Tag Archives for " Inside Sales "

Donald C. Kelly, Inside Sales, Outside Sales

TSE 1172: Should I Start Off With Inside Sales or Outside Sales?


Donald C. Kelly, Inside Sales, Outside Sales

Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” Many share the same thought and I have five things to help you figure out a better way to go.  

Inside sales vs outside sales 

Every company is different, however, inside roles typically have the SDR (sales development rep) or the BDR (business development rep). Depending on the company, these may be different roles done by different individuals. 

The business development reps may be the ones finding new prospects for the business. For some companies, the sales development reps are focused on the inbounds. When the sales come in through marketing or via the website, the sales development reps will get more information making them the first line of contact with the SDRs. They talk to potential clients, qualify them, and set them up for appointments. 

An inside sales rep who’s also doing outbound tasks has a lot of work. The upside to outbound sales is getting a bigger commission than the person who’s doing solely inbound tasks. 

The business development reps need to qualify people, follow up, and make sure that they know their company’s products and services to have meaningful conversations with potential customers. 

For other companies, this doesn’t matter. 

If you’re on inbound sales then your job is to generate opportunity whether it’d be through cold calling or setting up appointments for outside sales reps. If you’re on outbound sales then your job includes taking the first appointment, having a deeper discussion with the prospect, and building value with the prospects. You need to dive in and understand their needs to be able to go to the most important parts of the sales process which are the pitch, presentation, and closing the deal. 

Inside sales first 

If you’re new to sales, the best path you can go is inbound sales. Here are the reasons you need to consider why. 

The decision of whether to go to inbound or outbound sales depends on the complexity of the product or service you’re selling. Consider a B2B sales scenario in which you’re selling a product with a certain level of complexity (computer software or something from the medical industry). Coming right out of college, you may not be used to such a level of complexity. Doing outside sales and having to develop the ability to sell the product and talk about it convincingly is not the easiest route. 

This scenario will be different if you’re selling a simple product. You can easily up your game, learn everything about the product, and sell it in no time. 

So, the first thing you should do is to evaluate the complexity of the sale that you’re doing. If the product is something that you’re not familiar with, learn as much as you can about the product first before you consider doing outside sales. 


The second thing to consider is that each industry has different ways of doing things. 

Take for example a government-based industry. The deal size for government-based industries can go from $30-$150,000 and the sales cycle can run from 6-18 months. If you’re not knowledgeable about how that works, then you’re not going to last. You need to know what the industry is and make sure that you understand how it works. 

Going to the inside gives you the opportunity to learn things and understand the lingo and the processes of the industry. 

One thing I’ve learned from doing inside sales for the government is that every city government typically has a buying cycle anywhere around the October timeframe or sometime during the summer. Typically, a sales rep’s job from January to June is doing demonstrations. You can’t expect to close deals on those months. The government-industry has long sales cycles and new sales reps need to understand that before jumping into the game. 

Sales cycle 

Outside sales are good if you can close your product within 30 days but if it takes longer than that, then you need to rethink your decision. 

Sales are like hunting or going on an adventure into a new world. #SalesQuotes

It’s better to have a guide to be able to make the right decisions. In the same sense, inside sales provides a team that will guide you along the way. You’ll know the proper ways of doing things and get more help from the mothership. This is something you won’t have if you do outside sales working as a lone ranger in a remote territory without a support system. 

Doing inside sales for a long sales cycle is best to get all the proper help before going off on your own. 

Business acumen 

Being new to sales or coming straight out of college means not having a strong understanding of the business. You’ll end up being one of those traditional sales reps that everyone’s making fun of, not the sales reps who is making value. You become the order taker and you’ll have a difficult time closing deals. 

You won’t be authoritative because you won’t feel confident. 

When you’re in inside sales, your job isn’t to close deals. Your job is to understand the challenges, to understand and create opportunities, and to know how to find the right people. #InsideSales

The knowledge you get from inside sales will help you ease into the outside sales. If you do some ride-alongs, you can jump on some demonstrations with your account executive. Being an inside sales rep gives you the chance to hear what your account executive is doing and why she is doing that. 

