INSIDE SALES

Learn how we can take your business and employees to the next level 

Many large organisations have trimmed their outbound sales team in recent years to reduce Customer Acquisition Cost (CAC) and retention of Customer Lifetime Value (LTV). This has been all made possible with CRM systems such as Salesforce and Microsoft Dynamics and many other third-party additional support software.  On average, inside sales roles have increased by 7% and sales development roles by 6% since 2015.

 

Automation can go so far in mapping out the sales pipeline but the need to interact with a prospect is still a necessity for some offerings whether that be responding to a web ticket raised, webchat, telephone sales and video conferencing. How a customer perceives your employee's knowledge and the experience they have in the buying journey will determine if they purchase from you and remain loyal for future sales.

According to the most recent studies, 79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business

Being able to listen to what is important to the customer, speak unscripted, with a tonality that engages, developing empathy, overcoming objections, selling the benefits and not the features is all a journey that inside salespeople need to learn.

Why your team needs sales training

An outside sales call costs £236, an inside sales call costs £39

37% of high-growth companies use inside sales as primary sales strategy (vs. 27% for field sales, 23% for internet sales, 8% for channel sales) 

Sales reps can spend up to 40% of their time looking for somebody to call.

Speed is everything in sales. Having a structure in place for inside sales reps to make quick and efficient calls can make all the difference.

OVERVIEW

Who should attend Inside Sales 

Duration 2 Days

Delivery Instructor-Led Workshop

Qualification Certificate in Professional Inside Selling

Location Customers Premises or external room hire*

Participants 12 - 15 people

COURSE MODULES

Inside Sales 360

 

Tonality

The gatekeeper

Gain buyer attention

Establishing Trust

Resilience

Learning to listen

Building Empathy

Conveying your message

Handling objection

Difficult customers

Know when to be quiet

Building loyalty

Retention Vs Acquisition cost

 

Time management

Time wasters Vs Information gathers

Wiki library

 

Customer Success

Customer Channels

Lead Generation

Mapping a sales journey

Buying Cycle

 

Selling in different channels

Inbound Vs Outbound

Negotiation

When a major prospect comes in the inbound marketing

Up Sell and Cross Sell

Empowerment

 

Software as a Service

Social Media and google analytics

Customer Growth Value rather than acquisition

Workflow and Automation

 

Crises management

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Ready to move your Sales team to the next level?

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