Inside Sales in Detail
8 modules
Comprehensive education
8 weeks
Intense training
30 min
QA session at the end
1 hour
Material presentation
Building scalable inside sales
Building scalable inside sales
The comprehensive guide on building the scalable Inside Sales team. The theoretical framework balanced with the practical pieces of advice resulting in series of classes to get you up to speed with the understanding and implementing the most productive sales model. There are 8 classes dedicated to particular aspects of building the inside sales team as well as providing the recommendations on the most effective approaches to the sales process.
Check out the scope of the course
-
Class 1. Sales and Marketing
- Sales. A definition
- Sales and Marketing
- Two processes. Same funnel
- Marketing evolution
- Sales classification
- Sales direction
- Sales approaches
- Main challenges
- Is it for me?
- Takeaways
-
Class 2. Inside sales in depth
- Inside sales unleashed
- Benefits and limits of inside sales
- Bullet points of the inside sales process
- Crucial role of the web site
- Numbers talk!
- CRM Software
- Big Data in CRM
- The sales process is the teamwork. Theory
- The sales process is the teamwork. Practice
- Inside sale team Structure
- Inside Sales Rep compensation
- The limits. Implications for employees and employers
- Takeaways
-
Class 3. Lead in detail
- What is a lead?
- Lead generation: Outbound vs. Inbound
- Lead qualification
- Lead nurturing
- A lead and a Funnel
- Lead scoring
- Lead scoring: why do we need to score a lead?
- BANTL. Is lead an opportunity?
- Lead is a customer. Now what?
- Takeaways
-
Class 4. Nurturing in depth
- Lead nurturing
- Lead nurturing tactics
- Drip marketing
- Mini-funnels
- Sales scripts
- Split tests
- Communication channels
- Do e-mails still work?
- Feedback and Quality Assurance
- Takeaways
-
Class 5. Pipeline
- What is a pipeline?
- Pipeline vs. Bookings vs. Revenue vs. Cash. How to survive?
- Cash vs. Accrual accounting
- Gaps
- What types of the pipeline can we maintain?
- State of the opportunity
- New business and Existing business pipeline
- Direct pipeline vs. channel pipeline
- Takeaways
-
Class 6. Psychology of sales
- Purchasing behavior
- Purchasing behavior. Digging deeper
- Why do we buy in the first place?
- Customer purchase readiness
- Social justification
- Understanding your competition
- Customer personality types
- DISC. The implications
- Why support people sometimes are best sales people?
- Understanding the dynamics behind purchasing
- Interest and influence
- Importance of the relationship management
- Takeaways
-
Class 7. The call
- Do your homework
- Calls classification
- Smaller and larger sale
- Who am I talking to?
- How to get past gatekeepers?
- How to deal with a voice machine?
- How to start a call?
- Getting the prospect to open
- SPIN selling
- Getting closer to a deal
- Finishing the call
- Was it a SUCCeSS?
- Takeaways
-
Class 8. Go beyond. Stress and personal development
- Finding a motivation
- You did great and burnt out
- Warning Signs
- Stress, why should you care?
- Individual approaches to managing stress
- Personal development and training
- Personal development methods
- Efficiency vs. Effectiveness
- Time management
- Fears management
- A winning attitude
- Takeaways
-
Grand final
- QA Session
- Certificates
- Sales. A definition
- Sales and Marketing
- Two processes. Same funnel
- Marketing evolution
- Sales classification
- Sales direction
- Sales approaches
- Main challenges
- Is it for me?
- Takeaways
- Inside sales unleashed
- Benefits and limits of inside sales
- Bullet points of the inside sales process
- Crucial role of the web site
- Numbers talk!
- CRM Software
- Big Data in CRM
- The sales process is the teamwork. Theory
- The sales process is the teamwork. Practice
- Inside sale team Structure
- Inside Sales Rep compensation
- The limits. Implications for employees and employers
- Takeaways
- What is a lead?
- Lead generation: Outbound vs. Inbound
- Lead qualification
- Lead nurturing
- A lead and a Funnel
- Lead scoring
- Lead scoring: why do we need to score a lead?
- BANTL. Is lead an opportunity?
- Lead is a customer. Now what?
- Takeaways
- Lead nurturing
- Lead nurturing tactics
- Drip marketing
- Mini-funnels
- Sales scripts
- Split tests
- Communication channels
- Do e-mails still work?
- Feedback and Quality Assurance
- Takeaways
- What is a pipeline?
- Pipeline vs. Bookings vs. Revenue vs. Cash. How to survive?
- Cash vs. Accrual accounting
- Gaps
- What types of the pipeline can we maintain?
- State of the opportunity
- New business and Existing business pipeline
- Direct pipeline vs. channel pipeline
- Takeaways
- Purchasing behavior
- Purchasing behavior. Digging deeper
- Why do we buy in the first place?
- Customer purchase readiness
- Social justification
- Understanding your competition
- Customer personality types
- DISC. The implications
- Why support people sometimes are best sales people?
- Understanding the dynamics behind purchasing
- Interest and influence
- Importance of the relationship management
- Takeaways
- Do your homework
- Calls classification
- Smaller and larger sale
- Who am I talking to?
- How to get past gatekeepers?
- How to deal with a voice machine?
- How to start a call?
- Getting the prospect to open
- SPIN selling
- Getting closer to a deal
- Finishing the call
- Was it a SUCCeSS?
- Takeaways
- Finding a motivation
- You did great and burnt out
- Warning Signs
- Stress, why should you care?
- Individual approaches to managing stress
- Personal development and training
- Personal development methods
- Efficiency vs. Effectiveness
- Time management
- Fears management
- A winning attitude
- Takeaways
- QA Session
- Certificates
Participation benefits
Successful graduates will receive solid knowledge on the subject with:
Completion certificate
Deliverables in a form of PDF documents
Discount on any future courses
Admission requirements
✓
Basic understanding of IT modern trends and approaches
✓
Excellent command of English
✓
Desire to grow in an aggressive and competitive environment
✓
The second language is an additional asset