Download the Call Guide for Inside Sales Training at http://www.fourquadrant.com/product/call-guide-for-inside-sales-training/ A practical guide for Inside Sales Representatives (ISRs) and Sales Development Representatives (SDRs) to facilitate the generation of qualified opportunities for Direct Sales Representatives to close bookings and drive revenue. The Call Guide for Inside Sales Training has been developed for use with Inside Sales Representatives and Sales Development Representatives as they work to develop cold calls and follow-up on inquiries from marketing programs to generate qualified leads. The call guide serves to define the process to be employed for the development of all inquiries. An Inside Sales Team and Sales Development team can enhance revenues in the following ways: A consistent, methodical, exhaustive approach to lead follow-up will have a direct correlation to the number of qualified opportunities in the pipeline. The faster a response, inquiry or lead is followed up on, the higher the probability that it will convert to a qualified lead and qualified opportunity. Segmenting the sales process into demand creation, sales development and sales allows the best allocation of resource to the task, in terms of expertise and cost. Close deals. ISRs and SDRs initiate the human relationship between a prospect and a vendor. Typically, ISRs and SDRs are the first human touch and that typically occurs through a phone conversation so it is imperative to start this relationship off on the right foot. ISRs and SDRs are a critical feedback loop to demand creation and product marketing to communicate what is working (messaging, programs, competitive, etc.) in the market place. Assuming there is an SFA system in place, the ISR and SDR functions provide critical information to the system to that drive dashboards, KPIs and ROI. Below is the outline for the Call Guide Inside Sales Training: Overview / Value Proposition / Positioning / Business Benefits Product Benefits Key Positioning Points Capabilities, Package Elements, Architecture Frequently Asked Questions (FAQs) Landmines & Common Objections Comparison of Features & Capabilities Competitive Comparison Quick Reference Chart (QRC) Third Party Quotes Call Guide: Intro & Priorities Call Guide: Contact Protocol and Call Intro’s Call Guide: Customer Environment, Pain & Commitment Call Guide: Priority, Timeframe & Closing Download go to market planning templates at http://www.fourquadrant.com/products/

1. Call Guide for Inside Sales Training
This SlideShare presentation includes 5 of the 18 pages
available in the Call Guide for Inside Sales Training.
CLICK HERE TO DOWNLOAD YOUR COPY
1 Confidential Internal

2. Call Guide for Inside Sales
Training
Overview / Value Proposition / Positioning / Business Benefits ………………………………………….2
Product Benefits………………………….……………………………………………………………………….. 3
Key Positioning Points……….…………….……………………………………………………………….…… 4
Capabilities, Package Elements, Architecture………………...………………………….…………….…… 5
Frequently Asked Questions (FAQs)…………...…………………………………….………………..….…6-7
Landmines & Common Objections…….………………………………………...………………………….… 8
Comparison of Features & Capabilities……………..………………………………………………..…….… 9
Competitive Comparison…………….…………………….……………………………………...…………… 10
Quick Reference Chart (QRC)………………………………………...……………………………………..… 11
Third Party Quotes……….…………………………………………………………………..……….……….… 12
Call Guide: Intro & Priorities…………………………………………..……………………………………..…13
Call Guide: Contact Protocol and Call Intro’s …………………………………………………..……….14-15
Call Guide: Customer Environment, Pain & Commitment………………….……………….…….………16
Call Guide: Priority, Timeframe & Closing…………………………………………………………..……17-18
2 Confidential Internal

3. Key Comparison of Features & Capabilities
Features and Your Company Competitor or Alternative
Capabilities
Key Feature or A sentence or two that Accurately summarizing how the
Capability #1 clearly articulates how your competitor’s product or an alternative does
product provides the feature or does not provide the feature or
or capability in question. capability in question. It is important to be
accurate here but it is ok to add an
element of fear, uncertainty and /or doubt.
Key Feature or A sentence or two that Accurately summarizing how the
Capability #2 clearly articulates how your competitor’s product or an alternative does
product provides the feature or does not provide the feature or
or capability in question. capability in question. It is important to be
accurate here but it is ok to add an
element of fear, uncertainty and /or doubt.
Key Feature or A sentence or two that Accurately summarizing how the
Capability #3 clearly articulates how your competitor’s product or an alternative does
product provides the feature or does not provide the feature or
or capability in question. capability in question. It is important to be
accurate here but it is ok to add an
element of fear, uncertainty and /or doubt.
Key Feature or A sentence or two that Accurately summarizing how the
Capability #4 clearly articulates how your competitor’s product or an alternative does
product provides the feature or does not provide the feature or
or capability in question. capability in question. It is important to be
accurate here but it is ok to add an
element of fear, uncertainty and /or doubt.
Key Feature or A sentence or two that Accurately summarizing how the
Capability #5 clearly articulates how your competitor’s product or an alternative does
product provides the feature or does not provide the feature or
or capability in question. capability in question. It is important to be
accurate here but it is ok to add an
element of fear, uncertainty and /or doubt.
3 Confidential Internal