You have the chance to learn from their demonstrations and apply those learnings to your demonstrations when you start on your own. This will help you build your business acumen. 

You’ll be able to hear your seniors when you’re on inside sales the way I did before with Heather Barkley. 

She was one of the seniors in the bullpen when I was starting out and she gave me so much knowledge. Sometimes, she’d pull me out and explain the way things work. Her teachings helped me to frame my message as I was reaching out to prospects. 

Mess up and learn 

Being new in sales, you are bound to make mistakes. When you’re on inside sales, your quota may not be as large as the ones on outside sales. 

There are a lot of expectations for someone in outside sales but in inside sales, you have some room to mess up. 

If you are on outside sales and you’re getting all these qualified opportunities but you don’t know how to close these individuals, you’re not assertive enough, and you didn’t go through the TSE Certified Sales Training Program. You’ll eventually lose the opportunities. 

When that happens, you have a higher chance of getting kicked off the team because you’re not qualified. 

Diverse learning 

Another great reason why you need to start in inside sales is the chance to meet every department and learn from different individuals. Being in inside sales allows you to understand and learn many things. You understand marketing messaging and how they communicate with sales. You also know where the accounting department is coming from and you learn about the challenges that departments face. 

Additionally, you learn in customer service that the best types of customers are the ones who don’t complain, who use the system, and more. 

All these things will make you a better outside salesperson in the future. 

Go inside first, at least for six months for you to learn the ropes. If you’re on the outside when you’re not prepared, you’ll end up frustrated. 

Before you answer the question, “Should I start off with inside sales or outside sales?” consider these things first: 

  1. Complexity of the product
  2. Type of industry
  3. Sales cycle
  4. Your business acumen
  5. Your room for error

“Should I Start Off With Inside Sales or Outside Sales?” episode resources

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

This episode is brought to you in part by TSE Certified Sales Training Program. It is designed to help sales reps and sales teams to improve their skills in finding the right customers, to know the activities and strategies that work, and how to ask the right questions to build a strong value and close business deals. 

To see how helpful it can be, simply go to thesalesvengelist.com/freecourse to get the first two modules for free. Take a bite and have a feel of the course. 

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Donald Kelly, SDR, Business Development,

TSE 1037: How Can I Become a Great Sales Development Rep

Donald Kelly, SDR, Business Development,The people who find opportunities and qualify prospects for your organization are vitally important to your success, so today we’re discussing how to become a great sales development rep.

In my own experience as an SDR (some organizations call them inside sales) I discovered that the SDR role primarily prepares sellers to work in outside sales. It’s a position designed to keep you hungry and to transition you to outside sales where you would learn to find your own opportunities.

I wanted to get out of the SDR role, but I had to prove myself first in order to meet my goal of becoming an account executive.

This episode of The Sales Evangelist is a reboot of a 2017 episode, but all the concepts apply to SDRs today.

The following 5 steps helped me succeed as an SDR.

1.  Learn the rules.

If you’re an SDR you have to understand the rules that govern your work. It’s also important to recognize the two different objectives that SDRs must address.

  • Set appointments.

Setting appointments involves finding people, listing information, and booking meetings.

  • Create more opportunities.

Creating opportunities demands more of your effort because it demands that the SDR qualify the individual and to do a little more digging and a little more prep prior to the AE taking over the account.

For a complex sales process, qualifying people ahead of time decreases the chance that the appointments will flop. When the SDRs clearly understand their objective, they will be more likely to succeed in their efforts to generate new opportunities.

2. Plan wisely

Some sellers use a “dialing for dollars” approach, and there’s nothing wrong with that technique if it works effectively. In my own experience, I found that setting specific times to prospect helped me be more successful because there were certain windows of time where my efforts worked best.

I discovered that the best time to make phone calls was between 8 and 10 a.m., then again between 12 and 1 p.m., and finally between 4 and 5 p.m. I strategically called during the times when I knew they’d be most likely to answer.

Then, I used the windows of time in between to send emails and engage in other outreach activities.

