SlideShare a Scribd company logo
1 of 38
Download to read offline
Ten ideas to help you develop a
successful Inside Sales plan for 2015
David Malone
Trainer| Speaker | Consultant
Co-Chapter President AA-ISP Ireland
www.evolve.ie
Happy new year!
But last year’s sales
figures are now
consigned to history –
the sales target clock
is reset back to
zero again!
But how can you
surpass last year’s
efforts?
…. Time to put
your thinking
hat on!
Possible Plan A!
I could wait for my existing clients
to reorder and bring in a large slice
of my annual sales target?
Hope is not a good sales strategy!
If you are
waiting for
existing
customers
to contact
you to
reorder,
don’t hold
your breath!
I could do an
e-mail campaign
to my target list
and wait for the
phone to ring?
I’m all for taking
proactive steps
but will the phone
ring often enough
with this approach?
…This idea might
never fly!
I could double
my efforts and
work harder and
faster than ever
before?
May be!
…
However, I
may run out
of energy!
Time for some fresh thinking?
Here are 10
ideas to help
you improve
your inside
sales
prospecting
strategies in
2015
Select sectors where you
already have credibility
• A proven track record
• More expertise of their world
• An extensive contact base
• People who can provide you with introductions
* Remember, your offering might not be a fit for every
sector regardless of whether they are on your target
list. So fish where you have caught fish in the past!
Prospect where the odds are in your favour
already. Pick sectors where you have …
Develop relationships with
representative organizations
in that sector
That could be
A Professional body
Or
A trade association
(Example: If you sell to HR Managers - Chartered Institute
of Personal Development –C.I.P.D.)
Consider ………
• Writing for their publication
• Giving speeches at their seminars
• Provide resources for their website
But do this
Leverage Client relationships – where
those clients are well networked
How can you find out how well
networked they are?
• Check their LinkedIn account for your
sales targets
• Ask them who they know!
• Remember, most of your clients (if they
rate you) will be delighted to introduce you
to their contacts – Just ask them!
How do I askforthe
introduction?
In 4 easy steps….. Ask your client …..
1.How well do they know your sales target.
2.Would they be comfortable introducing you.
3.To ask the sales target to accept a call from you.
4.‘To ‘cc’ an email to both the sales target
and yourself with contact details.
Target up to three individuals
within each prospect company
The more people you target in a company …
• The better the odds of making a connection with one of
them.
• The higher the chance of you finding a mutual contact
to introduce you.
Pick three different type of stakeholders
* For example
– User buyer
– Financial buyer
– Technical buyer
You can always
move laterally
towards the correct
buyer regardless of
which of the five
targets you initially
meet with!
Follow your targets / prospect
companies on Social MediaP
Follow their
• Comments
• Groups
• And watch out for mutual contacts
• Answering of questions
• Create your own visibility in their groups - post
resources ,articles and answer questions
Connect with
Complimentary Solution Providers
What is a
CSP?
A complimentary solution provider
Is a supplier who
 Targets the same people you do
Is not the competition
Compliments your offering
Is well networked
Will share information
Will swop introductions
CSP’s
For example:
if you sell CRM software to
contact centres to customer
service managers - a CSP might
be a contact centre specialised
recruitment agency
Target and attend two
networking events a month
…. Virtually or physically!
Strategic networkers
• Identify correct events
• Get attendance lists in advance
• Ask organisers for introductions
• Ask questions to understand
• Follow up sincerely
• Build trust with new contacts before
asking for help
Become a thought leader
for your target sector(s)
A thought leader is someone who
• Shares ideas
• Writes articles
• Answers questions
• Makes speeches
• Provides insight
• Anticipates new trends
Via Social & Other Media
Stay in touch with old
customers even when
they can’t buy from you
Stay in touch – long roads always
turn at some point!
• Be helpful
• Support behind the scenes
• Keep them on distribution lists
• Send free resources
• Be LinkedIn with them
• Things don’t stay the same for very
long!
Put targets and measure results for all your sales
related activities inclusive of everything we
mentioned in this presentation
“You become what
you do everyday”
www.evolve.ie
davemaloneinsidesalescoach

More Related Content

What's hot

The Agony & Ecstasy of Building and Scaling Inside Sales
The Agony & Ecstasy of Building and Scaling Inside SalesThe Agony & Ecstasy of Building and Scaling Inside Sales
The Agony & Ecstasy of Building and Scaling Inside SalesIsaac Garcia
 
Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...
Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...
Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...Allocadia Software
 
