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

August 09, 2017

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 clients 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 salesperson is the QB

      • The outside salesperson 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 

Links Mentioned In The Sales Podcast

Sales Growth Tools Mentioned In The Sales Podcast

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  • Send Drunk Emails: …that get opened and get you paid!

  • Phone Burner: work the phone like a machine so you can be a human when you connect.

  • Apollo: Find targeted accounts and send cold email at scale to them and hit the inbox with Apollo

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