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Smart Selling Tools for Inside Sales 2010
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Once upon a time, an inside salesperson was hired because they had a nice phone voice. The key to their success was how well they met their outbound dialing metrics and how well they were liked by their field partners. They had the easy part of the job— making new introductions, setting appointments, and supporting the field—and expectations were low: they only had to know a few products and follow-up on leads. Travel for annual sales conferences and President’s Club was reserved for a chosen few. But like every “once upon a time” story, it’s about life in an old world that no longer exists.
Welcome to the inside sales model of 2010!
Thanks to the Sales 2.0 landscape, a fragile economy, reluctant customers, lean headcount, and general travel restrictions, inside sales has become the most desirable and complex position in the entire sales organization. Today, inside sales teams generate up to 50% of their company’s revenues. They are inte- gral to the entire sales cycle, tasked with more responsibilities and expectations to grow their territories, form partnerships, recall product knowledge, and generate metrics. They no longer can rely on outdated sales tactics, other departments, and stale habits. Survival depends on who has the most tool fuel to make it through today’s rugged Sales 2.0 terrain.
Recent Aberdeen research confirms most “Best in Class” inside sales organizations—traditionally the early adopters of technologies—plan to deploy sales effectiveness tools in 2010 and beyond. That means it’s more important than ever to learn how you can integrate tools through the sales process—from begin- ning, to middle, and straight through closing. It’s time to increase your tool IQ and get smart about tools! But there’s so many tools out there, it’s hard to know where to start.
Josiane Feigon and Nancy Nardin - Personal Name
NONE
Smart Selling Tools for Inside Sales 2010
Makerting
English
2010
1-70
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