Episode 73: Supplementing Sales Teams - Stephen Hayes

Building, training, and growing a sales team can be expensive and time consuming. New businesses and especially growing businesses will need a team to move the sales and business process foreword and generate revenue to continue the growth. Our guest today is someone who has come up with a solution to the problem of creating and growing a sales team.   Today, I speak with Stephen Hayes the founder of Inside Sales. Which is a group of on demand sales professionals that assist growing businesses with the sales process and with additional sales team help. This process is cost efficient with ready to go sales professionals that also bring tools, techniques, and technology that can be plugged into a growing business to accelerate the process. Episode Highlights: How companies were struggling with building an inside sales model Stephen noticed the need and created the service solution for inside sales help They will often augment an existing sales team and help them scale They also help businesses that have no team or a sales bottleneck Demand generation, lead generation and opportunity generation With new companies they help build the entire go to market and playbook Importance of having systems in place to measure if the strategy is working They only work with products they like and believe in How being in too much of a hurry causes false starts and loss of credibility Having a full program up and running in 45 days is the timeline Sales cycles and learning curves could extend the timeframe It's important to treat SDRs well and keep them motivated Tools used are multi touch, multi channel including phone and email and social They also have micro and macro events and direct mail Customized landing pages and video and animation are also used They also focus on great data sources that allow them to work at scale Revisiting lost leads Rewarding and empowering all representatives Resources: Inside Sales Inside Sales Team Careers