In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights into building strong partnerships between inside and outside sales teams, they explore methods to manage change, align goals, and foster a culture of continuous improvement. From overcoming objections to nurturing talent, they discuss the qualities that set apart good sellers from great ones, offering valuable advice for both aspiring and seasoned sales professionals.

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Time Stamps:

[02:25] - Challenges faced when building and scaling an Inside Sales model including under investing in key areas.

[07:10] - Managing the change when developing a new inside sales team.

[09:30] - Which CRM is preferred and a discussion on how to approach data hygiene. 

[12:43] - How leaders should approach managing the dynamics between inside and outside salespeople including strategies for improving the teaming element.

[19:54] - Brooke expands on the “any reply can be a good reply mindset” which leads to a discussion on handling objections.

[26:38] - What separates good salespeople from great salespeople.

[29:12] - The common trait amongst the reps who are promoted from inside sales to outside sales.

Connect with Brooke:

Brooke’s LinkedIn Page: https://www.linkedin.com/in/brooke-lafleur-0a508132/

Connect with Derrick:

Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/

Follow Derrick on Instagram @derrickis3linksales

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw