If you’re one of several people who tend to shy away from getting into inside sales, you might just be missing out on a very big opportunity here. In today’s episode, John Merrifield will tell you about the power of inside sales.
John Merrifield has been working for Google for over 2 years now. He is currently the product marketing manager for Google Apps for Work while he has also previously handled Google for Work Inside Sales.
Here are the highlights of my conversation with John:
The different challenges of inside sales:
Strategies to build relationships as an inside seller:
Breaking the stigma of inside sales: The pros of inside sales
Inside or Outside Sales: Which Way First?
How to stay motivated within the organization:
Make that decision and find your motivation and energy. Set the right tone. Energy is contagious. People are going to feel it and you’re going to bring up their energy as well.
Have little things everyday that you can strive for. Self-motivate yourself.
If you see something that you want to change or add, make it happen. Talk to the management team. Make a case for it and show how it’s going to provide the motivation. Work to create the environment that you want to be in.
Tools to sharpen your selling tool set:
Identify people who are doing really well and spend time with them. Take bits and pieces from them and try to hone those into your sales skills.
Read books. Check out books like The Outliers and Good to Great. They’re about processes, equations, and greatness that enable you to take yourself to the next level. Then apply it to your personal situation. Take classes to better yourself. Take advantage of YouTube videos.
John’s Major Takeaway:
You are the creator of your own destiny. You are someone who’s going to max out your own potential. With inside sales, you’re going to have good and bad quarters. Just always make yourself better. Make a plan everyday to read a little bit more, shadow somebody a little bit more. Continue to learn. Inside sales sets a great foundation for what you’re going to be doing next and create a great experience out of it.
Connect with John Merrifield on LinkedIn.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.