Inside Sales Then An Now. Whats Your Big Idea
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Mike Damphousse, CEO of Green Leads, gave a keynote address on the evolution of inside sales. He discussed how communicating with prospects has changed from desk phones to smartphones and email. Damphousse also covered how sales processes have shifted from reactive, quantity-focused efforts to prioritizing quality and a proactive, buyer-centric approach. He emphasized the importance of social capabilities and treating one's own sales team with the same respect as customers.
Inside Sales Then An Now. Whats Your Big Idea
- 1. Inside Sales AA-ISP KeynoteThenandNowMike DamphousseCEO/CMO, Green LeadsContact Information:mailto:mike@green-leads.com978-633-3233 x101Blog: http://www.green-leads.com/b2b-blogLinkedIn: http://www.linkedin.com/in/damphouxTwitter: http://www.twitter.com/damphouxFacebook: http://www.facebook.com/greenleads?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 2. Inside SalesThenandNow@chrisbrogan: big ideas...make your goal today to share one and totake one home #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 3. Admins Desk PhonesMail/FaxesThe Evolution ofCommunicating with Prospects?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 4. Phones VoicemailMobile PhonesFaxes/EmailThe Evolution ofCommunicating with Prospects?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 5. VoIP phonesCell PhonesEmail as SpamThe Evolution ofCommunicating with Prospects?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 6. Smart Phones Email Caller ID NomadsThe Evolution ofCommunicating with Prospects?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 7. Big Idea1@damphoux: communicate with prospectsthe way THEY wantto be communicated with #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 8. Buyers BuyThey Won¡¯tbeSold to?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 9. Buyers BuyThey Won¡¯tbeSold toFacilitate the BuyerRespectfullyEducate andNurture?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 10. Big Idea2@damphoux: it¡¯s no longer a sales cycle, it¡¯s a buying cycle #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 11. Current Sales CloudLargeComplex SaleMediumLess Complex SaleSmallInside SalesOutsideSales40k80k120k160k+?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 12. Current Sales CloudLargeComplex SaleMediumLess Complex SaleSmallInside SalesOutsideSales40k80k120k160k+?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 13. FutureSales CloudTrendLargeComplex SaleMediumIncreasedHiringHigher ContributionLess Complex SaleSmallInside SalesOutsideSales40k80k120k160k+?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 14. Big Idea4@damphoux: sell in the cloud but hold on, it¡¯s moving. inside sales is the weather and the wind #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 15. ToolsHave Changed?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 16. ToolsHave ChangedSales 2.0 is NOTabout Tools?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 17. Big Idea5@damphoux: #sales20 is not about working with tools, but about working...smarter #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 18. ManagementPriorities andChallenges ProductionQuantity ReactiveBottom LineThen?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 19. ManagementPriorities andChallenges EfficienciesQualityProactiveTop LinePeopleProductionQuantity ReactiveBottom LineThenNow/Future?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 20. HireGood People?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 21. HireGood PeopleIndependent, Yet Willing toListen & Learn?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 22. HireGood PeopleIndependent, Yet Willing toListen & LearnSocialCapable of ConversationsLive, and Online?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 23. Big Idea6@damphoux: how would you react to a cold call from members of your own team? how would your CEOreact? #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 24. SocialChanges theRulesInbound Marketing 2000 years agoOutside a Brothel?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 25. SocialChanges theRulesIt¡¯s Nothing NewIt¡¯s Just OptimizedInbound Marketing 2000 years agoOutside a Brothel?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 26. SocialChanges theRulesIt¡¯s Nothing NewIt¡¯s Just OptimizedInside Sales isAn Army for Inbound ActivityInbound Marketing 2000 years agoOutside a Brothel?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 27. Big Idea7@damphoux: inside sales teams are your eyes, ears and mouths. build a trustable team and trust them #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 28. Sales andMarketingAlignment?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 29. Sales andMarketingAlignmentSLAService Level Agreement?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 30. Sales andMarketingAlignmentSLAService Level AgreementBetweenInside Salesand Marketing?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 31. Sales andMarketingAlignmentSLAService Level AgreementBetweenInside Salesand MarketingBetweenInside Salesand Field Sales&?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 32. Big Idea7@damphoux: leads, appointment setting, inbound response, demos, tweets, blogging, qualification. they could all be in an inside sales SLA #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 33. Big Idea8http://www.youtube.com/watch?v=suRDUFpsHu s?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 34. Big Idea8@damphoux: Big Idea from Mad Men¡¯s Don Draper...don¡¯t let technologyand techniques get in the way,be human #ls10?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com.
- 35. Big IdeaYou@damphoux: what¡¯s your big idea?#ls10Contact Information:mailto:mike@green-leads.com978-633-3233 x101Blog: http://www.green-leads.com/b2b-blogLinkedIn: http://www.linkedin.com/in/damphouxTwitter: http://www.twitter.com/damphouxFacebook: http://www.facebook.com/greenleads?2010 Green Leads, LLC. All Rights Reserved. @damphoux www.green-leads.com. ?2010 Green Leads, LLC. All Rights Reserved.