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Lauren Bailey: Do Inside Sales The Right Way To Grow Sales?

Posted by Wes Schaeffer | Aug 9, 2017 4:00:00 AM

There are at least six different ways to use your inside sales team to grow your revenue

Stream below or right click here to download the episode. 


Sales Tips you'll learn in The Sales Podcast...

  • What to do when you're new to inside sales
  • Inside sales is growing 10x-15x faster than outside sales
    • It's a lower-cost of sales
    • Better response
    • Better reach
    • The client's are demanding it
    • Improves margin
    • Companies futz around and have some success
    • They futz around with some CRMs and still have success
    • Then they look at reports and think they need help with inside sales
  • Clients are more knowledgeable
  • Clients want more info faster
  • How to do inside sales well
    • CDW has a great inside sales model
      • The inside sales person is the QB
      • The outside sales person goes out as needed
    • What is your strategy and goal?
      • Complex sale / high dollar?
      • Support to land and expand
      • Support to order process
      • Coverage in rural areas
      • Use inside sales for reach / to expand
    • Cold calling is dead...not
    • Inside sales does not equal cold calling
  • There are at least six different inside sales roles
    • The biggest trend is the SDR / Biz Dev / Lead Gen / Sales Development Rep
      • Inbound sales
      • Outbound sales
      • Warm sales
      • Cold sales
      • Get the lead to lean in and pass them on to a sales rep
      • Marketing can't close them and you can't make a complex sale over email
  • Most inside sales reps have terrible scripts
  • Give them strategy and process
  • Scripts kill confidence (but Wes disagrees...)
    • Lauren likes goals like engaging them in a conversation
    • Lauren likes good openings / starters / samples
  • You need to record your calls to get in the mind of the customer
  • The goal of the call is not a meeting but to create engagement...the meeting is the goal
  • Go listen to 10 calls
    • Top reps
    • Listen to the customer
    • If you're in management go listen to your new reps
    • Focus on training over tools until you have mastered the tools


Catch Up on Previous Episodes of The Sales Podcast  

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Links Mentioned In The Sales Podcast

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Ask me your question

If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Now go sell something. If you need help, call us now for one on one sales coaching.

Topics: The Sales Podcast, Business Coaching, Marketing Automation, Inside Sales, Entrepreneur

Written by Wes Schaeffer

Wes and his wife just celebrated their 25th wedding anniversary. They have seven kids, which means Wes is motivated to find what works and help you apply it to grow your sales so he can buy diapers, groceries, braces...and bourbon.

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