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

1. Ten ideas to help you develop a
successful Inside Sales plan for 2015

2. David Malone
Trainer| Speaker | Consultant
Co-Chapter President AA-ISP Ireland
www.evolve.ie

3. Happy new year!
But last year’s sales
figures are now
consigned to history –
the sales target clock
is reset back to
zero again!

4. But how can you
surpass last year’s
efforts?
…. Time to put
your thinking
hat on!

5. Possible Plan A!
I could wait for my existing clients
to reorder and bring in a large slice
of my annual sales target?

6. Hope is not a good sales strategy!
If you are
waiting for
existing
customers
to contact
you to
reorder,
don’t hold
your breath!

7. I could do an
e-mail campaign
to my target list
and wait for the
phone to ring?

8. I’m all for taking
proactive steps
but will the phone
ring often enough
with this approach?
…This idea might
never fly!

9. I could double
my efforts and
work harder and
faster than ever
before?

10. May be!
…
However, I
may run out
of energy!

11. Time for some fresh thinking?

12. Here are 10
ideas to help
you improve
your inside
sales
prospecting
strategies in
2015

13. Select sectors where you
already have credibility

14. • A proven track record
• More expertise of their world
• An extensive contact base
• People who can provide you with introductions
* Remember, your offering might not be a fit for every
sector regardless of whether they are on your target
list. So fish where you have caught fish in the past!
Prospect where the odds are in your favour
already. Pick sectors where you have …

15. Develop relationships with
representative organizations
in that sector

16. That could be
A Professional body
Or
A trade association
(Example: If you sell to HR Managers - Chartered Institute
of Personal Development –C.I.P.D.)

17. Consider ………
• Writing for their publication
• Giving speeches at their seminars
• Provide resources for their website
But do this

18. Leverage Client relationships – where
those clients are well networked

19. How can you find out how well
networked they are?
• Check their LinkedIn account for your
sales targets
• Ask them who they know!
• Remember, most of your clients (if they
rate you) will be delighted to introduce you
to their contacts – Just ask them!

20. How do I askforthe
introduction?
In 4 easy steps….. Ask your client …..
1.How well do they know your sales target.
2.Would they be comfortable introducing you.
3.To ask the sales target to accept a call from you.
4.‘To ‘cc’ an email to both the sales target
and yourself with contact details.

21. Target up to three individuals
within each prospect company

22. The more people you target in a company …
• The better the odds of making a connection with one of
them.
• The higher the chance of you finding a mutual contact
to introduce you.
Pick three different type of stakeholders
* For example
– User buyer
– Financial buyer
– Technical buyer

23. You can always
move laterally
towards the correct
buyer regardless of
which of the five
targets you initially
meet with!

24. Follow your targets / prospect
companies on Social MediaP

25. Follow their
• Comments
• Groups
• And watch out for mutual contacts
• Answering of questions
• Create your own visibility in their groups - post
resources ,articles and answer questions

26. Connect with
Complimentary Solution Providers

27. What is a
CSP?

28. A complimentary solution provider
Is a supplier who
 Targets the same people you do
Is not the competition
Compliments your offering
Is well networked
Will share information
Will swop introductions

29. CSP’s
For example:
if you sell CRM software to
contact centres to customer
service managers - a CSP might
be a contact centre specialised
recruitment agency

30. Target and attend two
networking events a month
…. Virtually or physically!

31. Strategic networkers
• Identify correct events
• Get attendance lists in advance
• Ask organisers for introductions
• Ask questions to understand
• Follow up sincerely
• Build trust with new contacts before
asking for help

32. Become a thought leader
for your target sector(s)

33. A thought leader is someone who
• Shares ideas
• Writes articles
• Answers questions
• Makes speeches
• Provides insight
• Anticipates new trends
Via Social & Other Media

34. Stay in touch with old
customers even when
they can’t buy from you

35. Stay in touch – long roads always
turn at some point!
• Be helpful
• Support behind the scenes
• Keep them on distribution lists
• Send free resources
• Be LinkedIn with them
• Things don’t stay the same for very
long!

36. Put targets and measure results for all your sales
related activities inclusive of everything we
mentioned in this presentation

37. “You become what
you do everyday”

38. www.evolve.ie
davemaloneinsidesalescoach