4. Competitive Comparison: Your Product Vs. Competitor
Features and Capabilities Your Competitor’s
Product Product
Feature and Capability #1 Full Support Partial
§ Functionality point #1 ˜ ™
§ Functionality point #2 ˜ ™
§ Functionality point #3 ˜ »
§ Functionality point #4 ˜ ˜
§ Functionality point #5 ˜ ™
§ Functionality point #6 ˜ »
§ Functionality point #7 ˜ ˜
§ Functionality point #8 ˜ ™
§ Functionality point #9 ˜ ˜
§ Functionality point #10 ˜ ™
§ Functionality point #11 ˜ ™
§ Functionality point #12 ˜ ™
§ Functionality point #13 ˜ ™
§ Functionality point #14 ˜ ˜
§ Functionality point #15 ˜ ˜
§ Functionality point #16 ˜ ˜
§ Functionality point #17 ˜ ™
§ Functionality point #18 ˜ ˜
§ Functionality point #19 ˜ Proprietary
§ Functionality point #20 ˜ ™
4 Confidential Internal

5. Quick Reference Chart
Product or Solution Name and tagline
Market Category List the market category
Target Markets List the target market segments
Prospect Profile Provide a brief target account profile
Value Proposition State the value proposition
Key Messages Document the key sales messages to communicate
Customers List the top 3-5 customers per industry
Top Use Cases List the top 3 use cases
1.
2.
3.
Proof Points List the value customers have derived from the deployment of your
product, in a quantitative format
Point 1
Point 2
Point 3
Competitors List the top 3 competitors
1.
2.
3.
Competitive List the top differentiator for the top 3 competitors
Differentiators 1.
2.
3.
Relevant Assets Document the digital assets that are available for prospects (reports, blog
posts, free downloads, trials, white papers, awards, events, etc.)
Third Party Validation Include analyst reports, blog posts, market statistics
Sales Tools List the top 5 sales tools and how to access them
1.
2.
3.
4.
5.
Pricing Provide pricing information that is public facing material
5 Confidential Internal

6. Customer Environment, Pain and Priority
Based on your title and role at (insert the prospects company name), I’m guessing that you might have
some involvement in helping drive (insert market category, business benefit, use case, etc.) – would you
say that’s the case?
If so – please help me understand your involvement.
• Can you tell me a little more about the technology, systems, processes that are in place today around
(insert your market category, business issue or use case)?
• If there is no solution in place, ask why not?
• What providers (consulting or ISVs) are you currently partnered with?
o Wait for their unaided response
o When exhausted, prompt with a list of competitors
• Please elaborate on any dissatisfaction you may have with your current solution?
• By not having a solution to address this challenge/opportunity, what economic consequences is the
company encountering?
o Impact on revenue?
o Impact on expenses?
o Impact of profitability?
o Impact on productivity?
o Impact on customer satisfaction?
o Impact on competitiveness?
• What are the other key initiatives that you are aware of that the company is focused upon?
• In terms of priority, where would you categorize the initiative we are speaking about relative
to all of those that you are aware of today?
• What are some of your competitors doing in (insert your market category, business benefit,
use case, etc.) that you think is innovative?
• What compelling event might drive this initiative?
• What is your planned implementation date?
o 0-3 months
o 4-6 months
o 7-12 months
o >12 months
o no current plans
• Is this a budgeted project?
o Include price point categories that are relevant to your organization.
6 Confidential Internal

7. Call Guide for Inside Sales Training
This SlideShare presentation includes 5 of the 18 pages
available in the Call Guide for Inside Sales Training.
CLICK HERE TO DOWNLOAD YOUR COPY >>
7 Confidential Internal