B2B Sales Management Strategy
B2B Sales Management StrategyB2B Sales Management Strategy
B2B Sales Management StrategyMartin Korsin
 
30 60-90 multichannel business model guidelines
30 60-90 multichannel business model guidelines30 60-90 multichannel business model guidelines
30 60-90 multichannel business model guidelinesDaniel J. Martínez-Canca
 
Allocadia Webinar - 2017 Benchmark Research Webinar w/ Pedowitz
Allocadia Webinar - 2017 Benchmark Research Webinar w/ PedowitzAllocadia Webinar - 2017 Benchmark Research Webinar w/ Pedowitz
Allocadia Webinar - 2017 Benchmark Research Webinar w/ PedowitzAllocadia Software
 
Keys to Building a Revenue Marketing Practice
Keys to Building a Revenue Marketing PracticeKeys to Building a Revenue Marketing Practice
Keys to Building a Revenue Marketing PracticePedowitz Group
 
Chapter 1 sales management strategy sales and distribution management (1)
Chapter 1 sales management strategy sales and distribution management (1)Chapter 1 sales management strategy sales and distribution management (1)
Chapter 1 sales management strategy sales and distribution management (1)Anita Rai
 
6 Steps to Set Company's Sales Target (Article)
6 Steps to Set Company's Sales Target (Article)6 Steps to Set Company's Sales Target (Article)
6 Steps to Set Company's Sales Target (Article)Nino Mayvi Dian
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategyBrian Halligan
 
Business Development
Business DevelopmentBusiness Development
Business Developmentbethkeno
 
30 60 90 Day Sales Plan
30 60 90 Day Sales Plan30 60 90 Day Sales Plan
30 60 90 Day Sales Plannatevans65
 
Sales planning & organization
Sales planning & organizationSales planning & organization
Sales planning & organizationOttis Bunning
 
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 20197-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
 
Sales Planning - Sales Strategy Template
Sales Planning - Sales Strategy TemplateSales Planning - Sales Strategy Template
Sales Planning - Sales Strategy TemplateFour Quadrant LLC
 
Sales excellence 14 nov-15 [recovered]
Sales excellence 14 nov-15 [recovered]Sales excellence 14 nov-15 [recovered]
Sales excellence 14 nov-15 [recovered]Ghazali Md. Noor
 
Strategic Account Management (S.A.M.) Plans
Strategic Account Management (S.A.M.) PlansStrategic Account Management (S.A.M.) Plans
Strategic Account Management (S.A.M.) PlansCult Collective
 
A quick ONE PAGE Business Plan Template
A quick ONE PAGE Business Plan TemplateA quick ONE PAGE Business Plan Template
A quick ONE PAGE Business Plan TemplateKameel Vohra
 
Defining your Target Market
Defining your Target Market Defining your Target Market
Defining your Target Market Business901
 

What's hot (20)

The Agony & Ecstasy of Building and Scaling Inside Sales
The Agony & Ecstasy of Building and Scaling Inside SalesThe Agony & Ecstasy of Building and Scaling Inside Sales
The Agony & Ecstasy of Building and Scaling Inside Sales
 
Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...
Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...
Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...
 
B2B Sales Management Strategy
B2B Sales Management StrategyB2B Sales Management Strategy
B2B Sales Management Strategy
 
30 60-90 multichannel business model guidelines
30 60-90 multichannel business model guidelines30 60-90 multichannel business model guidelines
30 60-90 multichannel business model guidelines
 
Allocadia Webinar - 2017 Benchmark Research Webinar w/ Pedowitz
Allocadia Webinar - 2017 Benchmark Research Webinar w/ PedowitzAllocadia Webinar - 2017 Benchmark Research Webinar w/ Pedowitz
Allocadia Webinar - 2017 Benchmark Research Webinar w/ Pedowitz
 
306090 day action plan for securitas canada limited
306090 day action plan for    securitas canada limited306090 day action plan for    securitas canada limited
306090 day action plan for securitas canada limited
 
Keys to Building a Revenue Marketing Practice
Keys to Building a Revenue Marketing PracticeKeys to Building a Revenue Marketing Practice
Keys to Building a Revenue Marketing Practice
 
Chapter 1 sales management strategy sales and distribution management (1)
Chapter 1 sales management strategy sales and distribution management (1)Chapter 1 sales management strategy sales and distribution management (1)
Chapter 1 sales management strategy sales and distribution management (1)
 
Planning for sales success
Planning for sales successPlanning for sales success
Planning for sales success
 
