How does one “read a resume vertically?” Simply read the first or second word of each line on the resume. Look for themes. You can tell very quickly if this person is a sales person, a business development person, a marketing person, etc. Examples…
Tip #3 Listen for buying signs & objections – How great would it be to have a microphone in your prospects office immediately following your meeting, once you’ve left? With web meeting tools, you can. You simply put the phone on mute, and tell the prospect your’re going to play a short customer testimonial (WebEx allows integrated video with sound), and then listen. 9 times out of 10 the prospect will discuss what they like or dislike about your product, what competitors they are using and more when you use this simple tactic.
If you've had the chance to manage a "traditional" ISR team that is aligned with field reps, and you know anything about baseball, you'll appreciate this... Consider a major league baseball player playing for a team who wins the world…
Step 4: If your company has a lot of customers, odds are one of their prior employers was a customer of yours!
Step 5: Email the person (through Linked In, or directly by looking up their email address in Jigsaw), and mention that their prior employer ABC CO. is a satisfied customer of yours, and wouldn’t they like to see similar business benefits at the company they work for now (benefits include: x, y, z).
CSO Insights reports that today (2010), Inside Sales Teams are driving 12% of a typical companies revenue, and by 2015, that will be upwards of 20%. In terms of number of transactions, this 20% of revenue may represent up to 70% of a companies total transactions.
