Go to Market Planning Templates

Leverage Go to Market Planning Templates that have been proven at G1000 companies and Startups to effective develop and execute go to market plans.

An Image Depicting for the Call Guide for Inside Sales Training
An Image Depicting for the Call Guide for Inside Sales TrainingAn Image Depicting the Call Guide for Inside Sales Training - IntroductionAn Image Depicting the Call Guide for Inside Sales Training - Quiick Reference ChartAn Image Depicting the Call Guide for Inside Sales Training - Competitive ComparisonAn Image Depicting the Call Guide for Inside Sales Training - Features & CapabilitiesAn Image Depicting the Call Guide for Inside Sales Training - Positioning PointsAn Image Depicting the Call Guide for Inside Sales Training - Value Proposition

Call Guide for Inside Sales Training

4.36 out of 5 based on 11 customer ratings
(11 customer reviews)

$249.00

Call Guide for Inside Sales Training

A practical Call Guide for Inside Sales Training to facilitate the conversion of marketing qualified leads to qualified opportunities for Direct Sales Representatives to drive revenue through a managed, repeatable process.

What You Get

  • 18 page Word template (editable).
  • Includes: charts, tables, process, protocol and sample text for a call guide.
  • Download now to standardize and streamline training for SDRs and BDRs.

The processes shared in the Call guide for Inside Sales Training has been tested and proven at Fortune 1000 companies, start-ups and are used in an advanced marketing class taught at the executive MBA level.

Product Description

Pin It

Call Guide for Inside Sales Training

The Call Guide for Inside Sales Training has been developed for use with TeleSales, Telemarketing, Inside Sales Representatives (ISRs) and Sales Development Representatives (SDRs) as they work to develop cold calling scripts and follow-up on inquiries generated from marketing programs to generate qualified leads and closed won deals. The call guide serves to define the process to be employed for the development of all inquiries by providing examples of cold calling scripts, cold calling techniques and the framework of information required to bring a sales development rep up to speed.

A TeleSales, Telemarketing, Inside Sales or Sales Development team can enhance revenues in the following ways:

The Call Guide provides for the development of a consistent, methodical, exhaustive approach (dependent upon a cold calling script, effective cold calling techniques and the information required to be competent on the phone) to lead follow-up that will have a direct correlation to the number of qualified sales opportunities in the pipeline.

The faster the response time to an inquiry or lead, the higher the probability that it will convert to a qualified lead, qualified sales opportunity and customer.

Segmenting the sales process into demand generation, sales development (or telemarketing, telesales, inside sales) and direct sales allows for the best allocation of resource to the task, in terms of expertise and cost.

TeleSales, Telemarketing, Inside Sales or Sales Development Representatives typically initiate the first human interaction between a prospect and a company.  Typically, TeleSales, Telemarketing, Inside Sales or Sales Development Representatives are the first human touch to a prospect and that typically occurs through a phone conversation.  It is imperative to start the relationship off on the right foot, i.e., with a Sales Development rep that is prepared to engage with a prospect, based on what they are interested in, to offer assistance, guidance, insights and access to additional resources, if they meet the qualification criteria.

TeleSales, Telemarketing, Inside Sales or Sales Development Representatives are a critical feedback loop to demand generation and product marketing to communicate what is working (uniques selling proposition, integrated demand generation programs, competitive, etc.) in the market place.  Organizations that incorporate these feedback in the demand creation and demand management processes are those that enjoy above industry average returns on their investments.

The TeleSales, Telemarketing, Inside Sales or Sales Development function provides critical information to the sales and marketing teams through the sales automation system and that information drives dashboards, KPIs and ROI.

Below is the outline for Developing a Call Guide for 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
Pin It
If you enjoyed this post, please consider leaving a comment or subscribing to the RSS feed to have future articles delivered to your feed reader.

11 reviews for Call Guide for Inside Sales Training

  1. 4 out of 5

    :

    The Call Guide Template has so many things in it and they are laid out so well and it mades it really easy for me to update the document with my content. I have a full time job and unless I worked weekends, I would not have had the time to think through all the steps, organize them or make them as readable as they did in their guide. Director, Telesales

  2. 5 out of 5

    :

    This document has all the tables and charts that we use to document what we want are telesales people saying on the phone. It also has great charts and tables to set expectations and manage progress. Telesales Manager

  3. 4 out of 5

    :

    We use to have a lot of turnover in the sales development as the mentality was that of Survivor. We have since changed the training process to incorporate a consistent, methodical approach that each SDR is expected to follow and the results have been positive. Manager, SDRs

