2. If you don’t already know Ken
Krogue, you’ve got to check
him out. He’s the CEO of
InsideSales.com and one of
the top sales leaders in the
industry.
!
His post on Forbes is the basis
for this deck.
3. Selling remotely through inside sales is one
of the biggest trends in the sales industry in
recent years.
!
To best implement this strategy, we can use a
high velocity sales model, known as sales
acceleration.
!
Let’s explore 17 principles to a
successful sales acceleration model…
5. Through history, specialization has been
the breakthrough to better techniques. It
allows people to excel at a few specific
tasks.
!
Sales is no different.
6. Split your team into:
!
1. Inbound BDRs
2. Outbound BDRs
3. Sales Executives
4. Success Managers Keep customers happy through great
support and on-boarding.
Complete demos and talk prospects
through the buying process.
Connect with prospects who fit your
ideal customer profile.
Connect with prospects who are interested
in your product and set demos.
9. Ask yourself questions about process…
!
“What times should you be sending emails?
When do most people answer your calls?
How many touches does it take to get a
response?”
!
Don’t be afraid to tinker with specifics until the
best process emerges.
11. While you’re tinkering with your sales process and
specific roles, consider the variables involved. This
can often be done with A/B testing.
!
Add variables one at a time to see which
works best.
15. Use the ANUM acronym:
!
Authority
Need
Urgency
Money
16. Find people with authority.
Identify their need for your product.
Be sensitive to helping meet their
needs to develop urgency.
Understand where the money and
how it relates to their need.
18. Find qualified people and companies,
ensure you have good contact information,
and do enough research to have an
engaging conversation.
!
There’s plenty of tools that can help…
22. Respond to sales triggers quickly!
!
When someone views your pricing page or
downloads an ebook, jump on the lead immediately
rather than waiting days or weeks to contact them.
!
In four of InsideSales’s internal studies, they found
that only 27% of leads are ever contacted.
24. Research shows that responding 5 mins after a
lead is generated is best practice.
!
It also helps to set same day appointments rather
than setting them days in advance. This way, you’ll
be able to avoid more cancelled demos.
26. People are busy.
!
Don’t give up on reaching out to
them unless you’ve gotten a solid
response. Best practice is between
6 and 9 call attempts and 2 to 3
emails or voicemails.
28. Everyone on the team needs to be in
sync.
!
Make sure that the whole team is
watching the same metrics and
working towards the same goals to
stay synchronized and efficient.
30. So you’ve implemented different strategies.
Now it’s time to measure outcomes.
!
Are you meeting goals? If not, what can you
change to improve?
!
This not only helps show you what you’re
doing well, but demonstrates target areas to
improve.
32. This is similar to lead scoring, but applied to
prospects or customers.
!
Find out who your best customers are and
how to find more people like them.
!
Identifying an ideal customer profile based on
certain questions is a huge help.
34. Make work fun!
!
Play games that spur the competitive attitude of
many salespeople and everyone will enjoy coming
to work a little bit more.
!
At SalesLoft, we have friendly ping-pong and Call of
Duty rivalries.
36. Predictive analytics is a game changer.
!
Technology regularly applies to
weather and stocks, but it can also be
applied to sales and marketing. Be on
the lookout for the best predictive
technologies that can help your team.
38. Salespeople need to see their progress on
display.
!
Make sure everyone has the metrics they need to
be successful. Managers need to see rates and
rations, executives to see trends and ROI.
!
Our friends at Rivalry offer a great dashboard tool.
40. Most sales measurements deal with time.
!
How long between appointments set and being
held? How long does it take to implement your
solution?
41. Constantly monitor your times and go back to
testing and measuring to perfect them.
!
Be wary of lead handoff with specialization.
Make sure each transition is communicated so
you don’t waste your time.
42. There you have it!
!
17 principles behind sales
acceleration that you can use to
increase your sales efficiency.
43. SALESLOFTTHE SIMPLEST WAY ON THE
INTERNET TO BUILD TARGETED
AND ACCURATE LISTS OF LEADS
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