sales4startups event, inside sales 101 at wilson sonsini in palo alto, ca

2014 Sales Speaker Series:Inside Sales 101 for Startups

Ilya Lichtenstein Steli Efti

Jorge Soto#s4s | @sales4_startups

2014 Sales Speaker Series

Inside Sales Roles & How to Create Outbound Prospect Lists

Jorge Luis Soto

Agenda-Who I am-What is Inside Sales-Inbound vs Outbound-Lead Qualification Cycle-Inside Roles to Consider-Walk Through: Create Prospect List----Tools & Steps

Who I Am

10 + years

Door-to-Door to Enterprise

Who I Am

Who I Am

What is Inside Sales

Individuals who sell by phone and normally do not leave the office.

“remote sales,” most lately called “virtual sales,” or professional sales done

remotely.- Ken Krogue

Inbound vs Outbound

Inside Roles to Consider

Inbound QualifierOutbound Hunter

SMB/Mid-tier Closer

Lead Qualification Cycle

Inbound Sales Qualified LeadsOutbound Sales Qualified Leads

“The Handoff”

Walk Through: Create Prospect Lists!

Tools and Services

Who is my Prospect and Where is their Data?

Initial Qualifiers/RulesDepartment

TitlesLinkedin, AppStore

Find Contact Info

Organized (where you store and find your leads)

Import In CRM

Attack!