The document outlines essential strategies and best practices for inside sales, including lead qualification criteria and campaign strategies. Key tips include understanding decision-makers, utilizing targeted messaging, and employing effective media sequences for outreach. Additionally, it emphasizes the importance of immediate responses, persistency, and adapting calling technologies to enhance sales efforts.

1. Inside sales
By Alina and Arturs

2. Inside sales
● Growing 15x faster

3. 31 inside sales must
haves
For driving leads, appointments and sales

4. Tip #1 - Qualify
● The better qualified the lead, the easier to
close the deal
● Authority
● Need
● Urgency
● Budget

5. #2 - Apply systems thinking

6. #3 - Know your target companies
● Profile the existing client group
● What similarities are there?

7. #4 - Profile decision makers
● Profile decision makers and influencers
● Standardize on title level and title function
Assess an ability to craft
a specific sales message

8. #5 - Select a campaign strategy
Selecting the right messaging approach
● Circle of influence campaign

9. ‘’Just ask’’ campaign
● Hi my name is Ken Block from Toshiba, I was
wondering if you are in the market (NEED) for a copy
machine in the next six weeks?(TIME)
● Who would I speak about the needs of a copy machine?
(AUTHORITY)
Quick, simple, efficient, finds 3 components of
BANT

10. ‘’Toe in the door’’ campaign
● Speak for 15-20 seconds
● Introduce yourself
● Set up a hook with compelling information
● By now you should have created some
credibility
● Ask if the person has few minutes to hear
what we can offer

11. #7 - Teach ‘’Commanders intent’’
● Things tend to go wrong
● Sales reps have to know
the overall vision and the goal of campaigns

12. #8 - Lists versus Leads
● List < Lead
● Need is 8x more likely to result in a sale
● Marketing is suited for educating people
● Sales is suited for people with a need

13. #9 - Use ANUM to qualify your leads
Authority: Use profiled title level and title function to
identify the leads
Need: Find lists of companies in your target industry and
size
Urgency: Use social media, articles to find recent trigger
event that may indicate a need. Like a company expanding
a sales team or hiring new employees.
Money: Companies hiring, old and established companies
have money.

14. #10 - Best sources of lists
● They all promise the same - more qualified
leads
● Should be adjusted to the product and
service

15. #11 - Leads purchase justification
● Lists should be purchased
● And not asked for sales team to develop
● By buying the lists you:
 save money
 sales reps can spend more time on phone
 boost their morale

16. #12 - Test, test, test
● Test the performance of the various lists
● Test your sort criteria
● Apply systems thinking

17. ~Optimize your offers~
The actual products you sell are one type of offer and the
rest are likely “bait” offers.
There are 2 types of baits offers:
● Messages that select for interest
● Messages that are buying signals

18. #13 Need vs. Interest
The Kicker The Buying Signal
Research Studies Toll free
White papers Pricing
Webinars Proposal
Seminars Free trial
eBooks Demo
Books Product slicks

19. #14 Educate and fill the fuel

20. # 15 Nurture on purpose
Marketing team is better suited to nurture your tire kicker leads. When that lead
responds to a buy signal, then it should be turned over to your sales team.
The job of marketing is to change interest into need with education.

21. ~Sharpen your skills~
Train in order to produce more returns for the
company!!!

22. #16 Align your messages
❖ A message has no value if it’s not targeted.~
❖ By gathering the necessary information we know exactly where to start the
conversation to be aligned with their original interest. ~

23. #17 Avoid sales speak….just be real!!
Decide the core message Make the persuasive sales speech

24. #18 First call sequence
Step 1: The opening
Step 2: The trust ladder
Step 3: Positioning
Step 4: Cool feature
Step 5: Proof Story
Step 6: C2C (Commit to Continue)

25. #19 Climb the trust ladder

26. #20 The media vs. the message
~The media you use is more powerful than the message you send~

27. #21 Social media messaging
❖ A new creative way to effectively deliver a message is to utilize social
messaging.
❖ As new technology becomes
available that allows us to tap
into social networks, the effectiveness of messages sent will increase
dramatically

28. #22 The media sequence
There are 2 media sequences based on 2 different scenarios:
1) Cold call sequence (outbound): 2) Inbound lead (slightly aggressive):
Call 1-first voicemail and first email Call 1- voicemail 1 and email 1
Call 2-no voicemail or email Call 2- no voicemail or email
Call 3-no voicemail or email Call 3- no voicemail or email
Call 4-voicemail 2 and email 2 Call 4- no voicemail or email
Call 5-no voicemail or email Call 5: voicemail 2 and email 2
Call 6- voicemail 3 and email 3 Call 8: no voicemail or email
(last chance) Call 9: voicemail 3 and email 3

29. ~Enhance your efforts~

30. #23 Immediacy
❖ We know that there are huge decreases
in contact rates between responding in 5
minutes and responding in 60 minutes.
❖ Even today, most companies need 46
hours to respond to a lead.

31. #24 Persistency

32. #25 Time of the day
❖ The best time to reach your leads is between the hours: 08:00 to 09:00
a.m. to 16:00 to 17:00!!

33. #26 Day of week
Best days of the week to make lead contact are:

34. #27 Direct dial

35. #28 Caller ID
❖ By having a local phone number appear on the prospect’s caller ID, there
is a 57.8% increase in creating contact than by using a blocked number.
❖ It is recommended to utilize products that ensure local numbers appear on
the company’s prospect’s caller ID, such as LocalPresence.

36. #29 Calling technologies
❖ The average inside sales professional
uses a manual dial system and makes
about 38 calls per day.
❖ With a power dialer you can make 200
calls per day.
❖ The predictive dialer is still good in
some kind of situations like
telemarketing where it’s a one call
close, but for an inside sales
department a power dialer is the best
bet.

37. ~Don’t forget to:
Report your results!~

38. #30 Ask great questions
~A sales team is only as good as the questions they ask.~

39. #31 Leading indicators of success
~Think about which metrics are the leading indicators to success in your
organization.~