Streamline Your Document Signing Process with Saas Inside Sales Model for Legal

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what is inside sales you asked me so i'm gonna answer on this episode of the inside bs show hi i'm dave lorenzo this is the show that takes you inside business strategy shares all the insider business secrets with you today we're answering your question what is inside sales and this is a really easy question to answer but i'm going to give you five steps to success with inside sales in addition i'm also going to share a huge secret with you at the end of our time together today and that secret will make your life a lot easier whether you're an inside salesperson or you're a sales manager working with an inside sales team so be sure and stay with me all the way to the end of the video for that secret of success okay let's talk about inside sales let me give you the five steps to a great inside sales career first and foremost inside sales is about outreach so you're reaching out to people that you think would be great clients for the business so if you're in inside sales in a software company what you're going to do is you're going to look at your list of clients and you're going to say all right these 20 clients these are ideal these are the best possible clients for our company and the reason is because they have been with us for a long time they operate at a very high level they invest in our services deeply and they stay with us year in and year out it's predictable recurring revenue these are people who we want to emulate we want more clients just like these people so as an inside salesperson you're going to look for people who are just like your best clients so how do you do that you find your best clients you go to the industry and you look for their competitors and then you're going to reach out to the competitors of your best clients via telephone via email on social media on linkedin what you're doing is you're reaching out just to start to initiate a new relationship that's one of the main purposes of inside sales your job is to identify great prospective clients and then reach out to them in any way you can other than showing up on their doorstep so telephone email social media particularly linkedin the second element of inside sales is that there is no travel i mentioned to you that you're not going to reach out by showing up on their doorstep but what you can do is you can reach out to them with a piece of educational information i call that a honeypot you can offer them a checklist or a white paper or a free report or you can offer them an invitation to a webinar that's going to educate them you can offer them an invitation to a live event that will help them understand what they're facing in the industry and the problems that you can potentially solve for them so your outreach is not only aggressive but it's also in a very cordial inviting way that gets them to come to you and you don't have to leave your home or your office in order to reach out to them that's why the term inside is part of inside sales you stay inside when you're doing your outreach the third element of inside sales is that you are strategic so you're going to design a process to introduce your company your services and the value you provide to the decision maker in the prospect company now this may be entirely up to you your company may have a system or a process in place but it's your job as an inside sales person to create a strategy that's going to get the door open so that you can make that connection now depending on your company and depending on your sales process you may introduce the company make that connection and then it may be your job to try and close the deal but most likely it's not your job to close it's your job to open and then you introduce an account executive an outside person or or a i mean they're they're called account executives outside sales people they're called uh representatives they're called in consulting they're called partners in a law firm they may be called a partner or a managing partner you're going to introduce the person that closes the deal so for inside sales the strategic element generally falls on you you get the door open then the account executive or the partner comes in and closes the deal the fourth element of an inside sales position is that you're starting a relationship you're initiating a relationship now the start of a relationship could take five minutes or it could take five years i've worked with some really good inside sales people who are tenacious and persistent and they worked on accounts for three four five years before the client would agree to a meeting with an account executive so as an inside salesperson you're constantly juggling you've got a lot of balls in the air and you're trying to initiate these relationships depending on whether the person has a problem or not or whether they have sufficient pain they may work with you immediately or it may take years and years and years for them to work with you and as an inside salesperson because relationships are your business you're going to stick with this and continue to press forward to try and develop that relationship that's part of the really important process of inside sales now in step five or the fifth thing that i can share with you on inside sales i'm gonna share with you what the best inside sales representatives do they do three things the best inside sales reps educate they agitate and they differentiate now let me break that down for you let me explain what each means so they educate the prospect on what the industry looks like and the pressures that they're facing sometimes prospects don't know what's coming around the corner they don't know what's in the future so the inside sales rep will will provide educational material will do some education to help the prospect see just how dire their situation is or what opportunities lie ahead for them if they take advantage of what the inside sales rep has to offer now that education process could be educating on the industry it could be educating on economic conditions and how they're going to impact the prospects company it could be educating them on how to make a decision to hire a company like your company it could be educating them on competitive advantages for working with your team using your products or services to make more money education is the first element the second element is agitation now you're saying to yourself well dave if they want a relationship why are they agitating the prospect well they're not antagonizing and poking their finger at the prospect no what they're doing is they're highlighting the pain that the prospect has shared with them and then the inside sales rep says mr prospect i understand this issue is critical for you and if you don't get it resolved it could cost you the entire company i understand i've seen that happen to many people and i want to be able to help you but you really got to get your arms around this thing soon or you're going to be in a world of hurt that's agitation you're not focusing on aggravating the person but you're taking the issue and you're helping them understand how urgent it is to solve the problem now that agitation process stirs up the urgency and that's the second thing that a great inside sales person does the third and final thing that a great inside sales person does is they differentiate your service from everyone else who does what you do a great inside salesperson will share the competitive advantage that your company has and use that competitive advantage to set up the meeting and then once the meeting takes place with the outside sales rep with the account executive they'll pass that information along to the account executive and the account executive can hammer home the differentiating factor that the inside sales rep brought up it is successful highly successful when an inside sales rep does such a good job of educating agitating and differentiating that when the account executive meets with the prospect the prospect says to the account executive i really need to work with you because if i don't solve this problem now it's going to cost me i understand what's going on in the industry and we're in dire straits here and you're the right person to work with because you do this better than anyone else i've been in meetings where the prospect said that to me and it's a tribute to my inside sales team when the prospect tells me that information because all i have to do is come in hand them a pen and they're ready to sign on a dotted line all right now we're at the point in our time together where i'm going to share with you the secret to success as an inside sales rep i mean i've given you so much great information what could be the secret to success here this is it you're ready write this down follow a system for your inside sales process and you will win every time now don't worry you don't have to create the system yourself i've got the system for you scroll down into the description of this video you'll see there a free gift from dave and there's a website right there that says revenuerroadmapguide.com revenueroadmapguide.com click on that link or put that link in your browser go there right now you will be able to download my entire system for inside sales success even if you're an account executive you're an outside sales rep you can use this system too work with your inside sales person on this system it will draw people to you magnetically work with your inside sales rep if you're an outside sales rep and vice versa this system will draw people to you like a magnet it'll draw your prospects and you'll never have to wonder where your next deal is going to come from download that guide right now it's my free gift to you if you want to be even more successful at inside sales scroll down below this video right now you'll see it filling in right below me there's another video for you the inside sales rep use it right now i can't wait to see you in our next video