6 Steps to Set Company's Sales Target (Article)
6 Steps to Set Company's Sales Target (Article)6 Steps to Set Company's Sales Target (Article)
6 Steps to Set Company's Sales Target (Article)
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales Strategy
 
Business Development
Business DevelopmentBusiness Development
Business Development
 
30 60 90 Day Sales Plan
30 60 90 Day Sales Plan30 60 90 Day Sales Plan
30 60 90 Day Sales Plan
 
Sales planning & organization
Sales planning & organizationSales planning & organization
Sales planning & organization
 
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 20197-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
 
Sales Planning - Sales Strategy Template
Sales Planning - Sales Strategy TemplateSales Planning - Sales Strategy Template
Sales Planning - Sales Strategy Template
 
Sales excellence 14 nov-15 [recovered]
Sales excellence 14 nov-15 [recovered]Sales excellence 14 nov-15 [recovered]
Sales excellence 14 nov-15 [recovered]
 
Strategic Account Management (S.A.M.) Plans
Strategic Account Management (S.A.M.) PlansStrategic Account Management (S.A.M.) Plans
Strategic Account Management (S.A.M.) Plans
 
A quick ONE PAGE Business Plan Template
A quick ONE PAGE Business Plan TemplateA quick ONE PAGE Business Plan Template
A quick ONE PAGE Business Plan Template
 
Defining your Target Market
Defining your Target Market Defining your Target Market
Defining your Target Market
 

Viewers also liked

Five ideas to make more impact with your inside sales presentations
Five ideas to make more impact with your inside sales presentationsFive ideas to make more impact with your inside sales presentations
Five ideas to make more impact with your inside sales presentationsDavid Malone
 
Inside Sales Compensation & Incentives Best Practices
Inside Sales Compensation & Incentives Best PracticesInside Sales Compensation & Incentives Best Practices
Inside Sales Compensation & Incentives Best PracticesHeinz Marketing Inc
 
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
 
Green Storage 1: Economics, Environment, Energy and Engineering
Green Storage 1: Economics, Environment, Energy and EngineeringGreen Storage 1: Economics, Environment, Energy and Engineering
Green Storage 1: Economics, Environment, Energy and Engineeringdigitallibrary
 
Agile Product Management Basics
Agile Product Management BasicsAgile Product Management Basics
Agile Product Management BasicsRich Mironov
 
Practical introduction to hadoop
Practical introduction to hadoopPractical introduction to hadoop
Practical introduction to hadoopinside-BigData.com
 
college assignment on Applications of ipsec
college assignment on Applications of ipsec college assignment on Applications of ipsec
college assignment on Applications of ipsec bigchill29
 
Improving Utilization of Infrastructure Cloud
Improving Utilization of Infrastructure CloudImproving Utilization of Infrastructure Cloud
Improving Utilization of Infrastructure CloudIJASCSE
 
Compulsory motor third party liability in Mozambique
Compulsory motor third party liability in MozambiqueCompulsory motor third party liability in Mozambique
Compulsory motor third party liability in MozambiqueTristan Wiggill
 
Informatica transformation guide
Informatica transformation guideInformatica transformation guide
Informatica transformation guidesonu_pal
 
Optimized Learning and Development
Optimized Learning and Development Optimized Learning and Development
Optimized Learning and Development AIESEC
 
How to measure illumination
How to measure illuminationHow to measure illumination
How to measure illuminationajsatienza
 
Top 8 print production manager resume samples
Top 8 print production manager resume samplesTop 8 print production manager resume samples
Top 8 print production manager resume sampleskelerdavi
 
Ironport Data Loss Prevention
Ironport Data Loss PreventionIronport Data Loss Prevention
Ironport Data Loss Preventiondkaya
 
6 May 2015 - INCREASING BANKING SALES PRODUCTIVITY - Management Excellence
6 May 2015 - INCREASING BANKING SALES PRODUCTIVITY - Management Excellence6 May 2015 - INCREASING BANKING SALES PRODUCTIVITY - Management Excellence
6 May 2015 - INCREASING BANKING SALES PRODUCTIVITY - Management ExcellenceChange Management Institute
 
User Behavior Tracking with Google Analytics, Garb, and Vanity
User Behavior Tracking with Google Analytics, Garb, and VanityUser Behavior Tracking with Google Analytics, Garb, and Vanity
User Behavior Tracking with Google Analytics, Garb, and VanityTony Pitale
 

Viewers also liked (17)

