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Sales Training Program

Inside Sales Training

Face-to-face connection has traditionally been the most impactful way to build rapport with a prospect. While field salespeople still have that opportunity, inside sellers may never meet a decision maker in person. Inside sales training from Funnel Clarity tackles this and other challenges faced by inside salespeople and helps build a strategy and new set of tactics necessary for maximum results. Our approach to inside sales coaching is data-driven, focusing on a proven set of strategies and tactics that work together to build a repeatable formula to accelerate deals.
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Inside Sales Training to Accelerate Deals

New Tactics for Engaging Prospects

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. 

Investments in CRM, automation and scheduling tools are essential for inside salespeople to add structure and efficiency to their planning and execution. Inside sales coaching at Funnel Clarity still ensures however that the technology stack serves the success of the inside salesperson. 

While the tech stack is important, the formula for success lies in revised strategies and tactics that engage prospects effectively, even while remote. 

Course Curriculum: Inside Sales Formula©

Course Introduction

15 minutes

The course begins with an overview of what to expect, reflection on the common pitfalls of inside sales and a framework for daily practice.

Section 1: Find New Opportunities

30-45 minutes a day for 1 week, self-paced.

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.

Section 2: Develop Call Structure & Strategy

30-45 minutes a day for 1 week, self-paced.

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.

Section 3: Increase Rapport & Influence

30-45 minutes a day for 1 week, self-paced.

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.

Certificate of Completion

Certificates are valid for 2 years.

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.

Reinforcement

1 hour a week for 4 weeks, self-paced.

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.

This course includes:

  • Video-icon 16+ hours of mixed media content
  • Articles-icon 60+ practice opportunities
  • Star-icon Certificate of Completion
  • Life-line Access to Experts
  • Web-icon Online reinforcement included
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30%
decrease in sales cycle time
48%
increase in close rate
45%
increase in top of funnel conversion

What Our Clients Say

Funnel Clarity is Great
Jim G., Manager of Global Inside Sales & Renewals

The techniques and tactics we have culled from our Funnel Clarity exposure impact our efforts and results every day. Many thanks to our facilitator and the Funnel Clarity team.

Surprisingly Effective
David D., Manager of Inside Sales, Hewlett Packard Enterprise

The training provides some of the most practical and effective skills. During the training Funnel Clarity introduced a new skill. There were reps in the room that were skeptical about execution. During a break the reps were asked to try out their new skill. Several came back with success stories. There were many converts.

Top Notch
Joe S., Senior Director Mid-Market & Inside Sales, NetApp

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.

Excellent Training!
Pete D., Founder, Hanover Research

Great for getting an inside-sales team aligned on consultative selling best practices.

Enjoyed the Training!
Holly B., Inside Sales Account Manager, Shaw Industries

I really enjoyed the Funnel Clarity Training. I use the sales objections approach and pre-call research to gain insight on my customer. It is not always easy to find that information, but the techniques we learned were effective.

Top Tier Trainer
Tim S., Senior Account Executive, Protective Life Corporation

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.

Entire Sales Team in Awe!
Troy R., Senior Digital Sales Representative, Tangoe

The strategies and tips Funnel Clarity have provided me, are invaluable. These tips and tricks are ones that I will carry throughout my career. During one of our training sessions, the facilitator asked for a prospect name and number (this was a prospect one of our sales guys was chasing for months). The facilitator called this person, got them live, and booked the meeting! It was incredible and he had the entire sales team in awe! If your organization is not leveraging Funnel Clarity, you're doing your inside sales team a disservice.

Inside sales training with Funnel Clarity helps sales professionals:

  • Develop rapport and trusted advisor status with prospects, rather than leading with a demo. 
  • Understand the role of the demo and when it’s designed to spark interest for a prospect, or differentiate the offering. 
  • Avoid common pitfalls for inside sales professionals, including “the demo followed by proposal.”
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Inside Sales Formula©

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. 

See the Whole Roadmap >>

Dynamic Inside Sales Training

Our online platform, coupled with our unique formula, delivers effective and influential concepts that can transform how your inside sales team operates. Our inside sales coaching can help you develop better planning and execution techniques while catering to your organization's particular needs. Training will focus on improvement areas and the details that matter most to your company.

From our program, you’ll be able to adopt renewed mindsets for increased dexterity with inside sales training that gives your team the confidence and competency to take on any prospects. Leverage your current processes to achieve your business goals through an inside sales training program built with remote concerns in mind. Not only will you appreciate the perspective that your team will gain, but also the final results.

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We love our clients because they become long-term partners:
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omc
legalzoom
hp
netsuite-white
glassdoor-1
carnegie learning
sageintacct
peopedoc
versaterm
symantec
fti-consulting
rockwell
mercurygate
concur
secom
dorman
eclerx-1
omc
legalzoom
hp
netsuite-white
glassdoor-1
carnegie learning
sageintacct
peopedoc
versaterm
symantec
fti-consulting
rockwell
mercurygate
concur
secom
dorman

Frequently Asked Questions

What’s the difference between inside sales and outside sales?
  • Inside Sales: Inside sales teams conduct sales activities remotely, often via phone, email, or video conferencing. They don't typically meet clients face-to-face and operate from almost any location.
  • Outside Sales: Outside sales teams, on the other hand, most frequently engage with clients in person, visiting them at their locations. They often travel to meet clients and build relationships while in-person.
Who is the target audience for this training, and what types of sales roles does it apply to?

The target audience for inside sales training includes sales professionals in roles such as Account Executive and Inside Sales Representative. These individuals are involved in sales that are more complex than a transactional sale but also don’t involve a lengthy sales cycle.

What are the key skills and strategies emphasized in this program for inside sales teams?

Key skills and strategies emphasized in Inside Sales Training include:

  • Effective Communication: Enhancing communication skills that guide strategic questions to execute productive sales call plans for each opportunity.
  • Lead Qualification: Learning how to assess lead fit, interest, and readiness for the next steps in the sales process.
  • Objection Handling: Equipping sales professionals to address objections and overcome common challenges.
  • Time Management: Teaching efficient cadence for outreach and meetings to maximize productivity in a remote sales environment.
Is there a focus on using technology and CRM systems to optimize inside sales processes?

Yes, inside sales training includes a strong focus on leveraging technology and CRM systems to enhance sales processes. Depending on the client’s needs, the training engagement may cover:

  • Utilizing CRM tools for lead management, pipeline tracking, and client information.
  • Implementing sales automation tools to streamline repetitive tasks.
  • Integrating communication platforms for efficient outreach and follow-ups.
What are the primary advantages of inside sales over field sales or other sales approaches?

The primary advantages of inside sales include:

  • Cost Efficiency: Inside sales typically require fewer resources, increased efficiencies and lower expenses related to travel and field visits.
  • Scalability: Inside sales teams can easily expand and handle a larger volume of leads without geographical limitations.
  • Adaptability: Inside sales teams can quickly adapt to market changes and client needs.

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