  4. 4 out of 5

    :

    The focus for my group is to turn qualified leads into qualified opportunities. One way we have improved is by following the process in the guide to sync with marketing to better understand the market, our company positioning and to be consistent on the product messaging. By utilizing the templates and terminology, the relationship with the lead gen team is petter and our output is better. Tele-qualification Manager

  5. 4 out of 5

    :

    All my SDRs are closers but few had a repeatable process to close each call. The guide lays out a pragmatic approach to close a call and set expectations over a timeline. My reps use this on every call. Director SDRs

  6. 5 out of 5

    :

    The customer, environment, pain and commitment section were hard to complete, but, with this knowledge, a it’s much more infrequent that a BDR loses their composure. The BDRs do not read scripts but they work form a general guideline. By having some understanding of the customer, environment and pain they are able to provide meaningful and relevant content to the conversation. Director, Business Development

  7. 5 out of 5

    :

    One tip we picked up from the guide was to immediately document, post and manage the priorities. Most SDRs have a checklist of what they do but we did not have that prioritized with lead scoring, nor did we have time based events incorporated and that requires each manager to think and plan a little more but it focuses not he right things to do each hour of the day.

  8. 4 out of 5

    :

    The Quick Reference Guide is a great format and one that all the TeleSales Reps keep tapped on their desk. Telesales Manager

  9. 4 out of 5

    :

    The Call Guide is a really practical guid and we use it in our onboard training with SDRs. This is ht done document that has all the information n SDR needs to know about the market, company and product. Director Sales Development

  10. 4 out of 5

    :

    As the BDRs are typically the first human touch to a prospect, we wanted to make sure the first impression was a good one and that if the prospect went to a web page or read some collateral that it looked like it al came format he same company. We used the framework in the call guide and sat down with marketing to ensure we were all singing form the same song sheet. Director, Business Development

  11. 5 out of 5

    :

    Excellent, it took me some time to understand. however, pretty clear now.

Add a review


Leverage Go to Market Planning Templates

Proven at G1000 and Startups to effectively develop and execute go to market plans

Provides a huge head start start to the go to market team

Go to market plans are built in PowerPoint and fully editable


Go to Market Strategy Template

Every company should have a comprehensive go to market plan and process for reaching prospective customers. Key go to market functions such as sales, marketing, product management, development, services and support must be integrated into the go to market plan. In addition, each function in the organization needs to prepare go to market strategies that cascade down from the company’s objectives.

It’s possible to build a powerful, integrated go-to-market process by leveraging a proven go to market strategy template. An effective plan incorporates the go to market strategies which guide operational execution. Also, a go to market plan enables a company to identify the target market and design unique value propositions tailored to both specific customer segments as well as the company’s unique differentiation. Finally, a go to market plan empowers a company to effectively deliver its offering to the marketplace and continually refine that offering based on rich, informative and continuous feedback.

<< Download a Go to Market Strategy Template now >>


Go to Market Strategy – Strategic Account Plan Template

B2B direct sales people can all benefit from a sales strategy template. A sales strategy example is provided in the download that outlines how a B2B direct sales person can research an account and orchestrate resources to effectively sell.

A sales plan example is perfect for B2B direct sales people to populate with all of their account knowledge and the resources available to them within their organization. Creating an integrated and holistic plan will streamline customer acquisition and up-sell opportunities by optimizing a plan to coordinate go to market resources to acquire and upsell customers.

<< Download a Sales Strategy Template now >>


Go to Market Strategy – Foundational Building Blocks

Foundational building blocks via a sound go to market strategy with easy-to-use templates are designed to help a firm bring its offering to market. Go to market strategy templates facilitate the transfer of the offering from development to the market. As well, all of the technology must be translated into go to market messages that can be used to find, attract, engage and convert prospects into customers. All of the templates and worksheets to create compelling sales messages are included in the go to market strategy template.

This go to market template includes examples of models for product lifecycle, market sizing and technology adoption. Also included are examples for the market landscape, use cases, unique selling propositions for personas and unique differentiation is included in this go to market strategy template. Below are details about the various go to market strategy templates.

<< Download the Go to Market Strategy – Foundational Building Blocks now >>


Go to Market Plan – Lead Generation Planning Template

B2B lead generation is often not given the time, attention and resources that it deserves and as a result, go to market strategies fail. This is mainly because the correlation between marketing and sales is frequently not well understood. An effective integrated B2B lead generation plan is part of the sales process which sales and marketing jointly design, develop, execute, track manage and continually improve upon. A B2B lead generation plan that s not grounded in the customer buying process or tied to the sales plan is doomed from the start. Follow the integrated B2B lead generation example in the lead generation planning template to build an effective plan to acquire and retain customers.

