Inside salesBy Alina and Arturs

Inside sales

● Growing 15x faster

31 inside sales must haves

For driving leads, appointments and sales

Tip #1 - Qualify

● The better qualified the lead, the easier to close the deal

● Authority● Need● Urgency● Budget

#2 - Apply systems thinking

#3 - Know your target companies

● Profile the existing client group● What similarities are there?

#4 - Profile decision makers

● Profile decision makers and influencers

● Standardize on title level and title functionAssess an ability to crafta specific sales message

#5 - Select a campaign strategy

Selecting the right messaging approach● Circle of influence campaign

‘’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

‘’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

#7 - Teach ‘’Commanders intent’’

● Things tend to go wrong● Sales reps have to knowthe overall vision and the goal of campaigns

#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

#9 - Use ANUM to qualify your leads

Authority: Use profiled title level and title function to identify the leadsNeed: Find lists of companies in your target industry and sizeUrgency: 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.

#10 - Best sources of lists

● They all promise the same - more qualified leads

● Should be adjusted to the product and service

#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

#12 - Test, test, test

● Test the performance of the various lists● Test your sort criteria● Apply systems thinking

~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

#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

#14 Educate and fill the fuel

# 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.

~Sharpen your skills~

Train in order to produce more returns for the company!!!

#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. ~

#17 Avoid sales speak….just be real!!

Decide the core message Make the persuasive sales speech

#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)

#19 Climb the trust ladder

#20 The media vs. the message

~The media you use is more powerful than the message you send~

#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

#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 1Call 2-no voicemail or email Call 2- no voicemail or emailCall 3-no voicemail or email Call 3- no voicemail or emailCall 4-voicemail 2 and email 2 Call 4- no voicemail or emailCall 5-no voicemail or email Call 5: voicemail 2 and email 2Call 6- voicemail 3 and email 3 Call 8: no voicemail or email(last chance) Call 9: voicemail 3 and email 3

~Enhance your efforts~

#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.

#24 Persistency

#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!!

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

#27 Direct dial

#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.

#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.

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

#30 Ask great questions

~A sales team is only as good as the questions they ask.~

#31 Leading indicators of success

~Think about which metrics are the leading indicators to success in your organization.~