Inside sales teams need clear roles and responsibilities including use cases as well as S.M.A.R.T goals and metrics.
Engage prospects, orchestrate opportunities and close sales with the right level of activity and competency. Deal complexity and volumes dictate different approaches to selling. Aligning sales execution with the underlying business model can accelerate pipeline performance. Effective selling requires the right activity and skills to engage prospects, orchestrate opportunities and close sales.
- Engage Prospects: Execute prospection activities consistent with territory profile, establish personal connections and rapport and drive outbound lead generation.
- Orchestrate Opportunities: Understand buyer needs and process, qualify opportunities, craft sales strategies, and communicate value persuasively.
- Close Sales: Craft solutions and build proposals for maximum value and establish win-win mutual commitments that help buyers achieve goals and objectives.