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Call Guide for Inside Sales TrainingCall Guide for Inside Sales Training – IntroductionCall Guide for Inside Sales Training – Quick Reference ChartCall Guide for Inside Sales Training – Competitive ComparisonCall Guide for Inside Sales Training Features & CapabilitiesCall Guide for Inside Sales Training – Positioning PointsCall Guide for Inside Sales Training Value Proposition

Call Guide for Inside Sales Training

4.3 out of 5 based on 10 customer ratings
(10 customer reviews)


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

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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
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10 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

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