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