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10/11/2019

048 Inside Sales 101

Presenter: Paul Reilly

Date: Wednesday, March 11, 2020

Time: 8:00-11:30 am

Level of Complexity:
Foundational

Course Description:  Although selling principles are similar, there are tactical differences between outside and inside sales. These tactical differences create unique challenges and opportunities. This course provides a framework for training and developing the inside sales team. When your inside sales team applies these tactics, they will proactively serve customers and sell more effectively. Leveraging the strengths of your inside sales team will lead to greater customer loyalty and profitability.  Participants will be invited to a post-UID webinar.

Learning Objectives:

  • Define a basic sales process for the inside selling environment and develop a profile for the ideal inside sales opportunity
  • Describe their Unique Selling Proposition (USP) and three key differentiators
  • Explain three ways to proactively serve customers and identify cross-selling opportunities with existing customers
  • Plan the sale call based on the type of customer and key objectives

Paul Reilly

aeaPaul is the owner and president of Tom Reilly Training. He began his sales career at the age of 16 in St. Louis, MO. He has sold car washes, painting services, jewelry, propane, construction tools and fasteners, and medical equipment. Paul has over fifteen years of business-to-business sales experience. For six of those years, he sold tools and fasteners for the Hilti organization. Paul joined the Hilti Master’s club in 2010 and was recognized in 2011 with Hilti’s three million dollar sales club. Paul Reilly is a salesperson at heart.

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The Little Black Book of Strategic Planning for Distributors

Brent Grover

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Brent Grover’s latest book on the wholesale distribution industry, The Little Black Book of Strategic Planning for Distributors, is published by Modern Distribution Management. This is a concise book covering the critical pieces of creating a strategic plan for a wholesale distribution company including case studies, exhibits and end-of-chapter questions for your management team. 

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