Five ideas to make more impact with your inside sales presentations
Five ideas to make more impact with your inside sales presentationsFive ideas to make more impact with your inside sales presentations
Five ideas to make more impact with your inside sales presentations
 
Inside Sales Compensation & Incentives Best Practices
Inside Sales Compensation & Incentives Best PracticesInside Sales Compensation & Incentives Best Practices
Inside Sales Compensation & Incentives Best Practices
 
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
 
Green Storage 1: Economics, Environment, Energy and Engineering
Green Storage 1: Economics, Environment, Energy and EngineeringGreen Storage 1: Economics, Environment, Energy and Engineering
Green Storage 1: Economics, Environment, Energy and Engineering
 
Agile Product Management Basics
Agile Product Management BasicsAgile Product Management Basics
Agile Product Management Basics
 
Practical introduction to hadoop
Practical introduction to hadoopPractical introduction to hadoop
Practical introduction to hadoop
 
college assignment on Applications of ipsec
college assignment on Applications of ipsec college assignment on Applications of ipsec
college assignment on Applications of ipsec
 
Improving Utilization of Infrastructure Cloud
Improving Utilization of Infrastructure CloudImproving Utilization of Infrastructure Cloud
Improving Utilization of Infrastructure Cloud
 
Basics of print planning
Basics of print planningBasics of print planning
Basics of print planning
 
Compulsory motor third party liability in Mozambique
Compulsory motor third party liability in MozambiqueCompulsory motor third party liability in Mozambique
Compulsory motor third party liability in Mozambique
 
Informatica transformation guide
Informatica transformation guideInformatica transformation guide
Informatica transformation guide
 
Optimized Learning and Development
Optimized Learning and Development Optimized Learning and Development
Optimized Learning and Development
 
How to measure illumination
How to measure illuminationHow to measure illumination
How to measure illumination
 
Top 8 print production manager resume samples
Top 8 print production manager resume samplesTop 8 print production manager resume samples
Top 8 print production manager resume samples
 
Ironport Data Loss Prevention
Ironport Data Loss PreventionIronport Data Loss Prevention
Ironport Data Loss Prevention
 
6 May 2015 - INCREASING BANKING SALES PRODUCTIVITY - Management Excellence
6 May 2015 - INCREASING BANKING SALES PRODUCTIVITY - Management Excellence6 May 2015 - INCREASING BANKING SALES PRODUCTIVITY - Management Excellence
6 May 2015 - INCREASING BANKING SALES PRODUCTIVITY - Management Excellence
 
User Behavior Tracking with Google Analytics, Garb, and Vanity
User Behavior Tracking with Google Analytics, Garb, and VanityUser Behavior Tracking with Google Analytics, Garb, and Vanity
User Behavior Tracking with Google Analytics, Garb, and Vanity
 

Similar to Ten ideas to help you develop a successful inside sales plan for 2015

Ten ideas to help you develop a successful sales plan for 2015
Ten ideas to help you develop a successful sales plan for  2015Ten ideas to help you develop a successful sales plan for  2015
Ten ideas to help you develop a successful sales plan for 2015David Malone
 
Marketing Basics for Consultants Who Serve the Early Education Industry
Marketing Basics for Consultants Who Serve the Early Education IndustryMarketing Basics for Consultants Who Serve the Early Education Industry
Marketing Basics for Consultants Who Serve the Early Education IndustryEngagement Strategies, LLC
 
The best Linkedin guide I've read in this time - "istruzioni per l'uso"
The best Linkedin guide I've read in this time - "istruzioni per l'uso"The best Linkedin guide I've read in this time - "istruzioni per l'uso"
The best Linkedin guide I've read in this time - "istruzioni per l'uso"Loris Castagnini
 
Linkedin for sales and aquisition
Linkedin for sales and aquisitionLinkedin for sales and aquisition
Linkedin for sales and aquisitionDavid Malone
 
Sales Development Success
Sales Development SuccessSales Development Success
Sales Development SuccessSales Hacker
 
Social media 201 - Using LinkedIn
Social media 201 - Using LinkedInSocial media 201 - Using LinkedIn
Social media 201 - Using LinkedInDale Denham
 
Show real value!
Show real value!Show real value!
Show real value!Doug Cairns
 
Using LinkedIn Effectively for Sales People
Using LinkedIn Effectively for Sales PeopleUsing LinkedIn Effectively for Sales People
Using LinkedIn Effectively for Sales PeopleDale Denham
 
