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[Music] hey everyone welcome to uncomplicate buy fresh box where we answer one question every day with one expert so before you know I introduce today's guest who is by the way one of my favorite guests in the show in case you're listening to this on youtube don't forget to subscribe to our Channel so today's guest is our Kenan who is a well known you know Forbes contributor and if you're in from the sale circuit there's no way you're gonna miss him and I would highly recommend you read his book on gap selling so welcome to uncomplicate Kenan thank you baby I'm glad to be here I'm glad to be a my kind of show yes so it's just one question and a question that's going to kind of change a lot of startups lives right you know inside selling I mean there's been a lot said about inside selling and stuff like that and and it's the new in thing in the sale circuit so Kenan what the question to you is you know how do you frame an inside sales strategy so what is the framework and you know I'll throw it to you on how do you frame our inside sales strategy whoo that's a giant question I mean there's nothing small about that holy I mean look man I mean look the first you gotta do for an inside sales team is really have a good solid understanding of the size of your market who you want to go after who your ideal customer is and what a lot of organizations do is they they don't they miss a key point to developing inside sales organizations they spent a lot of time talking about um the size of the companies they want to go in the industries they're in and and who the buyer personas are they want to talk to but what they don't do is they're asked a very important question what problem do we solve as an organization so whatever it is we're selling what problem does our product or service solve that is the first and most important question to ask themselves once they get a good answer which I promise you 9 out of 10 times they don't because they're so focused on the product that really to show what problem the product solves whatever ain't problem with small handful of problems at Sol's then you have to ask yourself which of these target customers mmm the highest propensity to suffer from this problem so it's not just the size of the company and it's not just where the company is geographically but it's more important what characteristics or what elements exist in an organization that would give a higher rise to those problems being Tremblant and causing them issues and pain and that you want to prioritize those customers first they're the ones with a less probability of having those problems and then the ones small of having those problems means you prioritize it like that then you gotta look inward and ask yourself what type of skill set will it would be required to get in front of these people right so when we say this is on inside sales can be inbound or outbound inside so you gotta ask yourself which is we're gonna separate the two is gonna be both it's both that's a big order it's fine but you better understand they're very very different and you have to structure the inbound different than the out loud there are different skill sets so therefore you can't hire the people good out loud to think that we could inbound then you have to have to take a look at the compensation model and ask yourself how are we gonna put the compensation model against this then you have to look at the sales stack what tools are we going to need to use so the tools for the outbound it'd be different than the tools for the inbound of course to be overlap for many across the board and so I mean that's a really big question but the highest level there is start with who you want to go with understand who those customers are and understand what problems you solve then understand which cuts companies or targets are most likely to have those problems and which of those that almost like it have will have the biggest impact on those problems then ask yourself how am I going to structure my team to go after it am I gonna be inbound or outbound or both if I'm inbound am i working with marketing and what type of content am i creating and what am i doing you create a compelling value proposition that would actually reach into me it for example my man my entire business for the last last eight and a half years has been 100 percent inbound until I have been able to maintain a business and grow here over here over here based on inbound now we built an outbound and that was a whole different level of effort we had you know the outside yet they're still an inside sales team right and then you gotta ask them what to do so that's the high level million dollar fifty thousand square foot view awesome so you know I can wanna lock the board with two insights where you didn't say hey this is the framework go start working on it you let our audience to a lot of questions that they needed to answer and second thing was a tool part where you mentioned tool is just a byproduct or you know once you've desired all that just finalizing the tool is one just wee bit because a lot of people doing that buying the right tool is the Magic Bullet to kind of having a great sales numbers I can tell you choose it I can tell you right now - is not a magic bullet we bought a number of tools for our app for our outbound organization and it took months to get them implemented structured properly yeah what sort of integrated with our other the other parts of our sales stack so look long-term like anything else putting an addition on a house you know you got a tip house down to get a take down a wall you're exposed to the elements it kind of sucks throughout the long term it's to your benefit same thing with many tools you think of tools of silver bullet you're because it's going to take so long to get it in you got to learn how to use it it's gotta take time to come to fruition but if you do it right and you pick the right tools you have the right sales stack then yes over time it's gonna it's gonna deliver about yes awesome I think that's you know our grid insides in a short period of you know in a short period thank you for joining us today Keenan it was a pleasure hosting you yeah my pleasure talk for a short video you asked one big ask question doc thank you see ya peace