The Future of Inside Sales, To Be or Not to Be? with Lori Harmon, Episode #51 


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As technology continues to make massive leaps and bounds, have you considered the future of your inside sales strategy? How can your sales team stay on the cutting edge by embracing technology like video and AI? On this episode of #SellingWithSocial, you’ll hear from sales and software expert Lori Harmon. Lori is a high-tech sales executive, author of the book “42 Rules for Building a High Velocity Inside Sales Team,” and a sales acceleration expert. Currently, Lori is the Vice President of Global Inside Sales for BlackBerry’s mobile security software division. Prior to Blackberry, Lori was Vice President of Sales at Contrast Security. Prior to Contrast, Lori held a number of executive sales leadership positions at high tech companies such as VeriSign, Melbourne IT, Interwoven, Brio Software, and Network General. Make sure you listen to this episode as Lori shares her wealth of wisdom and experience to help leaders like you remain competitive in the marketplace!

Learn about #AI & the Future of #InsideSales w @LoriHarmon & @M_3Jr #SellingWithSocial Click To Tweet

This podcast is being brought to you by STAR – The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

Lori Harmon

AI and adapting to new technology.

What steps are you taking right now to ensure that your company stays competitive in a rapidly changing marketplace? Have you considered adopting new technology to keep your inside sales team on at the top of their game? On this episode of #SellingWithSocial, Lori and I discuss the use of video in sales, why inside sales teams should be embracing new technology, and what the future may hold with AI and other innovations. Did you know that Harvard Business Review conducted a study that found that companies that use AI have experienced a 50% increase in sales leads? Does that sound like something your sales team would like to get in on? Make sure to listen to this episode to hear more great insights and lessons from Lori!

Why you should leverage the use of video every chance you get.

How has your sales team embraced digital outreach? What steps are you taking to lead the way and utilize video every chance you get? On this episode of #SellingWithSocial, Lori and I talk about how we see video swiftly becoming a key tool for sales teams. Whether it’s through personalized video messages you send to clients, or through the use of video conversations to help your clients connect a face to the person they are doing business with, the use of video is becoming a vital component. So what are you waiting for? Find out how the use of video can put your team ahead of the competition. Learn more by listening to this episode featuring Lori!

Why u should leverage the use of #video every chance u get w @LoriHarmon & @M_3Jr #SellingWithSocial Click To Tweet

How AI can impact the buyer side of the sales equation.

With the rise of new and exciting technology like AI, many wonder if salespeople will soon be replaced with bots. Is that something you are worried about? Will automation and artificial intelligence really eliminate the need of buying from an actual person? On this episode of #SellingWithSocial, Lori describes why she see new technologies as amazing tools that will help inside sales teams do their jobs better but won’t replace them all together. Let’s face it, automation is here and there is not putting the genie back in its bottle. Salespeople don’t need to be afraid of technologies if they learn how to leverage the skillsets that AI and other techs can’t replicate. Lori encourages sales leaders to focus on their abilities like building relationships, adapting to new trends and information, and using their creativity and problem solving to help clients with their unique needs. What else can you learn from Lori’s unique perspective? Find out on this episode!

This podcast is being brought to you by STAR – The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

What inside sales teams should stop doing if they want to succeed.

As a sales leader, you want your sales teams to do everything they can to get an advantage over the competition. If you want your team to stand out, you’ve got to be brave enough to reject the unproductive industry trends that everyone is adopting. One example of these unproductive trends is the practice of sending impersonal emails, voicemails, and other communications. This goes against the “conventional wisdom” in the sales community but if you and your team take the time to make sure that the messages you send to lead and clients are personal and well researched, that will make you stand out from your competitors. Don’t miss this episode of #SellingWithSocial as Lori shares more helpful lessons from her years of experience!

What #InsideSales teams should stop n order 2 #succeed w @LoriHarmon & @M_3Jr #SellingWithSocialClick To Tweet

Outline of This Episode

  • [1:10] I introduce my guest, Lori Harmon.
  • [2:15] Lori give a snapshot of her background.
  • [7:30] Lori shares three of her rules for building a high velocity inside sales team.
  • [9:00] How do you determine if an inside sales model is the right fit for your business?
  • [12:30] What is the role of technology and specifically, video in inside sales?
  • [17:00] Lori talks about AI and its use in inside sales.
  • [25:30] How can using AI help with coaching and sales leadership?
  • [31:00] How will AI impact the buyer side of the equation?
  • [35:00] Can AI help create a personalized experience for sales leaders?
  • [37:30] What do inside sales teams need to stop doing in order to succeed?

Resources Mentioned

Connect with Mario!

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Mario Martinez Jr.

Mario is the CEO and Founder of Vengreso. He spent 85 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce.com documentary film “The Story of Sales” launched in 2018.  He was also named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant.  Mario is the host of the popular The Modern Selling Podcast.

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