5 Inbound Marketing Tips to Increase Sales Qualified Leads
5 Inbound Marketing Tips to Increase Sales Qualified Leads5 Inbound Marketing Tips to Increase Sales Qualified Leads
5 Inbound Marketing Tips to Increase Sales Qualified LeadsDigital Impact Agency
 
21-lead-generation-pillars
21-lead-generation-pillars21-lead-generation-pillars
21-lead-generation-pillarsDMN3
 
Marketing from Your Customers' Perspective
Marketing from Your Customers' PerspectiveMarketing from Your Customers' Perspective
Marketing from Your Customers' PerspectiveProforma Printelligence
 
Mark Connolly, Marketing Mavens - Buyer Personas
Mark Connolly, Marketing Mavens - Buyer PersonasMark Connolly, Marketing Mavens - Buyer Personas
Mark Connolly, Marketing Mavens - Buyer PersonasAlbaInnovationCentre
 
Odoo - Lead generation and conversion
Odoo - Lead generation and conversionOdoo - Lead generation and conversion
Odoo - Lead generation and conversionOdoo
 
Using Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIsUsing Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIsBrandon Redlinger
 
Marketing on a budget, it's the thought that counts
Marketing on a budget, it's the thought that countsMarketing on a budget, it's the thought that counts
Marketing on a budget, it's the thought that countsRed Ark
 
Content Marketing: Publishing is the New Marketing
Content Marketing: Publishing is the New MarketingContent Marketing: Publishing is the New Marketing
Content Marketing: Publishing is the New MarketingJoe Pulizzi
 
The Case for Content Marketing
The Case for Content MarketingThe Case for Content Marketing
The Case for Content MarketingMLT Creative
 
Making email marketing effective in the lead nurturing process
Making email marketing effective in the lead nurturing processMaking email marketing effective in the lead nurturing process
Making email marketing effective in the lead nurturing processMarketing CoPilot - Marie Wiese
 

Similar to Ten ideas to help you develop a successful inside sales plan for 2015 (20)

Ten ideas to help you develop a successful sales plan for 2015
Ten ideas to help you develop a successful sales plan for  2015Ten ideas to help you develop a successful sales plan for  2015
Ten ideas to help you develop a successful sales plan for 2015
 
Marketing Basics for Consultants Who Serve the Early Education Industry
Marketing Basics for Consultants Who Serve the Early Education IndustryMarketing Basics for Consultants Who Serve the Early Education Industry
Marketing Basics for Consultants Who Serve the Early Education Industry
 
The best Linkedin guide I've read in this time - "istruzioni per l'uso"
The best Linkedin guide I've read in this time - "istruzioni per l'uso"The best Linkedin guide I've read in this time - "istruzioni per l'uso"
The best Linkedin guide I've read in this time - "istruzioni per l'uso"
 
Linkedin for sales and aquisition
Linkedin for sales and aquisitionLinkedin for sales and aquisition
Linkedin for sales and aquisition
 
Sales Development Success
Sales Development SuccessSales Development Success
Sales Development Success
 
Social media 201 - Using LinkedIn
Social media 201 - Using LinkedInSocial media 201 - Using LinkedIn
Social media 201 - Using LinkedIn
 
Show real value!
Show real value!Show real value!
Show real value!
 
Using LinkedIn Effectively for Sales People
Using LinkedIn Effectively for Sales PeopleUsing LinkedIn Effectively for Sales People
Using LinkedIn Effectively for Sales People
 
5 Inbound Marketing Tips to Increase Sales Qualified Leads
5 Inbound Marketing Tips to Increase Sales Qualified Leads5 Inbound Marketing Tips to Increase Sales Qualified Leads
5 Inbound Marketing Tips to Increase Sales Qualified Leads
 
21-lead-generation-pillars
21-lead-generation-pillars21-lead-generation-pillars
21-lead-generation-pillars
 
Brand conversation 052714
Brand conversation 052714Brand conversation 052714
Brand conversation 052714
 
Marketing from Your Customers' Perspective
Marketing from Your Customers' PerspectiveMarketing from Your Customers' Perspective
Marketing from Your Customers' Perspective
 
Mark Connolly, Marketing Mavens - Buyer Personas
Mark Connolly, Marketing Mavens - Buyer PersonasMark Connolly, Marketing Mavens - Buyer Personas
Mark Connolly, Marketing Mavens - Buyer Personas
 
Odoo - Lead generation and conversion
Odoo - Lead generation and conversionOdoo - Lead generation and conversion
Odoo - Lead generation and conversion
 
Using Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIsUsing Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIs
 