Don’t be governed by your role as a seller. Instead, you govern your role.

3. Learn from effective SDRs.

Determine which SDRs are doing really well in the company and mirror what they do. You’ll learn terminologies, tactics, and strategies that you didn’t previously know.

Be open to learn from others who are successful in the role. Try things that look worthwhile and disregard the others. Be a sponge, and if you see a better way of doing something, just try it yourself rather than correcting their efforts.

Check your ego at the door.

4. Move beyond “no.”

When a prospect tells you “no,” don’t read too much into it. He isn’t insulting your family line; he simply isn’t ready for what you’re offering.

Set rejections aside and move on to the next prospect. If he isn’t ready right now, put him into a drip campaign and stay in touch with him until he is ready for what you’re offering.

“No” also helps you disqualify people so you can focus your efforts on those prospects who are ready for what you’re offering.

5. Disqualify people.

It sounds counter-intuitive, because as an SDR, your job is to put numbers on the board. When we get greedy for numbers, however, problems often occur. We’re so hungry to schedule something so we can meet our KPIs that we get desperate and let everyone pass through the process.

Oddly enough, when you seek to disqualify, you’re better able to qualify the right people.

If the person doesn’t meet the qualification, don’t pass him on to the next level. Being selective improves your odds of success throughout the process.

Bonus: Sit with your AE.

If you’re setting appointments for an AE, sit down with her regularly so you’ll know where your focus should be. Are there certain industries you need to focus on?

By working together, you’ll both be aligned to achieve success.

“Become a Great Sales Development Rep” episode resources

Grab a copy of The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

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Selling Success, Jeff Bajorek, Donald Kelly, The Sales Evangelist Podcast

TSE 738: Rethinking The Way You Sell

Selling Success, Jeff Bajorek, Donald Kelly, The Sales Evangelist PodcastToo often as sales professionals, we have the same old mindset that doesn’t give us the result we want. How about changing that? How about rethinking the way you sell?

Today’s guest, Jeff Bajorek, challenges sellers to rethink the way they sell. He is a consultant, speaker, sales advisor, and a podcaster.

He has been selling for several years and has learned that by rethinking the way you sell you will become successful.

Here are the highlights of my conversation with Jeff:

Is Social Selling the New Cold Calling?

Focus on what allows you to bring value to your audience and personalize that. Think about those things that got you to the table in the first place rather than focusing on the likes you get.

Salesperson-centric versus customer-centric

  • Have empathy for who’s receiving that message otherwise it’s nearly impossible to convert anybody.
  • Most salespeople just see names as numbers and how many people they can reach. They want to make their quota but don’t realize that at the end of the day those prospects are humans. Being honest is the way to go.

The Power of Connection

  • Instead of focusing on hitting your numbers, think about calling, say, 50 people, and connect with 20 with them and make four sales.
  • Just put yourself in those 50 shoes and try to tailor your pitch or proposition in a way that it’s going to resonate with them so they will respond to it.
  • The reason you only get a 10% response rate is because it’s a garbage proposition in the first place.

Strategies for Scaling to Get Better Results

1.Put yourself in the place of the rep.

Think about how you felt when you were in that role and you didn’t know about anything.

2.Take notes and review.

Take extra time after each call and if you were in the position of the prospect, would that proposition have resonated with you?

Take notes of what worked and what didn’t and review those stuff. What do you need to change? What needs to stay the same?

3.Pay attention to things.

Be aware of yourself and don’t think about the next five dials while you’re on a call. Be there for the person you’ve got on the phone at that time. Really engage with them.

4.Motivate people.

When you’re a manager, your salespeople are your customers. But managers stop thinking about that all the time. As a result, the sales professionals lose sight of what they’re trying to do as well.

5.Instead of worrying about scaling at an alarming rate, just make it work.

Figure out what works. Make it work repeatedly. And then build it own as tolerably as you can. Don’t lose sight of what you’re doing.

Developing Underlying Trust

If you do it right, your best customers do the prospecting for you.

You’re in this business to connect with people. You’re there to help.

