Inside Sales

Program Overview:

A decade ago, customers expected in-person visits from field sales representatives. Today, the sales landscape has dramatically shifted. Inside sales professionals have emerged as key drivers of revenue, often contributing up to 50% of a company’s sales.

Inside sales teams now play a vital role in prospecting and engaging high-level decision-makers—such as Directors, VPs, and Business Heads—through cold calls, emails, voicemails, and digital communication channels. As a result, inside sales professionals must master remote selling tools and techniques to thrive in today’s competitive environment.

This comprehensive program equips participants with the practical skills and strategies needed to excel in inside sales, resulting in higher-quality leads, better conversions, and more closed deals.

Key Learning Outcomes:

After completing this program, participants will be able to:

  • Map out the sales process by creating a structured daily activity plan aligned with territory goals.
  • Develop professional email writing and telephone communication skills.
  • Set clear, effective call objectives before every customer interaction.
  • Apply the "multiple touch" rule for persistent and strategic follow-up.
  • Effectively handle gatekeepers and reach key decision-makers.
  • Qualify leads using structured questioning and established criteria.
  • Practice active listening through precise questioning and paraphrasing.
  • Build rapport and align with decision-makers to gain trust and credibility.
  • Educate, motivate, and influence customers about their product or service.
  • Clearly articulate the unique value and competitive advantage of their offering.
  • Handle objections confidently and constructively.
  • Use closing questions to move prospects toward commitment.
  • Collaborate effectively with field sales teams to drive results.
Inside Sales Training