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www.trumethods.com
© TruMethods, LLC. 2013 - All rights reserved
FormulaWon Growth Tracks
Virtual Sales Meeting
The Inside Sales Process
www.trumethods.com
© TruMethods, LLC. 2013 - All rights reserved
House Keeping
– Sound: VoIP or Telephone (Audio Pin #)
– Type questions or raise your hand to speak
– This webinar will be available in the Newsfeed
– Next Webinar is Focus on Success
• Thursday September 26th at 2:00PM Eastern Time
• Topic: World Class Service Delivery
When you're Schnizzin go to Schnizz corner!
members.trumethods.com/schnizz
Virtual Sales Meeting
www.trumethods.com
Inside Sales Champions
• We’re experiencing dramatic results with the
members of our Inside Sales Champions
program
• Go to members.trumethods.com/insidesales
to learn more about how it can help your
Inside Sales process
© TruMethods, LLC. 2013 - All rights reserved
www.trumethods.com
The Inside Sales Process
© TruMethods, LLC. 2013 - All rights reserved
www.trumethods.com
© TruMethods, LLC. 2013 - All rights reserved
The Anatomy of a Sales Engine
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Role
• Telemarketing
• Outbound dials
• Lead generation (appointment
setting)
• Lead & Prospect Management
• Manage prospect database
• Follow-up Activities
• Returning prospects
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Copyright 2013 TruMethods, LLC
Prospect management
Suspects
Prospects
Warm 250
PBR!
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Process
Inside Sales + Marketing synergy
• Inside sales cleans the database to make
marketing more effective
• Marketing creates demand and awareness
that makes inside sales more effective
www.trumethods.com
Deal with reality
• Be realistic about your starting point
• Have the right expectations for Inside Sales
• You can expect appointments right away but
your close ratio will may be lower early on
• Focus on warm lead sources
© TruMethods, LLC. 2013 - All rights reserved
www.trumethods.com
Copyright 2013 TruMethods, LLC
Warm Lead Generation Sources
• COI’s
• Leverage LinkedIn
• Referral programs
• Web page optimization
• Vertical marketing
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Copyright 2013 TruMethods, LLC
Inside Sales Weekly Activity Goals
• 350-500 dials
• 50-75 DM conversations
• 3-5 qualified appointments
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Process
The time value of activity
• Today's activity is tomorrow’s sales
• Each year over 20,000 dials, 3,000
conversations and 180 appointments
• Dramatic increases in sales with small
increases in sales expense
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Process
The result of poor lead generation
• No is NOT ok! (It can’t be)
• Can’t choose the right clients
• Can’t set minimum MRR
• Can’t get the right price
• Forced to sell the wrong service
• You can’t build belief
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© TruMethods, LLC. 2013 - All rights reserved
FAQ
Can I outsource inside sales?
• Many have tried outsource telemarketing
• You can’t outsource lead & prospect
management
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© TruMethods, LLC. 2013 - All rights reserved
FAQ
Why does inside sales fail?
• Lack of leadership
• Poor accountability
• Lack of discipline
• Lack of belief
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© TruMethods, LLC. 2013 - All rights reserved
FAQ
Why does inside sales fail?
• Call reluctance
• “Improving the approach”
• Changing the process
• Blunt-force trauma
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© TruMethods, LLC. 2013 - All rights reserved
FAQ
Blunt-force Trauma
• Tell the prospect who you are, where you are
from and why you are calling in the first 10
seconds
• “My name is Gary, I’m from ABC Technology
and I want to sell you something…”
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© TruMethods, LLC. 2013 - All rights reserved
FAQ
Another way of saying
“I want to sell you something”
• Discuss your IT needs
• See how we could help you
• Introduce our services
• Be a backup just in case you have issues
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© TruMethods, LLC. 2013 - All rights reserved
There is NO SCRIPT
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Process
The is a process (The TM process)
• Proven approach
• Predictable results
• Works in all markets
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Process
• The TruMethods process is based on the
irrefutable logic of “The Message”
• “Every business leader would well served to
learn our unique perspective around
technology costs and results”
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The Message
The goal of the Inside Sales Process
• To create an environment where it is
appropriate to deliver the message
© TruMethods, LLC. 2012 - All rights reserved.
www.trumethods.com
The Message
It doesn’t matter if:
• You are fine
• You love your current vendor
• You don’t outsource
• You would not consider changing
• If you think we are wasting our time
© TruMethods, LLC. 2012 - All rights reserved.
www.trumethods.com
© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Process
FormulaWon Resources
• Starter Kit: “Prospect database
management” video
• Starter Kit: “Inside Sales” video
• “The Reality of your Lead Generation” video
• The “Inside Sales Workshop”
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Champions
Dedicated portal area:
• Forums
• Live Chat
• Detailed training content
Live monthly webinar
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© TruMethods, LLC. 2013 - All rights reserved
members.trumethods.com/insidesales
• Introduction
• What is inside sales
• The 5 Phases of mastery
• The Message
• The anatomy of a sales engine
• Organizing yourself
• Reaching decision makers
• Call Premise
• Result Nuggets
• Controlling the call
• Asking for the appointment
• Common mistakes
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Process
Anyone can build an Inside Sales function
• Focus
• Commitment
• Support
• Process
• Investment of your time
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© TruMethods, LLC. 2013 - All rights reserved
Meet the Champs
Please welcome:
• Michael
• Ashley
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© TruMethods, LLC. 2013 - All rights reserved
Inside Sales Role
• Success in sales is 90% attitude, self image
and self discipline and 10% knowledge
• 80% of what happens on a call happens
BEFORE you pick the phone up.
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Q&A © TruMethods, LLC. 2013 - All rights reserved.