Building scalable Inside Sales

The comprehensive guide on building the scalable Inside Sales team. The theoretical framework balanced with the practical pieces of advice resulting in series of classes to get you up to speed with the understanding and implementing the most productive sales model. There are 8 classes dedicated to particular aspects of building the inside sales team as well as providing the recommendations on the most effective approaches to the sales process.

Program Format

Class 1. Sales and marketing


Download PDF version

saleup_class1

CHECK OUT the SCOPE OF THE course


Download Leaflet

CLASS 1. SALES AND MARKETING

  • Sales. A definition
  • Sales and Marketing
  • Two processes. Same funnel
  • Marketing evolution
  • Sales classification
  • Sales direction
  • Sales approaches
  • Main challenges
  • Is it for me?
  • Takeaways

CLASS 2. INSIDE SALES IN DEPTH

  • Inside sales unleashed
  • Benefits and limits of inside sales
  • Bullet points of the inside sales process
  • Crucial role of the web site
  • Numbers talk!
  • CRM Software
  • Big Data in CRM
  • The sales process is the teamwork. Theory
  • The sales process is the teamwork. Practice
  • Inside sale team Structure
  • Inside Sales Rep compensation
  • The limits. Implications for employees and employers
  • Takeaways

CLASS 3. LEAD IN DETAIL

  • What is a lead?
  • Lead generation: Outbound vs. Inbound
  • Lead qualification
  • Lead nurturing
  • A lead and a Funnel
  • Lead scoring
  • Lead scoring: why do we need to score a lead?
  • BANTL. Is lead an opportunity?
  • Lead is a customer. Now what?
  • Takeaways

CLASS 4. NURTURING IN DEPTH

  • Lead nurturing
  • Lead nurturing tactics
  • Drip marketing
  • Mini-funnels
  • Sales scripts
  • Split tests
  • Communication channels
  • Do e-mails still work?
  • Feedback and Quality Assurance
  • Takeaways

CLASS 5. PIPELINE

  • What is a pipeline?
  • Pipeline vs. Bookings vs. Revenue vs. Cash. How to survive?
  • Cash vs. Accrual accounting
  • Gaps
  • What types of the pipeline can we maintain?
  • State of the opportunity
  • New business and Existing business pipeline
  • Direct pipeline vs. channel pipeline
  • Takeaways

CLASS 6. PSYCHOLOGY OF SALES

  • Purchasing behavior
  • Purchasing behavior. Digging deeper
  • Why do we buy in the first place?
  • Customer purchase readiness
  • Social justification
  • Understanding your competition
  • Customer personality types
  • DISC. The implications
  • Why support people sometimes are best sales people?
  • Understanding the dynamics behind purchasing
  • Interest and influence
  • Importance of the relationship management
  • Takeaways

CLASS 7. THE CALL

  • Do your homework
  • Calls classification
  • Smaller and larger sale
  • Who am I talking to?
  • How to get past gatekeepers?
  • How to deal with a voice machine?
  • How to start a call?
  • Getting the prospect to open
  • SPIN selling
  • Getting closer to a deal
  • Finishing the call
  • Was it a SUCCeSS?
  • Takeaways

CLASS 8. GO BEYOND. STRESS AND PERSONAL DEVELOPMENT

  • Finding a motivation
  • You did great and burnt out
  • Warning Signs
  • Stress, why should you care?
  • Individual approaches to managing stress
  • Personal development and training
  • Personal development methods
  • Efficiency vs. Effectiveness
  • Time management
  • Fears management
  • A winning attitude
  • Takeaways

GRAN FINAL

  • IOO QA SESSION
  • CERTIFICATES

Purchase the materials: $39

Online course enrollment: $399

Communication Request