Inside sales stories from the pros and what you can learn - Nicola Brookes - ContactCenterWorld.com Blog
From paintings on cave walls to online blogging, storytelling has forever been a huge part of human nature – and it’s no different in sales. The best sellers tell compelling stories about the products and services they push that leave their prospects begging to hear more. To celebrate this fact, NewVoiceMedia has compiled a selection of quotes from the best inside sales pros, complete with a summary of what you can learn from them.
1. Ralph Barsi, Senior Director of Sales Development at Achievers
The quote: “I decided to focus on inspiring each individual rep, instead of the team as a whole. The more I learn about and understand each SDR [sales development rep], the more I can inspire and influence them to perform at their highest level.”
What you can learn: People are intrinsically different; what inspires one person might leave another feeling totally uninterested. In a team, you will have a huge range of personalities, skills and temperaments to contend with. Therefore, if you are an inside sales manager, investing time and effort getting to know each individual rep in your team could be the key to unlocking their full collective potential.
2. Trish Bertuzzi, President and Chief Strategist of The Bridge Group
The quote: “I think sales leaders need to focus on their building blocks. And when I say focus, I mean actually listen and observe the interactions between your sellers and your potential buyers.”
What you can learn: Technologies have changed the face of sales. They have made accessing prospect data easier, while creating massive leaps forward in productivity and conversion rates. The downside is that some inside sales teams have been encouraged to over-rely on the helping hand provided by these shiny new tools. However, if you use amazing tech as a crutch for the absence of a solid sales process, you are likely to find it difficult to maintain long-term success.
3. Lauren Bailey, President of Factor 8
The quote: “Many believe in the next 10 years, inside [sales] is going to shift all to electronic. So it’s becoming a lower and lower touch sales process across all industries.”
What you can learn: The recent growth of inside sales has been accelerated by digital technology. Despite the multitude of benefits, a shift to electronic has created fewer face-to-face touch points across the sales process. To counteract this trend and encourage better engagement with decision makers, it will become increasingly important that businesses and inside sellers create more digital touch points within the buying journey.
4. Mike Brooks, Founder of Mr. Inside Sales
The quote: “You need to surround your prospect, you need to reach out to them any and every way you can… and you have to reach out to them often.”
What you can learn: Regardless of the growing claims that technology has signalled the death knell for human-to-human interaction within the sales journey, when people need help, many still prefer to talk directly to a person. In fact, one of NewVoiceMedia’s recent studies revealed that 68% of people still prefer a live agent to handle their customer service queries. So, while it might be a brave new world for sales in many aspects, we still shouldn’t underestimate the power of the humble telephone.
5. Chad Burmeister, Vice President of Sales and Marketing at ConnectAndSell
The quote: “Right now gamification, while important and successful, is only really being used within sales to drive motivation and productivity. What I would like to see is gamification across company departments.”
What you can learn: By providing inside sales managers with tools for motivating and engaging reps, gamification software has brought a sense of innovation to driving sales. Here, Burmeister is arguing that other departments can learn from inside sales by instilling the principles of gamification across an entire business. If executed effectively, gamification can therefore help to engage a wider range of employees and make them more productive.
6. Laurie Page, Managing Partner at The Bridge Group
The quote: “Eighty-five percent of what’s learned without reinforcement is forgotten within a month. You have to review the same thing again and again until behaviour changes, which is right about the time they can’t bear hearing you repeat the same information.”
What you can learn: The high number of new technologies entering the inside sales space means that businesses are now having to invest heavily in training for virtual selling techniques. However, a lack of continuous training, and more importantly reinforcement, can reduce the value in such training significantly. That's why every sales manager needs to reinforce key lessons via continuous training.
7. Dave Stein, Author of Beyond the Sales Process
The quote: “To those of us who study sales performance for a living, ineffective sales hiring is indisputably an epidemic. […] We also know that, depending on the industry, somewhere between a fifth and a third of salespeople aren’t suited to the roles that they were hired to perform.”
What you can learn: Employees are the heart and soul of an organisation. Consequently, hiring the right employees in the right roles is one of the most important aspects of any successful business. As such, the majority of forward-thinking sales managers take a hands-on approach to choosing the most suitable reps to build an effective team.
Would you like to learn more about adopting a winning approach to inside sales? Then read NewVoiceMedia’s “Ultimate Guide to Inside Sales” to discover additional tips and advice for building a successful sales team.
Publish Date: January 25, 2017 12:37 PM