Jeff’s Major Takeaway:

Everything is coming at you a million miles a minute. There’s more room than you can possibly imagine. So stop, take a deep breath, and think twice about why you’re doing what you’re doing. Effectiveness increases your efficiency.

Episode Resources:

Check out Jeff’s podcast The Why and the BuyThey’re soon starting a book club where they pick a book every month and they’re going to do a live podcast recording where everyone can join the conversation.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Alex Berman, Donald Kelly, The Sales Evangelist, Sales Funnel

TSE 503: How Alex Berman Did $50million+ In Leads Generation

Alex Berman, Donald Kelly, The Sales Evangelist, Sales Funnel What if you could generate over $50 million in sales lead? Well, my guest today, Alex Berman, has done that. Hopefully you can apply the strategies he’s sharing with us today so you can see the same success that he’s had.

Lead generation is one of the most important things in sales. You’ve got to have a way to generate new opportunities to keep your pipeline running.

Alex Berman is the founder of Experiment 27, a marketing company for mobile app development and design companies. They basically grew the company from nothing to over $400,000 in annual revenue in just 45 days through almost all cold emails.

Here are the highlights of my conversation with Alex:

Cold emails done wrong: People simply try it.

The best way to learn Facebook ads is to spend $10,000 a month over 3 months with an expert. The same with cold email, be willing to go out there and send hundreds and thousands of emails to learn from each and get better.

The pitch in your first 200-300 emails would probably be unappealing. People won’t want to read it because it’s most likely all about you.

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Best strategies for getting email addresses and writing cold emails:

  1. Identify your target market.

Know who your customer is and more importantly, know where you can find a database of these people.

  1. Identify a place where you can go find them (ex. AngelList, lists and directories)
  2. Search for the email addresses.

Once you have their name and domain, look up their email addresses at certain free sites such as Thrust and EmailHunter.co.

  1. Create a contact database.

List down in each column, the company name, channel (place where you found them), and remarks (existing project or something you’re impressed about)

  1. Customize your email.

Make your email personal and start it by telling something positive about them.

  1. Provide them with free ideas.

First, know the things they’re struggling with and then share some ideas that can add value to them. Say something that they haven’t considered before. What can you say that will differentiate you from the others?

  1. Send as many emails as you possibly can.

Write each one by hand and imagine you’re at a networking event. As you write the same email over and over again, actively tweak them in a way that sounds personal. Whichever customized email that you get a response from, start making it as your email script.

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Strategies for tracking metrics:

  1. Number of emails/calls sent
  2. Meeting Booked rate

How many emails turn into leads? This is the goal of the email. If the prospect asks you to follow up in three months, for instance, use a followup automation tool such as Yesware that allows you to write emails ahead of time.

  1. Deals closed

How to make a cold call that doesn’t sound scripted:

Memorize your script.

Say it over and over again until you memorize it.

You will understand the content enough that you can add your personality to it naturally.

Strategies that generate an X amount of customers:

At Experiment 27, their highest performing lead generation channels are:

  1. Cold email
  2. YouTube channel

Create content that brings value to the table. What Alex personally did was make three videos per week focused on giving value and he emailed them out to people. Then he began getting private messages on LinkedIn that turned into clients.

Alex’s Major Takeaway:

If you haven’t done cold emailing, sit down for 30 minutes, identify a couple of people then write cold emails. Second, try making a YouTube video. Sit down for 5 minutes today and write down 2-3 most common questions that you get asked on sales calls. Record it with your phone and post it on YouTube.

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Episode Resources:

Get to know more about Alex Berman and get free content on www.B2BSalesTraining.org and check out www.Experiment27.com.




