42 Rules for Building a High Velocity Inside Sales Team

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What’s it about?

Inside sales is the currently the fastest growing sales channel due its cost effective nature. An inside sales representative can handle far more contacts on a daily basis than their field sales counterpart. If you are a “C” level executive with responsibility for delivering revenue, you cannot afford to overlook any rules contained in this fast-paced, yet powerful, book.

“42 Rules for Building a High-Velocity Inside Sales Team:  Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results” will help you and your team understand:

  • The key elements required to build a high-velocity inside sales team that will accelerate your revenue.
  • The different types of inside sales teams you can leverage, how and where to staff them, and what types of tools are required for them to operate effectively.
  • The importance of a common sales language, consistent processes and clearly defined weekly metrics.

With the popularity of inside sales skyrocketing so is the demand for inside sales talent. Lori Harmon and Debbi Funk prepare you with the information you need to make smart choices when building a high-velocity inside sales team which includes recognizing the specialized skills required to manage and lead an inside sales team, understanding the skills required of an ideal inside sales rep, and quantifying the cost of a bad hire.

What They’re Saying

“Lori and Debbi prove that they know how to build a high-velocity inside sales team. They make it clear that building an inside sales team is not a one-size-fits-all process. Although every team has to have some common key elements like tools, systems, and processes, it takes a strategic approach to put it together and build a successful team.”

John Stringer, CEO, Producers Forum, Former CEO, Wyse Technology

“Inside sales is a category that a few years ago did not exist. Now the hiring of inside sales reps versus outside sales is 10:1. In order to build an inside sales team properly, you need to know how. 42 Rules for Building a High-Velocity Inside Sales Team outlines the process that will enable you to create a competitive differentiator that will deliver revenue and value to your company significantly faster than traditional sales models.”

Lars Leckie, Managing Partner, Hummer Winblad

“I have found it extremely important to coach, inspire, and mentor your employees to maximize their individual success and that of the team. In 42 Rules for Building a High-Velocity Inside Sales Team Lori and Debbi do a great job coaching managers through building a high-velocity inside sales team. They point out the importance of taking the time to work with individual reps to help each of them achieve their career goals.”

Robert Fioretti, Business/Success Coach, Co-author, Discover Your Inner Strength, Keynote Speaker and Owner of Infinite Possibilities LLC

“In today’s economy, innovation isn’t just for products; it extends to your distribution model. Inside sales is leading the way in terms of innovation and breaking the traditional sales rules. 42 Rules for Building a High-Velocity Inside Sales Team gives you the knowledge to successfully execute an innovative sales channel strategy.”

Dr. Cheemin Bo-Linn, President, Peritus Partners, Former Vice President, IBM

“Being strategic about how to leverage an inside sales channel has never been so critical. This is a timely book. Lori Harmon and Debbi Funk understand how to effectively build high-velocity inside sales teams.”

Mark McLaughlin, CEO, Palo Alto Networks

“Lori and Debbi have written a comprehensive guide for building a high-velocity inside sales team. Until now, this information has never been consolidated into a single, easy-to-read handbook. In about an hour you can find out the key elements required and steps to take to build an effective, productive, fired-up inside sales team.”

Shelley McNary, Senior Director of Inside Sales, Coveo

“At a time when executives face increased pressure to generate more revenue at a lower cost, Lori Harmon and Debbi Funk show CEOs and sales leaders how to build a cost-effective, highly productive sales model.”

Sally Pera, CEO, Association for Corporate Growth, Silicon Valley Chapter

“Companies that excel at growing recurring revenue significantly outperform their competitors. In fact, over the past year, these companies grew revenues 20 percent faster and enjoyed 25 percent higher profit margins than their Fortune 1000 peers. Inside sales is the perfect channel for managing your recurring revenue stream. 42 Rules for Building a High-Velocity Inside Sales Team is the how-to guide for building high performing in-house teams to deliver these outstanding results.”

Christine Heckart, EVP, Strategy, Marketing, People & Systems, ServiceSource

“Mentoring and coaching by a front-line manager are critical to the success of your inside sales team! Lori and Debbi describe the importance of this process and other key management aspects of leading a high-velocity inside sales team.”

Ingrid B. Steinbergs, Worldwide Vice President, Inside Sales, HPSW, Hewlett-Packard Company

“Inside sales is exploding in growth and the learning curve comes with that. This complex and always changing profession needs direction and that’s why 42 Rules for Building a High-Velocity Inside Sales Team is a perfect guide. Lori Harmon and Debbi Funk bring their 40+ years of combined knowledge of leadership and subject-matter expertise in developing this book. You are in good hands with their recommendations and my first rule is to READ IT!!!”

Josiane Chriqui Feigon, President and CEO, TeleSmart Communications

“Having witnessed Lori and Debbi manage their inside sales teams, it’s fabulous to see that they have encapsulated their own success factors in such a great and easy ‘how-to’ book.”

Ron Sacchi, Business and Organizational Change Consultant

“42 Rules for Building a High-Velocity Inside Sales Team is one of those rare books that give you actionable strategies, steps, and examples that will help define your approach and, ultimately, the value of your inside sales team. This is a must-read!”

Sally Duby, Vice-President of SMB Sales, Microsoft, Former President Phoneworks

“This easy-to-read book nets out the key factors you need to know for setting up, leading, and optimizing a high-performance inside sales team. Read it and prosper.”

Jill Konrath, Author, SNAP Selling, Selling to Big Companies

“42 Rules for Building a High-Velocity Inside Sales Team is a great resource! It’s a truly useful book for executives and sales leaders looking to assemble a high-velocity inside sales team. Inside, you’ll learn from real-world experiences what it takes to create a successful inside sales team.”

Jill Rowley, Social Selling Evangelist, Oracle

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