inside sales: the definitive guide
DESCRIPTION
ITRANSCRIPT
INSIDE SALES
What is Inside Sales? It’s the fastest growing title in the sales
industry with demand increasing year on year. An Inside Sales
professional has to utilise the powers of email, phone and web to
get from point A to B in the sales process.
All of this is done without ever meeting your customer face to face.
For some this may sound like a number of challenges have been
added, but get it right and you’ll start to hit those commission goals
in no time.
www.tacticalsalestraining.co.uk
Inside Sales: The Definitive Guide
SELLING TODAY
Field sales was once a key part of selling, notably in B2B sales, however as recession hit and companies made budget cuts, Inside Sales began to grow (300% growth to be exact compared to Outside Sales).
Why Inside Sales? It’s cheaper – no travel & entertainment costs. Efficiency is higher – more calls can be completed.
This is not to say that field sales no longer works, it does and it probably will do for some time. But Inside Sales is
starting to become a powerhouse in the industry.
www.tacticalsalestraining.co.uk
Inside Sales: The Definitive Guide
THE ULTIMATE LIST
OF INSIDE SALES
TACTICS &
RESOURCES
You’ll soon be the master of all things Inside Sales.
Chapters that are included: - Phone - Email
- Social Media - CRM
- Other Resources
www.tacticalsalestraining.co.uk
Inside Sales: The Definitive Guide
CHAPTER 1: UNLOCKING THE
PHONE
Many like to say that cold calling is dead, the phone will be finished in the sales industry and so on.
If you’re an excellent sales person than chances are you’ll be using the phone still, the above reasoning being use for those lazy days. Using the phone has changed in the sales process but only because you’ll be using the skills in the
following chapters to accompany phone use.
• 7 Inside Sales Tips Based on Research • 6 Ways to Make Smarter Cold Calls • How to Get People to Answer Your Call • An Essential Tactical Telesales Guide • How to Open a Sales Call in 3 Steps • Cherry Picking Your Data & Profiting
www.tacticalsalestraining.co.uk
Inside Sales: The Definitive Guide
CHAPTER 2: OPTIMIZING EMAIL
The second most used tool in the sales industry is the wonderful email (depends on who’s eyes you’re looking through) so it makes sense that you probably already know how to use it effectively, right?
Emails change everyday and no longer are the lengthy sales letters the winners here, instead short and to the point is
what wins time and time again
• Before You Send that Email, Here's Some Thoughts • One of the best cold emails I’ve EVER received • Stick to the 3-B Plan when Emailing Busy People • 8 Effective Email Marketing Strategies, Backed by Science • 6 Smart & Effective Email Marketing Tactics • Master Your Email in 5 Simple Steps • The Warm Calling Tactic
www.tacticalsalestraining.co.uk
Inside Sales: The Definitive Guide
CHAPTER 3: UNDERSTANDING
SOCIAL MEDIA
Lead Generation and Social Media, the buzzwords of the moment.
Some still question social media’s ability to generate legitimate leads, we however have put together a list of incredible tactics and resources that will help to increase business and get those Inside Sales flowing.
• 10 Ways to Generate More Leads and Referrals on LinkedIn • 5 Ways Sales Superstars Are Getting Social • How To Run A Successful B2B Social Media Marketing Campaign • B2B Social Media: Building a Cohesive Strategy • Generating Leads With LinkedIn: What You Need to Know • How To Generate Leads Using Social Media
www.tacticalsalestraining.co.uk
Inside Sales: The Definitive Guide
CHAPTER 4: CRM
SUCCESS
Recently (thanks Salesforce.com) the use of CRM for a sales professional has become a key part of being the exceptional sales person and the mediocre one. What’s the reason for not using it? Many of us find it way too
complex and overwhelming, putting us off to a point that we’d rather stick with pen and paper.
It’s simple, use CRM and increase your business
• How to Choose CRM Software • 5 Ways CRM Makes Business Easy • Best Practices in Sales Pipeline Management • The Strategic Importance of Measuring Customer
Lifetime Value • CRM Software Improvement Checklist • The Buyer’s Guide to CRM
www.tacticalsalestraining.co.uk
Inside Sales: The Definitive Guide
CHAPTER 5: OTHER
RESOURCES
Here you’ll find some resources that will not only help you optimise your performance they’ll also make you sales life that bit easier.
• Yesware – Email for salespeople • Rapportive – Rich contact profiles • Email Permutator – Find (almost) everybody • Insightly – Free CRM • Hubspot – All in one Inbound Marketing • EchoSign – Send, track and get signatures • Funnelsource – Pipeline analytics and forecast
management
www.tacticalsalestraining.co.uk
Inside Sales: The Definitive Guide
