Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.

Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022

Read the Guide Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.
Learning Center
Learning Center
Close
The IMPACT Learning Center

Free resources to help you master inbound marketing and They Ask, You Answer

Access the Learning Center

Access the Learning Center

Access the Learning Center
learning_center_grey__What is They Ask, You Answer-v2-black

What is They Ask, You Answer?

What is <span>They Ask, You Answer?</span>
Articles, Podcasts, & Updates

Articles, Podcasts, & Updates

Articles, Podcasts, <span>& Updates</span>
learning_center_grey__Free Courses and Certifications.svg

Free Courses & Certifications

Free Courses & <span>Certifications</span>
On-Demand Keynotes & Sessions

On-Demand Keynotes & Sessions

On-Demand <span>Keynotes & Sessions</span>
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close
Navigation_8_2021_taya

They Ask, You Answer Coaching & Training

They Ask, You Answer Coaching & Training
They Ask, You Answer Workshop

They Ask, You Answer Workshop

They Ask, You Answer Workshop
Navigation_8_2021_workshop

Inbound Marketing Services

Inbound Marketing Services
Navigation_8_2021_website design - monitor

Website Design & Development

Website Design & Development
Navigation_8_2021_hubspot implementation

HubSpot Training & Implementation

HubSpot Training & Implementation
Navigation_8_2021_virtual selling

Virtual Sales
Training

Virtual Sales <br>Training
Navigation_8_2021_swell - paid ads

Paid Search & Social Services

Paid Search & Social Services
Become a Certified Coach
Become a Certified Coach
Close
Close
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022
Read the Guide
The Ultimate Inbound Marketing Strategy Playbook 2022
Free Inbound Marketing Playbook
View The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

Scale Your Sales Team By Design, Not By Chance

By Kyle Bento

Kyle Bento also recommends this free guide: The Ultimate Inbound Marketing Strategy Playbook 2022.

Scale Your Sales Team By Design, Not By Chance Blog Feature

Scale-Your-Sales-Team-by-Design-not-by-Chance

So, here’s the problem:  Inside sales teams with high turn-over are tasked to go after CxO’s with stiff targets, so they turn to hacking and scripting.  Within the sales organization, process, and training are afterthoughts.  This often results in scaling by chance, not by design.

In the Prezi below, Jacco van der Kooij does an incredible job of presenting this common problem in the environment of quickly scaling organizations and how to resolve it.  

Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022

 

Here is my executive summary:

What if everyone on your sales team understood your customer problem and understood how you solved it?  What if your sales team loved your solution, immersed themselves in your market, and developed a vision for a better tomorrow?

How do you fill the gap between reality and “ideality?”  You need a process, you need tools, you need content, you need training, and you need to be agile.  But how do you get these things?  

You make a process consisting of best practices.  Each series contains best practices broken into simple tasks.  The key is to enable everyone across your organization to act as one.  The market moves too fast to take a siloed approach.

You add tools to these processes.  Build your sales teams a tool stack, and enable your sales team with them.  The tools allow them to do their job better - they act as a force multiplier.

You add content to these processes.  Content provides valuable insight on how to solve a client's problem. Use this content in context when you reach out.  Use it to advance the sale.

Create a playbook.  Train your sales team on these processes.  Step one, “visualize” the concept. Step two, provide a checklist. Step three, highlight best practices.

Don’t overwhelm your team by giving them everything at once. As their performance increases, increase the availability of processes, tools, and content to them.

“Make how you sell as important as what you sell and the way you sell will become your unique selling point.”

-Jacco van der Kooij

The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

Topics:

Inbound Sales
Published on December 23, 2015

Recent Articles

The 5 Most Critical Inbound Sales Strategies Every Team Must Adopt
December 28, 2021 • 7 min read
What Is a Revenue Team? (Definition + Video)
December 16, 2021 • 9 min read
5 Real-Life Examples of Assignment Selling In Action
December 13, 2021 • 9 min read
Sales Enablement Checklist: 5 Questions Marketing Teams Should Regularly Ask Sales Teams
November 30, 2021 • 5 min read
Virtual Sales: How To Improve Sales Performance in a Virtual World
November 15, 2021 • 8 min read
How To Improve Your Sales Process
November 8, 2021 • 9 min read
What is the Value of a Digital Marketing Consultant?
November 4, 2021 • 6 min read
What is Assignment Selling? (Using Content to Close Deals Faster)
November 2, 2021 • 5 min read
HubSpot Sales Hub: 18 Things Every Sales Rep Should Know How to Do (+ Videos)
October 28, 2021 • 5 min read
How to Get Sales Reps to Use the HubSpot CRM
October 18, 2021 • 4 min read
How to Master the Art of Using Content in the Sales Process
October 12, 2021 • 10 min read
How to Know When You’ve Outgrown HubSpot Sales Hub Starter
September 23, 2021 • 4 min read
Sales and Marketing Alignment: How To Shorten Your Sales Cycle
September 17, 2021 • 8 min read
The Best Sales Enablement Tools for Your Team in 2021
August 30, 2021 • 11 min read
Your Buyers Want to Control the Sales Process; Here’s How to Let Them
July 28, 2021 • 6 min read
HubSpot CRM review (updated for 2021)
July 27, 2021 • 8 min read
5 HubSpot Sales Hub Tips for Assignment Selling
July 23, 2021 • 7 min read
How to Add Video to the Sales Process
July 20, 2021 • 6 min read
Get your sales team using your CRM platform in 5 easy steps
July 13, 2021 • 6 min read
9 marketing objective examples to guide your next digital strategy meeting (+ one bonus)
June 30, 2021 • 6 min read
How to Use Video for Sales (5 Easy Tips)
June 8, 2021 • 6 min read
Lead nurturing strategies, ft. Rich Quarles of glassCanopy (Inbound Success, Ep. 198)
June 7, 2021 • 24 min read
What is the Content Marketing Funnel and How Does It Work?
June 2, 2021 • 10 min read
What is Lead Nurturing?
May 28, 2021 • 9 min read
Sales and Marketing Friction is Hurting Your Bottom Line – Here’s What to Do About It
May 27, 2021 • 6 min read