Marketing on a budget, it's the thought that counts
Marketing on a budget, it's the thought that countsMarketing on a budget, it's the thought that counts
Marketing on a budget, it's the thought that counts
 
StaffingBrandGuide
StaffingBrandGuideStaffingBrandGuide
StaffingBrandGuide
 
Content Marketing: Publishing is the New Marketing
Content Marketing: Publishing is the New MarketingContent Marketing: Publishing is the New Marketing
Content Marketing: Publishing is the New Marketing
 
The Case for Content Marketing
The Case for Content MarketingThe Case for Content Marketing
The Case for Content Marketing
 
Making email marketing effective in the lead nurturing process
Making email marketing effective in the lead nurturing processMaking email marketing effective in the lead nurturing process
Making email marketing effective in the lead nurturing process
 

More from David Malone

Ten ideas to help measure the impact of linkedIn of sales performance
Ten ideas to help measure the impact of linkedIn of sales performanceTen ideas to help measure the impact of linkedIn of sales performance
Ten ideas to help measure the impact of linkedIn of sales performanceDavid Malone
 
AA-ISP Ireland Chapter - Social selling workshop Key Outputs
AA-ISP Ireland Chapter - Social selling workshop Key OutputsAA-ISP Ireland Chapter - Social selling workshop Key Outputs
AA-ISP Ireland Chapter - Social selling workshop Key OutputsDavid Malone
 
Is your linked in profile fit for sales purposes take the test!
Is your linked in profile fit for sales purposes   take the test!Is your linked in profile fit for sales purposes   take the test!
Is your linked in profile fit for sales purposes take the test!David Malone
 
Three ideas to help you attract more sales targets to your LinkedIn account
Three ideas to help you attract more sales targets to your LinkedIn accountThree ideas to help you attract more sales targets to your LinkedIn account
Three ideas to help you attract more sales targets to your LinkedIn accountDavid Malone
 
Linked in for sales & retention how to set up a telephone conversation when...
Linked in for sales & retention   how to set up a telephone conversation when...Linked in for sales & retention   how to set up a telephone conversation when...
Linked in for sales & retention how to set up a telephone conversation when...David Malone
 
How do i find the right groups to join on linked in (A guide for inside sales...
How do i find the right groups to join on linked in (A guide for inside sales...How do i find the right groups to join on linked in (A guide for inside sales...
How do i find the right groups to join on linked in (A guide for inside sales...David Malone
 
The headline summary on linked in your sales DNA for the year ahead
The headline summary on linked in   your sales DNA for the year aheadThe headline summary on linked in   your sales DNA for the year ahead
The headline summary on linked in your sales DNA for the year aheadDavid Malone
 
2014 business calendar for sales professionals working in irish market place
2014    business calendar for  sales professionals working in irish market place2014    business calendar for  sales professionals working in irish market place
2014 business calendar for sales professionals working in irish market placeDavid Malone
 
Does your background profile differentiate you from the competition or is it ...
Does your background profile differentiate you from the competition or is it ...Does your background profile differentiate you from the competition or is it ...
Does your background profile differentiate you from the competition or is it ...David Malone
 
Inside Sales Series: Getting Your LinkedIn Profile Ready for Selling - Part 1...
Inside Sales Series: Getting Your LinkedIn Profile Ready for Selling - Part 1...Inside Sales Series: Getting Your LinkedIn Profile Ready for Selling - Part 1...
Inside Sales Series: Getting Your LinkedIn Profile Ready for Selling - Part 1...David Malone
 
7 tips to transform your sales pipeline report from routine exercise to sales...
7 tips to transform your sales pipeline report from routine exercise to sales...7 tips to transform your sales pipeline report from routine exercise to sales...
7 tips to transform your sales pipeline report from routine exercise to sales...David Malone
 
Working with a complimentary solution provider they key to winning addition...
Working with a complimentary solution provider   they key to winning addition...Working with a complimentary solution provider   they key to winning addition...
Working with a complimentary solution provider they key to winning addition...David Malone
 
Does your linked in profile entice potential customers or does it scare them ...
Does your linked in profile entice potential customers or does it scare them ...Does your linked in profile entice potential customers or does it scare them ...
Does your linked in profile entice potential customers or does it scare them ...David Malone
 
Getting commitment at the end of the inside sales call
Getting commitment at the end of the inside sales callGetting commitment at the end of the inside sales call
Getting commitment at the end of the inside sales callDavid Malone
 
