Lauren Bailey: Do Inside Sales The Right Way To Grow Sales?

Aug 09, 2017

Wes Schaeffer

The Sales Podcast Business Coaching Marketing Automation Inside Sales Entrepreneur

There are at least six different ways to use your inside sales team to grow your revenue

Stream below or right-click here to download the episode.

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Sales Tips you'll learn in The Sales Podcast...

What to do when you're new to inside sales
Inside sales is growing 10x-15x faster than outside sales
- It's a lower-cost of sales
- Better response
- Better reach
- The clients are demanding it
- Improves margin
- Companies futz around and have some success
- They futz around with some CRMs and still have success
- Then they look at reports and think they need help with inside sales
Clients are more knowledgeable
Clients want more info faster
How to do inside sales well
- CDW has a great inside sales model
  - The inside salesperson is the QB
  - The outside salesperson goes out as needed
- What is your strategy and goal?
  - Complex sale / high dollar?
  - Support to land and expand
  - Support to order process
  - Coverage in rural areas
  - Use inside sales for reach / to expand
- Cold calling is dead...not
- Inside sales does not equal cold calling
There are at least six different inside sales roles
- The biggest trend is the SDR / Biz Dev / Lead Gen / Sales Development Rep
  - Inbound sales
  - Outbound sales
  - Warm sales
  - Cold sales
  - Get the lead to lean in and pass them on to a sales rep
  - Marketing can't close them and you can't make a complex sale over email
Most inside sales reps have terrible scripts
Give them strategy and process
Scripts kill confidence (but Wes disagrees...)
- Lauren likes goals like engaging them in a conversation
- Lauren likes good openings / starters / samples
You need to record your calls to get in the mind of the customer
The goal of the call is not a meeting but to create engagement...the meeting is the goal
Go listen to 10 calls
- Top reps
- Listen to the customer
- If you're in management go listen to your new reps
- Focus on training over tools until you have mastered the tools

[ LISTEN NOW ON ITUNES ]

Catch Up on Previous Episodes of The Sales Podcast

Links Mentioned In The Sales Podcast

Follow Lauren Bailey on Twitter for Inside Sales Training Tips
Subscribe to Factor 8's YouTube channel for Inside Sales Training Videos

Sales Growth Tools Mentioned In The Sales Podcast

Hire The Best Speaker for your sales meeting or marketing conference
Take The CRM Quiz: get a free consultation with me
Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
The Sales Agenda: take control of every sales opportunity like a pro.
Leadferno: Turn lurkers into leads
Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.
Send Drunk Emails: ...that get opened and get you paid!
Phone Burner: work the phone like a machine so you can be a human when you connect.
Apollo: Find targeted accounts and send cold email at scale to them and hit the inbox with Apollo