
Where to Get Leads
To Find Think about your existing assets when
thinking of where to get leads. Existing
lead generation assets include:
List / Leads
One of the first things every sales execu-
tive should do when starting a new
position is test the list and lead sources
the Best •
•
•
Web Leads
Email Database
Tradeshow Lists
currently being used by their new
company.
• List Vendors Randomly pick 300 leads from each list
Source for
•
•
Lead Vendors
Social
and see which lists result in the highest
contact ratios. This is absolutely critical to
the success of a sales department.
It’s also important to consider the size of
Leads it’s leads that are bringing in the type of deals
that keep sales afloat. However, the most
important thing to consider is what lead
Whether you’re the new executive of a
startup that is building everything from
scratch, a turn-around company that
sources produce the best leads. To deter- you’re hoping to get out of stagnant
Important mine this, it’s important that you test.
Remember
growth, or a company that’s already doing
well but wants to do better the process is
always the same.
While testing is typically a marketing
to Test strategy, it’s very important that sales
executives learn this.
Tip
Test your lists and leads to see which ones
are working and which are not.
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15. Page 15
Defining Your Selling Model
Defining your selling method poses some Selling Methods
really big questions. Is your selling method
a specialist or general model?
In a research study InsideSales.com con-
ducted with Dr. James Oldroyd, it was
discovered there was a seven point differ-
ence between the close ratios between the
specialist model vs. a generalist model. Generalist Model Specialist Model
The sales rep is someone who finds This model has a specialized rep han-
That means if the average generalist is and qualifies the lead, closes the deal, dling each step: finding and qualifying,
getting a twelve percent close ratio, a spe- and delivers the customer to support. closing the deal, and delivering to cus-
cialist model in the same space is getting a tomer support.
nineteen percent close ratio. So that’s not
seven percent, that’s seven points.
When designing your inside sales depart-
ment, you may decide that a hybrid model up and coming account executive (both
is best. These decisions need to be made of these are closers), and two or three
early on. business development reps. These sales
professionals are supported by engineers,
At InsideSales.com, we have teams with developers, and implementation managers
a veteran regional sales manager, an and specialists to assist them.
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16. Page 16
Compensation Strategies
Depending on the type of sales reps The Harvard Business Review did a study
you will be hiring, there are a few differ- a few years back that discovered that
ent models to follow when determining pay itself was not the key motivator for
compensation. employees. However, lack of enough pay
or lack of pay that’s aligned was a big
Lead Generation Reps de-motivator. The areas of personal rec-
1. Base Salary ognition, achievement, personal growth
2. Effort Bonus (20% of base salary) and learning (mentioned previously) were
3. Lead Bonus much stronger overall motivators.
4. Revenue Share
Motivate Your Reps
Closer
1. Base Salary
InsideSales.com PowerStandings
2. Base Commission Bring gamification to your team.
3. Accelerator (depending on level
• Capture reps competitive energy
above quota)
• Real time performance ranking
• Results oriented environment
Click for Details
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17. Page 17
Quality, Speed, Price
As an executive, it’s important to define
Quality
who you are as a company, or as a division
of that company.
Years ago, the comedian Red Skelton from
NBC said, “Quality, Speed or Price. Pick
any two.” What this means is if you’re a
price and speed based company then qual-
ity may suffer. Alternatively, if you’re a
quality centered organization with a low
price, you aren’t as worried about speed.
Tip
It can be very difficult to do all three. Few
companies have accomplished it. Decide
now what areas you are going to focus on
and stick to your decision.
Price Speed
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18. Page 18
Culture
Once a high-end, ultimate sales executive Tip As a sales manager, ask yourself, “Where
comes on board, the first thing they have The culture of your department directly is my culture? Which area motivates my
to deal with is culture. There are two kinds impacts your customers. Always perform employees to want to come to work and to
of culture: the culture of the company and a net promoter score test to see how excel to get the job done?”
the culture within the sales organization. your culture is impacting your customer’s
experience. The best mix of motivators is love and duty.
The culture found within the sales orga- When fear and hate start entering into a
nization can either be a huge asset or a company’s culture it can create a
huge liability to an executive depending on
4 Levels of Motivation toxic environment.
how it’s shaped. When determining how to motivate your
employees to increase efficiency and
The good news? The sales executive is the productivity, it’s important that sales exec-
one who shapes the culture more than utives understand the different levels of
anybody else. motivation. While they all get results, they
create very different feelings of the culture
At InsideSales.com, we have built our own of your organization.
culture – we call it “scrappy.” We work
extremely hard, invest in technology, and
4 Levels of Motivation:
perform community service. All of these
• Love • Duty
activities contribute to our culture and
• Fear • Hate
shape what it is.