How to communicate in a more persuasive way special report on understandin...
How to communicate in a more persuasive way   special report  on understandin...How to communicate in a more persuasive way   special report  on understandin...
How to communicate in a more persuasive way special report on understandin...David Malone
 
10 inside sales tips for using email to win new business (part 2)
10 inside sales tips for using email to win new business   (part 2)10 inside sales tips for using email to win new business   (part 2)
10 inside sales tips for using email to win new business (part 2)David Malone
 
10 tips for using email to win new business part 1
10 tips for using email to win new business part 110 tips for using email to win new business part 1
10 tips for using email to win new business part 1David Malone
 
10 tips for sales people using linked in
10 tips for sales people using linked in10 tips for sales people using linked in
10 tips for sales people using linked inDavid Malone
 

More from David Malone (18)

Ten ideas to help measure the impact of linkedIn of sales performance
Ten ideas to help measure the impact of linkedIn of sales performanceTen ideas to help measure the impact of linkedIn of sales performance
Ten ideas to help measure the impact of linkedIn of sales performance
 
AA-ISP Ireland Chapter - Social selling workshop Key Outputs
AA-ISP Ireland Chapter - Social selling workshop Key OutputsAA-ISP Ireland Chapter - Social selling workshop Key Outputs
AA-ISP Ireland Chapter - Social selling workshop Key Outputs
 
Is your linked in profile fit for sales purposes take the test!
Is your linked in profile fit for sales purposes   take the test!Is your linked in profile fit for sales purposes   take the test!
Is your linked in profile fit for sales purposes take the test!
 
Three ideas to help you attract more sales targets to your LinkedIn account
Three ideas to help you attract more sales targets to your LinkedIn accountThree ideas to help you attract more sales targets to your LinkedIn account
Three ideas to help you attract more sales targets to your LinkedIn account
 
Linked in for sales & retention how to set up a telephone conversation when...
Linked in for sales & retention   how to set up a telephone conversation when...Linked in for sales & retention   how to set up a telephone conversation when...
Linked in for sales & retention how to set up a telephone conversation when...
 
How do i find the right groups to join on linked in (A guide for inside sales...
How do i find the right groups to join on linked in (A guide for inside sales...How do i find the right groups to join on linked in (A guide for inside sales...
How do i find the right groups to join on linked in (A guide for inside sales...
 
The headline summary on linked in your sales DNA for the year ahead
The headline summary on linked in   your sales DNA for the year aheadThe headline summary on linked in   your sales DNA for the year ahead
The headline summary on linked in your sales DNA for the year ahead
 
2014 business calendar for sales professionals working in irish market place
2014    business calendar for  sales professionals working in irish market place2014    business calendar for  sales professionals working in irish market place
2014 business calendar for sales professionals working in irish market place
 
Does your background profile differentiate you from the competition or is it ...
Does your background profile differentiate you from the competition or is it ...Does your background profile differentiate you from the competition or is it ...
Does your background profile differentiate you from the competition or is it ...
 
Inside Sales Series: Getting Your LinkedIn Profile Ready for Selling - Part 1...
Inside Sales Series: Getting Your LinkedIn Profile Ready for Selling - Part 1...Inside Sales Series: Getting Your LinkedIn Profile Ready for Selling - Part 1...
Inside Sales Series: Getting Your LinkedIn Profile Ready for Selling - Part 1...
 
7 tips to transform your sales pipeline report from routine exercise to sales...
7 tips to transform your sales pipeline report from routine exercise to sales...7 tips to transform your sales pipeline report from routine exercise to sales...
7 tips to transform your sales pipeline report from routine exercise to sales...
 
Working with a complimentary solution provider they key to winning addition...
Working with a complimentary solution provider   they key to winning addition...Working with a complimentary solution provider   they key to winning addition...
Working with a complimentary solution provider they key to winning addition...
 
Does your linked in profile entice potential customers or does it scare them ...
Does your linked in profile entice potential customers or does it scare them ...Does your linked in profile entice potential customers or does it scare them ...
Does your linked in profile entice potential customers or does it scare them ...
 
Getting commitment at the end of the inside sales call
Getting commitment at the end of the inside sales callGetting commitment at the end of the inside sales call
Getting commitment at the end of the inside sales call
 
How to communicate in a more persuasive way special report on understandin...
How to communicate in a more persuasive way   special report  on understandin...How to communicate in a more persuasive way   special report  on understandin...
How to communicate in a more persuasive way special report on understandin...
 
