how to hire for the inbound sales role
TRANSCRIPT
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4
INTERVIEWING FOR THE INBOUND SALES ROLE
Dave Kurlan
CEO, Kurlan & Associates
CEO, Objective Management Group
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This really IS inbound
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You really did find me
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You are checking me out
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You did show your interest
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What would you want your inbound salesperson / marketer to do next?
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Is it a
salesperson
or a marketer?
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What must they really be able to do?
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Can you interview for that?
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Before you can swim through an interview, you must have the right candidates in the pool
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10 Things You Must Do Before You Can Interview
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Inbound-Specific Sales Assessment
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2 Killer Job Posting
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AD TITLE: INSIDE SALES
AD BODY:
You must have prior success selling [category] to business decision makers in a
competitive market. You excel at converting leads to opportunities; have
excellent listening and questioning skills, and a terrific work ethic. You are goal
oriented, highly motivated, and enjoy selling. Experience with example1,
example2, example3, example4, example5, or consultative selling helpful, but
not required. You must have prior income of at least $50,000.
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3 Sales Specific
Recruiting Process
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IdentifyModule 1-2
1
SearchModule 3-4
AssessModule 5-6
QualifyModule 7
InterviewModule 8-10
34
5 2
Hire a StarModule 11-12
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4 Applicant Tracking
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5 Automation
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6 Phone Interviewing Skills
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7 Sales Interviewing Skills
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8 Thorough On Boarding
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9 Sales Coaching
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10 Accountability
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QUESTIONS ?
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http://omghub.com
Kurlanassociates.com
ObjectiveManagement.com
@kurlanassoc
DAVEKURLAN