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19. Page 19
BANT vs. ANUM
BANT ANUM RANDUM
B = Budget A = Authority R = Rarely
A = Authority N = Need A = Any
N = Need U = Urgency N = Need
T = Timing M = Money D = Decision Maker
U = Urgency
M = Money
How do you qualify your leads and how The BANT model was reexamined and it From many years of experience in inside
do you forecast? A model that has been was found that only 25% of companies sales, we’ve found if you find the right
around for over 25 years is BANT make purchase decisions based on their decision maker and build the need, the
annual budget. Therefore, a new model urgency and money tend to appear. Addi-
needed to be created to reflect these tionally, there is a third model that some
findings called ANUM companies base their business on
called RANDUM
If you’re randomly qualifying your leads then your forecast capabilities are almost 50/50.
You could practically flip a coin and predict the outcome. It’s important that you define
your qualification model so that you can accurately forecast.
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20. 7 Rules to Increase
Page 20
Contact Ratios
From industry research, conducted by the 1. Immediacy – Respond to leads within 5 minutes. The odds of contacting a lead within
InsideSales.com research division, called a the first 5 minutes versus waiting 30 minutes drops 100 times.
ResponseAudit, we’ve found the average
company takes 48 hours and 44 minutes 2. Persistency – A best practice is to make six calls on all outbound leads and nine calls on
to respond to their web-generated leads. inbound leads. Always leave three voicemails and emails. Any more than that and you
Additionally, only 27 percent of web-gener- become a pest.
ated leads are ever contacted.
3. Optimal – Include a field on web forms asking your prospect when the best time to reach
them is. If they want to be contacted, they will tell you when to call.
These rules will dramatically increase the
number of leads you are able to contact 4. Time of Day – From internal research, InsideSales.com has determined the beginning
and create a better contact ratio than the and the end of the work day are the best time to make contact.
industry average.
5. Day of Week – From the same internal research, InsideSales.com has determined that
Tip Tuesday is the worst day of the week. Wednesday, Thursday and Fridays are the best.
Check out InsideSales.com’s LocalPres-
ence product which allows sales reps to 6. Direct Dial – As a best practice, have your reps ask for direct telephone numbers to
display a local number when calling into a decision makers. This will increase contact ratios and help avoid gatekeepers.
long distance area code.
7. Caller ID – Research has shown that by displaying a local number of the Caller ID of the
For a more in-depth discussion on increas- person you’re trying to reach, the chances of them answering improve 57.8 percent.
ing contact ratios, download our cold
calling and contact ratio eBook.
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21. Page 21
Top Sales Manager Obstacles
Top Problems of the Inside Sales Industry
100% InsideSales.com’s research study, “The
Top Problems of the Inside Sales Industry,”
surveyed sales reps and managers across
75% the United States to determine what obsta-
cles are most common in the industry.
56.9%
50%
48.3% Specifically, the top three problems sales
41.1% managers are having in the industry are:
36.0%
23.4% 1. Finding good leads
25% 20.9% 2. Hiring the Right People
14.0%
9.4% 3. Accurately Reporting Information
0% Download the executive summary of the
Finding Hiring the Making Sure Properly Compensating Employee Using the Right Other research report to view a complete over-
Good Leads Right People Information is Training Reps Sales Agents Turnover Equipment
Reported Correctly view of the research.
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22. Summary Credits
Page 22
From this eBook, you now understand the best practices in hiring CO NTENT
the ultimate executive and creating an effective inside sales Ken Krogue |
department. http://kenkrogue.com
Trish Bertuzzi |
What now? www.bridgegroupinc.com
From implementing these best practices, you can now confidently
hire, onboard, and set your newly hired executive loose to be the
strategic thinker you hired them to be. WRITERS
Alex Orton |
This eBook was based on a webinar originally presented by Trish Jessica Winn |
Bertuzzi and Ken Krogue. View the webinar at www.insidesales.
com/webinar. CO PY EDITO R
Jessica Dyer |
Designer
Scott Humphries |
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23. Inside Sales Metrics Boost Contact Rates
for SaaS Companies
Focusing on Inside Sales in SaaS Download Free eBook
companies, this report is based on
research of 197 B2B companies.
Get Your Copy