Brent Holloway - Growing Revenue Through An Inside Sales Strategy

#SalesSummit | @Sales20Leader


8 Simple Suggestions for Growing Revenue through Inside Sales

Brent HollowayGlobal Inside Sales LeaderHP Enterprise Security [email protected]

mailto:[email protected]


AgendaPeople

1. Sales Model: Numbers and Roles2. Hire and Retain Great People3. Career Path

Process4. Buyer’s Process5. Internal Sales Processes

Technology6. Social Selling7. Sales Analytics8. Others including emerging


1. Sales Model: Numbers and RolesPartnering with Field Sales vs. ISR Only Testing with minimal risk

Example, ABC Software:Before: 20 field reps X $2.0M = $40M/yearAfter: 20 field reps X $2.4M = $48M/year +10 ISRs X $2M X 30% = $6M/year

Total = $54M/year (+$14M or 35%) in additional sales, on a ~$1.8M investment (loaded)


2. Hire and Retain Great Salespeople

AssessmentsSituational Interviewing QuestionsRole Play Call?Recruiters (Cost vs. Opportunity Cost)

CSO Insights (www.csoinsights.com)

http://www.csoinsights.com/


3. Career PathHave one (not just on paper) with executive supportReal world examples

Sales Development(SDRs)

Inside Sales (ISRs)

ISR Manager

Field / Channel Sales

Sr. ISR / Hybrid

SDR Manager


Qualify the opportunity

Develop and propose solution

Negotiate and close

Implement & success

Expand & extend

ResearchRecognize

NeedsEvaluate Options

Select Solution Options

Resolve Concerns & Decide

ImplementSolution

& Evaluate

Align to sales processExit criteria (I.e. timing of PoV)Easy to test response to initial customer engagement

4. Buyer’s process

Understand the

customer


Does it look like this?Is it documented?Day in the life?% of time on admin?Approval bottlenecks?

5. Internal Sales Processes


“Engage with Insight”-LinkedIn

Sales Navigator

SFDC integration

6. Social Selling


Excel / CRM / Salesforce.com(Sales, Pipeline In/Outbound, Activities, etc.)

Predictive Analytics(I.e. Lattice Engines)

7. Sales Analytics


8. Other technologies including emergingCRM/PRM, Prospect and Customer Intelligence, Incentive/Compensation Management, Video,Sales Playbooks, Web-based Collaboration, ROI tools,Gamification, Sales and Forecast Analytics, Big Data, Marketing Automation, Social Selling, etc.

AA-ISP (www.aa-isp.org)

http://www.aa-isp.org/


Thank you8 Simple Suggestions for Growing Revenue

through Inside Sales

Brent HollowayGlobal Inside Sales LeaderHP Enterprise Security [email protected]

mailto:[email protected]

Brent Holloway - Growing Revenue Through An Inside Sales Strategy

Business

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