Tired of giving boring proposal? Check out PandaDoc. Create electronic proposals to your prospects that they can sign and send back right away. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

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Inside Sales, Google, Donald Kelly, John Merrifield, The Sales Evangelist Podcast

TSE 259: Sales From The Street-“Inside Sales”


Inside Sales, Google, Donald Kelly, John Merrifield, The Sales Evangelist Podcast 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:

  • Understanding how to handle the volume
  • Develop quick relationships
  • Build trust fast
  • Instill a need in understanding the product quickly

Strategies to build relationships as an inside seller:

  • Love for people
  • Love for understanding different experiences
  • Create a bond with people on a deeper level
  • Understand their world (Research about their company. Go to their website and just point out stuff right there.)
  • Build a common ground as fast as possible
  • Make each call differently. (Avoid weather questions)

Breaking the stigma of inside sales: The pros of inside sales

  • Due to high volume, you learn how to organize and create powerful strategies.
  • Little victories along the way
  • It sets the right foundation for what you’re going to be doing, how to connect with people quickly, and understand the lifeline of smaller businesses.
  • Prepares you for the outside world
  • Allows you to learn about different departments within the organization

Inside or Outside Sales: Which Way First?

  1. Look at a product or industry you’re passionate about.
  2. Get in inside sales first and build great reputation. Hit your quota.
  3. Think about the outside world and make connections.

How to stay motivated within the organization:

  1. Energy

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.

  1. Incentives

Have little things everyday that you can strive for. Self-motivate yourself.

  1. Be a component of change 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:

  1. Shadow people you look at as great sales reps.

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.

  1. Continue learning.

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.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Book mentions:

The Outliers

Good to Great
The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Script, Donald Kelly, The Sales Evangelist

TSE 179: Should I Use A Sales Script or Not?-Part One

Sales Script, Donald Kelly, The Sales EvangelistShould you use a sales script or not? So many times sales professionals battle whether they should use a script or not. Many sellers feel that they are experienced enough to do without a script when they get on the phone. I was one of those individuals until I came to a better understanding of the errors of my ways and became a convert to sales scripts.

But before you get all rowelled up, let me explain what I mean by a script. I’m not a talking about reading and sounding like a robot, I’m talking about having something to follow to make each call purposeful and effective. It’s being able to have a guide so that a seller sounds more articulate, professional and as a expert in their field. Scripts allow the seller to gain more confidence from their prospects and helps them develop more confidence in themselves.

During this two part series episode I explain more about why you should consider using a script and how to create one. Here are some of the major points from part one:

  1. Why professionals use scripts (see actors, etc)
  2. Planning and having a guide is essential for important matters
  3. The more prepared you are, the greater your confidence
  4. Time saving factor or know what to say before the call
  5. You gain the trust of prospect and come off as an expert (which you are)

Obviously, there are many other benefits that one can see from using a script, but these are the most important factors I’ve come across. Stay tuned for part two as I dissect “how” to prepare a script, what you should have and what you may not need. Until then, do BIG THINGS!



TSE 021: Should I Do Inside Sales vs. Outside Sales?

Inside Sales vs Outside Sales

I recently was sent this info graphic by a friend of mine and I wanted to share it and offer some of my thoughts. This is a great info graphic done by Sales Loft, and they did a pretty good job. I have had the opportunity to serve both as an inside sales and outside representative. Both have their benefits, but depending on the organization, product and the individual, they can work very successfully.

One of the companies I worked for brought me in as an inside sales representative with the promise that if I perform well, I will be promoted to outside sales. In this company, inside sales was more like the telemarketers. Our sole purpose in life was to find opportunities and serve the outside sales representatives. Mind you, not all organizations are like this. In some organizations the responsibilities are the same, except for the fact that one travels. We had a base salary and gained a small commission from the opportunities we generated which depended on if the outside sales representatives closed.

At times this was frustrating because you are depending on someone else’s ability to close “your deals”. At first I thought inside sales had the short end of the stick, but I quickly learned an invaluable secret. I am sure you have heard the saying “Give a man a fish, he’ll eat for a day; teach him how to fish, and he’ll eat for a lifetime”? Well, that is essentially what happened when I was promoted to become an outside sales representative . I already KNEW all the right ways to find and developed opportunities with prospects. I did not rely on inside sales to feed my pipeline. I was able to see success over many of my counterparts and eventually out performed them. Inside sales taught me “how to fish” so I never went hungry.

If you have an opinion on inside sales vs. outside sales, please share. Thanks!

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