Inside Sales

Inside sales allow for a sales team to be more efficient and productive yielding a reduced sales cycle, faster scaling ability, and a higher ROI.

Understanding Inside Sales

Inside Sales has redefined the sales process as much as the internet has redefined the buyers’ journey. Building a successful inside sales team is the right choice because the customer is now open to the remote selling process. Inside Sales allow for a sales team to be more efficient and productive yielding a reduced sales cycle, faster scaling ability, and a higher ROI.

However, there are many challenges to actually setting up an inside sales team. Inside sales are much more than just metrics and KPIs. Inside sales is a combination of art and science that requires the organization to invest in sales training and sales coaching beyond “smile and dial”.

The Harris Consulting Group helps you avoid the mistakes others have made. We have built, trained, and scaled 20+ Inside Sales teams. We will train your sales reps to professionally control the conversation. And will you save money, increase pipeline volume and velocity, while reducing opportunity costs and driving real revenue.

Dials To Connects

12.73 dials to get a connection with a direct phone number.
18.83 dials to get a connection when calling a general number.

Dials To Conversations

22.5 dials to get into a meaningful conversation.
30+ dials required if it is a highly solicited division such as marketing, IT, or Senior Executives.
3 Meaningful conversations required to get one appointment.

This means 60-90 dials to get one appointment! (Source: Vorsight)

Choose Your Stage

Early Stage Start-Up <$5m

Pre-Series A or less than $5 million in Funding

Inside Sales Teams have changed the sales process to generate higher revenue in half the time as traditional sales. The Buyers’ Journey has transitioned to a sales process where they expect instant access to resources before speaking with someone in sales. Have you capitalized on this changing environment? Are you giving your Inside Sales team the edge they need to succeed? The Harris Consulting Group specializes in teaching your sales reps how to understand your buyer personas and match their pains with your solution.

How We Help

COMMON PAINS THAT WE HEAR:

We need to better manage inbound leads.
We want to begin formalizing our sales process.
We think we need sales training.
We need to start doing some outbound prospecting.

Expansion Stage Start-Up $5m to $25m

Post-Series A and Up to Series B

Inside Sales Teams have changed the sales process to generate higher revenue in half the time as traditional sales. The Buyers’ Journey has transitioned to a sales process where they expect instant access to resources before speaking with someone in sales. Have you capitalized on this changing environment? Build your Inside Sales team and give them the edge they need to success. The Harris Consulting Group specializes in teaching your sales reps how to understand your buyer personas and match their pains with your solution.

How We Help

Audit & suggest improvements to gaps in the current sales process
Train & coach your SDR and Sales teams to earn the right to ask questions and which questions to ask
Increase close ratios
Improve forecasting accuracy
Train & coach your Customer Success team for upselling & cross-selling

COMMON PAINS WE SOLVE:

We are not sure what’s next: Sales Training, Hire Management, Hire Sales-Operations?
We know the inside sales team lacks the confidence to ask tough questions.
We know the inside sales team needs to improve their sales skills.
No sales coaching is happening other than a manager being a part of the sales calls.
Should we separate inbound leads from outbound prospecting?
We know we need more outbound prospecting.
1:1’s are just glorified pipeline meetings.
Our board expects us to have a grip on sales forecasts.
We handle forecasting outside the CRM.

Growth Stage Start-Up $25m+

Series C and Beyond

Inside Sales Teams have changed the sales process as much as the internet has changed the buyers’ journey. Your buyer is more informed than ever before and does not want to speak with your sales team until they are ready. Is your inside sales team ready to speak to them? Train your inside sales team to give them the edge they need to win more business. The Harris Consulting Group specializes in teaching your sales reps how to understand your buyer personas, the buyers’ journey, and how to match their pains with your solutions.

How We Help

Audit & suggest improvements to gaps in the current sales process
Train & coach your SDR and Sales teams to earn the right to ask questions & which questions to ask
Increase close ratios
Improve forecasting accuracy
Train & coach your Customer Success team for upselling and cross-selling

COMMON PAINS WE SOLVE:

We have a sales process in the CRM but nobody follows it.
We have no formal sales methodology. Everyone does it their own way.
We struggle understanding the difference between sales training and sales coaching.
We do not trust the sales pipeline data in our CRM.
We cannot accurately forecast on a consistent basis.
We do not know how to leverage outbound sales prospecting best practices.
Our board demands more accurate forecasting.

$100m-Fortune Brands

Inside Sales Teams have changed the sales process as much as the internet has changed the buyers’ journey. Your buyer is more informed than ever before and does not want to speak with your sales team until they are ready. The good news is you have more information about your buyer as well. So the playing field is even. Is your Inside Sales team ready to speak to them? Train your inside sales team to give them the edge they need to win more business. The Harris Consulting Group specializes in teaching your sales reps how to understand your buyer personas, the buyers’ journey, and how to match their pains with your solutions.

How We Help

Customized training for your specific sales motion & customers
Reinforcement program after the training
Guaranteed next day improvements
Define and drive to proper Exit Criteria
Teaching the "soft skills" that are easy to comprehend
Build consistency through the team

COMMON PAINS WE SOLVE:

We have painful and inaccurate forecasting.
We have too many teams doing it “their own way”.
We are thirsty for a consistent discovery process.
We are fumbling the competition conversations.
We are frustrated trying to achieve consistency in our processes.

What Our Clients Say

Some of Our Clients

Give your sales team the skills to succeed.

Increase pipeline volume and velocity, reduce opportunity costs, and drive real revenue.