10 inside sales tips for using email to win new business (part 2)
10 inside sales tips for using email to win new business   (part 2)10 inside sales tips for using email to win new business   (part 2)
10 inside sales tips for using email to win new business (part 2)
 
10 tips for using email to win new business part 1
10 tips for using email to win new business part 110 tips for using email to win new business part 1
10 tips for using email to win new business part 1
 
10 tips for sales people using linked in
10 tips for sales people using linked in10 tips for sales people using linked in
10 tips for sales people using linked in
 

Ten ideas to help you develop a successful inside sales plan for 2015

  • 1. Ten ideas to help you develop a successful Inside Sales plan for 2015
  • 2. David Malone Trainer| Speaker | Consultant Co-Chapter President AA-ISP Ireland www.evolve.ie
  • 3. Happy new year! But last year’s sales figures are now consigned to history – the sales target clock is reset back to zero again!
  • 4. But how can you surpass last year’s efforts? …. Time to put your thinking hat on!
  • 5. Possible Plan A! I could wait for my existing clients to reorder and bring in a large slice of my annual sales target?
  • 6. Hope is not a good sales strategy! If you are waiting for existing customers to contact you to reorder, don’t hold your breath!
  • 7. I could do an e-mail campaign to my target list and wait for the phone to ring?
  • 8. I’m all for taking proactive steps but will the phone ring often enough with this approach? …This idea might never fly!
  • 9. I could double my efforts and work harder and faster than ever before?
  • 10. May be! … However, I may run out of energy!
  • 11. Time for some fresh thinking?
  • 12. Here are 10 ideas to help you improve your inside sales prospecting strategies in 2015
  • 13. Select sectors where you already have credibility
  • 14. • A proven track record • More expertise of their world • An extensive contact base • People who can provide you with introductions * Remember, your offering might not be a fit for every sector regardless of whether they are on your target list. So fish where you have caught fish in the past! Prospect where the odds are in your favour already. Pick sectors where you have …
  • 15. Develop relationships with representative organizations in that sector
  • 16. That could be A Professional body Or A trade association (Example: If you sell to HR Managers - Chartered Institute of Personal Development –C.I.P.D.)
  • 17. Consider ……… • Writing for their publication • Giving speeches at their seminars • Provide resources for their website But do this
  • 18. Leverage Client relationships – where those clients are well networked
  • 19. How can you find out how well networked they are? • Check their LinkedIn account for your sales targets • Ask them who they know! • Remember, most of your clients (if they rate you) will be delighted to introduce you to their contacts – Just ask them!
  • 20. How do I askforthe introduction? In 4 easy steps….. Ask your client ….. 1.How well do they know your sales target. 2.Would they be comfortable introducing you. 3.To ask the sales target to accept a call from you. 4.‘To ‘cc’ an email to both the sales target and yourself with contact details.
  • 21. Target up to three individuals within each prospect company
  • 22. The more people you target in a company … • The better the odds of making a connection with one of them. • The higher the chance of you finding a mutual contact to introduce you. Pick three different type of stakeholders * For example – User buyer – Financial buyer – Technical buyer
  • 23. You can always move laterally towards the correct buyer regardless of which of the five targets you initially meet with!
  • 24. Follow your targets / prospect companies on Social MediaP
  • 25. Follow their • Comments • Groups • And watch out for mutual contacts • Answering of questions • Create your own visibility in their groups - post resources ,articles and answer questions
  • 28. A complimentary solution provider Is a supplier who  Targets the same people you do Is not the competition Compliments your offering Is well networked Will share information Will swop introductions
  • 29. CSP’s For example: if you sell CRM software to contact centres to customer service managers - a CSP might be a contact centre specialised recruitment agency
  • 30. Target and attend two networking events a month …. Virtually or physically!
  • 31. Strategic networkers • Identify correct events • Get attendance lists in advance • Ask organisers for introductions • Ask questions to understand • Follow up sincerely • Build trust with new contacts before asking for help
  • 32. Become a thought leader for your target sector(s)
  • 33. A thought leader is someone who • Shares ideas • Writes articles • Answers questions • Makes speeches • Provides insight • Anticipates new trends Via Social & Other Media
  • 34. Stay in touch with old customers even when they can’t buy from you
  • 35. Stay in touch – long roads always turn at some point! • Be helpful • Support behind the scenes • Keep them on distribution lists • Send free resources • Be LinkedIn with them • Things don’t stay the same for very long!
  • 36. Put targets and measure results for all your sales related activities inclusive of everything we mentioned in this presentation
  • 37. “You become what you do everyday”