Inside sales professionals experience advantages and disadvantages compared to field salespeople. The core goals of prospect interactions remain the same: establish rapport and trust, employ a consultative selling approach and move your prospect through subsequent next steps. The tactics to achieve these goals are where the differences lie. Inside salespeople are more dependent on the tech stack available to them, and keeping prospects engaged often falls on a demo. The intersection of advantages and disadvantages is where our inside sales coaching thrives.
Inside sales coaching at Funnel Clarity starts by ensuring that the technology stack serves the success of the inside salesperson. Investments in CRM and sales enablement to automation and scheduling are essential as inside salespeople add structure and efficiency to their planning and execution.
While the tech stack is important, the formula for success lies in revised strategies and tactics that engage prospects effectively, even while remote.
The course begins with an overview of what to expect, reflection on the common pitfalls of inside sales and a framework for daily practice.
This section teaches sellers techniques on how to efficiently identify, map reporting structures and reach these decision makers quickly through online and phone research. It includes using tools like LinkedIn and other outreach techniques for turning gatekeepers into access providers.
This section emphasizes the importance “question triggers” and what key information to listen for when selling in a virtual environment. It explores the hierarchy of different question types, how to employ the right question at the right time for the right reason, and when to share what information, demo’s etc., within a strategic call-planning framework.
This section teaches the underleveraged skills associated with attentive listening and how they form the surest and fastest method for establishing a “decision coach” relationship.
Get a social media-friendly Certificate of Completion validating your successful achievement of learning inside selling best practices and how to become a successful decision coach.
These subsequent four sections offer review of the Inside Sales Formula© content and include additional assignments and tests to continue on your path to mastery.
The inside sales formula for success is unique. More factors are at play that field sales personnel don’t encounter. Despite these factors, inside sellers often produce more results per unit of effort than field-based colleagues. Inside sales training at Funnel Clarity focuses on a research-proven course to teach inside sellers how to maximize their results.
Turning the traditional demo focus mentality on its head is a crucial step. Years of inside sales coaching and analysis has allowed us to identify a formula for how to develop and implement a powerful inside sales force, accelerating deals and increasing close rates.
Prospecting training with our online platform is impactful for sales professionals and insightful for sales leaders. Gain insight into each team member’s participation, completion, comprehension and engagement with course material. Team members can interact in group exercises and discussions to increase continuity across the organization.
I had the privilege of going through Funnel Clarity training twice; once as a Business Development Rep and once as a Business Development Manager. Although there was only 1 year in between sessions, the content was tweaked, personalized, and refreshed with new industry best practices and Tips & Tricks from the Funnel Clarity Lab. Funnel Clarity is truly at the "cutting edge" of Sales Prospecting and the results I've seen in my performance as well as my team's has been tremendous. We saw our best performance as a direct result of Funnel Clarity and I would highly recommend it!
Funnel Clarity understands what it takes to be successful in driving a sales model from the Inside. They practice what they preach and deliver best practice sales methodologies that work.
Funnel Clarity understands the science behind prospecting and incorporates this into weekly best practice regimens, in order to help sales people produce more opportunities. Tom and Jenna know their craft quite well and are a pleasure to work with.
The biggest compliment that I can provide is that I'm successfully using the teachings on an every day basis. I highly recommend Funnel Clarity.
Solid program for helping businesses the keys to opening the doors that are kept by the gate keepers. Steve goes way beyond the average company to help your company excel.
With Fearless Prospecting© sellers can overcome discomfort, overcome resistance from prospects and set many more first appointments with qualified potential buyers. The tactics taught in Fearless Prospecting© have been developed from research and are surprisingly non-intuitive.
The modern sales professional needs more than just a questioning model. To maximize success a seller needs to understand how to “counsel” buyers to make great decisions. This course focuses on the tactics and strategy of providing this kind of buying guidance to every decision maker.
Selling an innovative and/or disruptive solution is different than selling a competitive offering in a mature market. This course teaches sellers with start-ups, emerging growth companies or those with innovations from mature companies how to make immediate significant penetration in a new marketplace.
Effective account management requires more than just reacting to customer inquiry. This course teaches the techniques required for proactive account management. These tactics are essential in order to create value for existing customers, ensure ease of renewal and for uncovering upsell/cross-sell opportunities.
One area where sales organizations lack an effective tool is recognizing how qualification is an ongoing part of a sales process, not a step in that process. This course teaches the skills that ensure each sales call is most effective and the sales funnel contains only real opportunities.