INTERVIEWING FOR THE INBOUND SALES ROLE [INBOUND 2014]

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INTERVIEWING FOR THE INBOUND SALES ROLE

Dave KurlanCEO, Kurlan & AssociatesCEO, 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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MOVIE CLIP – JOB INTERVIEW

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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

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 acompetitive market. You excel at converting leads to opportunities; have excellentlistening 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

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SearchModule 3-4

AssessModule 5-6

QualifyModule 7

InterviewModule 8-10

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5 2Hire 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 ?

http://omghub.com

Kurlanassociates.com

ObjectiveManagement.com

@kurlanassoc

dkurlan@kurlanassociates.com

DAVEKURLAN