AA-ISP Defining Inside Sales

© 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


Inside Sales is where the phone…


Inside Sales is where the phone…


Meets the Web.


It’s professionals selling remotely


Lead Generation Trends

2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst


Inside Sales is about leads


Inside Sales is about leads

Suspect Lead Prospect Customer


It’s where marketing meets sales


Inside Sales…



© Paramount Pictures, Marvel Comics


The Ironman Paradigm

• <Tony Stark>• <Tony Stark in suit>• <in workshop>• <in the Ironman suit>



The Ironman Paradigm

• <Tony Stark>• <Tony Stark in suit>• <in workshop>• <in the Ironman suit>



Inside Sales is about doing more


It’s about leverage, It’s about specialists


It’s about leverage, It’s about specialists


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


Future of Inside Sales

Inside Sales

Outside Sales

Inside Sales

Outside Sales

.5%

7.5%

15x


Inside Sales is…

Remote Sales


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


Documents

AA-ISP Defining Inside Sales