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© 2010 InsideSales.com© 2010 InsideSales.com
Defining the World of Inside Sales
AA-ISP Leadership Summit 2010 Ken Krogue – President & Co-
FounderInsideSales.com
© 2010 InsideSales.com
© 2010 InsideSales.com
Inside Sales is where the phone…
© 2010 InsideSales.com
Inside Sales is where the phone…
© 2010 InsideSales.com
Meets the Web.
© 2010 InsideSales.com
It’s professionals selling remotely
© 2010 InsideSales.com
Lead Generation Trends
2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst
© 2010 InsideSales.com
Inside Sales is about leads
© 2010 InsideSales.com
Inside Sales is about leads
Suspect Lead Prospect Customer
© 2010 InsideSales.com
It’s where marketing meets sales
© 2010 InsideSales.com
Inside Sales…
© 2010 InsideSales.com
© 2010 InsideSales.com
© Paramount Pictures, Marvel Comics
© 2010 InsideSales.com
The Ironman Paradigm
• <Tony Stark>• <Tony Stark in suit>• <in workshop>• <in the Ironman suit>
© Paramount Pictures, Marvel Comics
© 2010 InsideSales.com
The Ironman Paradigm
• <Tony Stark>• <Tony Stark in suit>• <in workshop>• <in the Ironman suit>
© Paramount Pictures, Marvel Comics
© 2010 InsideSales.com© 2010 InsideSales.com
Inside Sales is about doing more
© 2010 InsideSales.com
It’s about leverage, It’s about specialists
© 2010 InsideSales.com
It’s about leverage, It’s about specialists
© 2010 InsideSales.com
It’s About Time
1. Strategy2. Hiring3. Management4. Motivation5. Finding Leads6. Immediate Response7. Persistent Response8. Dialing
9. Voicemail10.Training11.Sales Process12.Lead Process13.Fulfillment Overhead14.Too Many Notes15.Post Mortem
© 2010 InsideSales.com
Future of Inside Sales
Inside Sales
Outside Sales
Inside Sales
Outside Sales
.5%
7.5%
15x
© 2010 InsideSales.com
Inside Sales is…
Remote Sales
© 2010 InsideSales.com
Ken Krogue – InsideSales.com
• Twitter @kenkrogue• Blog http://www.KenKrogue.com• Insider Blog:
http://www.InsideSales.com/Insider• LinkedIn http://LinkedIn/in/KenKrogue• Phone: 801-853-4070
© 2010 InsideSales.com© 2010 InsideSales.com
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