<< Download a Lead Generation Planning Template now >>


Go to Market Plan – Lead Management Planning Template

The core to any B2B lead management system is marketing automation and account intelligence. The B2B lead management plan and process has to be developed from the sales person’s perspective and must be created before any lead generation programs are set in motion. Components of an effective B2B lead management plan include: a target account profile, a qualification matrix, lead scoring, lead routing, lead escalation, lead nurturing, lead follow-up, clear terms and definitions, lead hand-off processes and synchronized marketing and sales automation systems.

<< Download a template for a best-in-class Lead Management Process now >>


Go to Market Plan – Investor Presentation Template

The investor presentation template is for those that are raising money for a startup who will need to create an investor presentation (pitch deck, the deck). Unfortunately, some startups are so passionate about what they do that they do not develop an effective pitch deck. The investor presentation is typically left to the end (days before the pitch) and the visual presentation of the story is not on par with the verbal explanation. An ultimate pitch deck for startups includes a small number of slides (10 -15) that need to be very polished in order to make a great first impression. The investor presentation template includes examples on an investor pitch deck. While not all of the investor presentation slide examples need to be used (and the order of the deck will vary, based upon how one tells the story), but the deck facilitates the development and delivery of a winning investor presentation.

<< Download an Investor Pitch Deck now >>


Go to Market Plan – Messaging & Positioning Template

To develop and execute messaging and positioning that is effective, it is important to understand the following definitions. A value proposition is a statement that communicates perceived value form the buyer’s perspective to those in the buying process. Positioning is a concept that places competitors, substitutes and alternatives relative to one another. And, messaging defines the communications that a company develops to highly targeted segments and specific personas within the customer buying process.

Positioning is an integral part of persona-based marketing, especially as the content strategy and messaging is formulated. Messaging is a subset of positioning. It’s the art of defining what will be communicated and how it will be said to the targeted personas. Messaging is the intermediary step between positioning and content creation.

<< Download a Messaging & Positioning Template now >>


Go to Market Plan – Content Marketing Planning Template

Effective B2B content marketing requires the orchestration of content providers, a content calendar, content platforms and specific activities for each piece of content. The best-in-class B2B content marketers create a meaningful and relevant story for each persona in the customer buying process. A successful B2B content marketing plan will focus on identifying with business problems that are real for the audience and business outcomes that create a sense of urgency and need to secure funding.

Leverage this proven content strategy template to build an effective content marketing plan to engage prospects and convert them to customers.

<< Download a Content Marketing Examples and a Content Calendar Template now >>


Go to Market Plan -Call Guide for SDRs & BDRs

This is the ultimate B2B call guide for facilitating follow-up conversations with prospects and qualified leads in order to convert them to qualified sales opportunities.

A B2B call guide framework is much more effective and natural for a sales development (SDR) than a call script. An SDR call guide must be integrated with the B2B lead generation team as this team usually contributes up to 50% of the sales pipeline. As well, the call guide for an SDR has to be consistent with the B2B sales process. This is because qualified sales leads are passed from the SDR to the inside sales rep or field sales rep with the goal of conversion to a qualified sales opportunity. By using the B2B call guide framework one can bring marketing, sales development and sales onto the same page with the same goal.

<< Download a Call Guide for SDRs & BDRs now >>


Go to Market Plan – Social Media Planning Template

Creating a social media plan and the corresponding social media strategy takes time to develop, and not all digital marketers have enough time in the week to build a plan. Because the online landscape constantly changes (platforms and audiences), a dynamic process is required to adapt.

A social media strategy template should specify the desired business goals that social media activity will help meet. The goals should be SMART – specific, measureable, attainable, relevant and time-based. It is useful to document when to act and to have a standard set of dashboards, metrics and KPIs to measure progress.

<< Download a Social Media Strategy Template now >>


Go to Market Plan – Website Proposal Planning Template

In the digital age, a website frequently serves as a business’ or organization’s front entrance through which many prospects and customers will connect. A company’s website should provide a professional on-line experience that will generally enhance the organization’s image and branding, as well as move prospects through the sales process.

This sample website proposal template describes how to pitch an organization to secure funding for a new website or provide a facelift to an existing website. The scope of the website proposal includes business objectives, target audiences, website strategies, UX, website features, enabling processes, success metrics, critical success factors and deliverables.

<< Download a Website Proposal Planning Template now >>