3 Things That Scare Me Moving From Outside To Inside Sales

My name is Nick Zaleski and I recently began a new chapter of my life.  I accepted a Sales role at a tech company out of Cambridge, MA called HubSpot.   I'm a career salesman and I am making a BIG move.  I am moving from Outside to Inside Sales.  I'm assuming and have heard from some that the styles and interactions are different and I wanted to talk about a few things that scare me. 


Articulating complex products and services to your prospects without using industry jargon

 

This is a guest post by HubSpot corporate sales executive, Juan Molina.  Juan has been in B2B technology sales for the past 7 years and has held positions in sales including entry level business development rep, outside territory rep, key account management, and sales management. You can follow Juan @salestipsb2b on twitter, or check out his blog on B2B Sales Tips.

 

In my experience, most sales reps in a B2B commercial engagement, when asked what solution they are selling to a prospect tend to answer strictly in product terms. They answer in the specific product version, quantity, and overall functional details of what will be provided. In my opinion, this is a mistake that leads to two very common pitfalls:


What is Inbound Sales? (Video)

This video was originally posted by SalesLoft.

Get a job interview at any company, Rise to the top of the pile...

 

6 months before I graduated college I was applying for jobs. I would identify a company with a big name, like DeBeers, AMEX or RedBull, scour through their online job postings, put together a cover letter, attach my resume with average grades and hit submit. Zero interviews, no network and 3 months later, I was doing the same thing while embracing a 4 day a week celebratory marathon of debauchery. By Graduation, I was fried, losing confidence in the job market, about to go on a vacation that would bankrupt me and jobless. 3 months after graduation, I was waiting tables on an island off the coast of Massachusetts, a beautiful place, but not what I was planning on or shooting for 9 months before. (epic pic from senior year)

 


Mass Email Marketing Does Not Work Anymore: Strategies for Modern Email Prospecting

 

There was a time when thrice a week I would craft an email that I would send out to all of the leads in my CRM that I did not rate High.  I used a Low - Medium - High rating system to organize my inbound leads and generated enough appointments through this tactic to consistently fill the top of my pipeline.  My emails all offered 2 things, 1 – a piece of valuable content, 2 – a request for an appointment.  

 

I tested different titles and some emails worked better than others, but overall, if I sent out enough emails, I would generate enough appointments.  Seemingly overnigh this tactic stopped working.   You can view my lead grading system here.


The Importance of Optimizing Your Sales Emails for Mobile Devices

 

Every day around 9a, I leave my desk and head down to the kitchen in my office.  I take a plastic cup, fill it with cereal (either Honey Bunches of Oats, or Frosted Mini-Wheat’s) add Silk soy milk, grab a spoon and walk back upstairs to my desk.  On the way up and down, I pull my phone out of my pocket and check my email, and maybe Instagram.

 

The Facts

 

People check their phones all day every day.  If business is on their mind, their email app is likely what they spend a good deal of time checking.


12 Skills You Need to Thrive In a Startup Sales Job

 

It is no secret that working at a startup requires a special skill set, but according to Mashable, a startup might be your best shot at a new job in 2013.  87% of tech startups plan to add seats during 2013, and most will surely looking to turn their developer man hours into revenue.


You would think with a still lagging overall economy and droves of college graduates entering the job market, startups would have an easy time finding suitors.  Interestingly, 9 out of 10 tech startups said it was challenging to find employees that “fit their needs”.


The list below details my personal startup sales experience, and what I believe to be the most important skills a salesperson can possess (or be working to improve) to get serious love from HR departments. (If startups had HR departments)


How Does Crushpath Work To Generate New Leads for Sales?

 

When I speak with sales teams across the country, there are 2 major areas they wish to improve upon.  New lead generation is generally the focus for startup companies and business that sell to a variety of potential buyers.  Established companies with well defined or niche markets are desperately looking for better control of their pipeline, and opportunity management.

 

Crushpath is a lightweight SaaS tool that aims to assist in both categories.  The overlying concept of the platform is to provide new lead generation for marketers and sales both by creating “pitch sites”.  Pitch sites are basically a user friendly landing page builder, where users can customize pitches to target specific prospects and garner interest for their product or services.


Boiler Room Selling and Golden Pitch-books. We Aren't Buying it...

 

People use the web to get their questions answered.  If your website successfully answers the questions that your prospects are looking for answers to, you will drive qualified traffic to your site.  Once this happens, your sales process has begun.

 

Why have things shifted

 


Creative Ways to Avoid "Just Checking In", The Dreaded Follow Up Email

 


Recently, a colleague of mine was looking to engage a prospect with whom he did not have a follow-up call set.  He was preparing to reach out to the prospect, but was having difficulty phrasing an email that was not "cheesy".  We threw around a few ideas and quickly came to our first conclusion.  Whatever you do, do not send a "Just Checking In" email.  Then, we chose a better path.

If you are in sales, you have most likely sent the following email: