42 Rules for Building a
High Velocity Inside Sales Team

Actionable Guide to
Creating Inside Sales Teams
That Deliver Quantum Results 

by Lori L. Harmon and Debbi S. Funk

Inside sales is the currently the fastest growing sales channel due its cost effective nature. An inside sales representative can handle far more contacts on a daily basis than their field sales counterpart. If you are a “C” level executive with responsibility for delivering revenue, you cannot afford to overlook any rules contained in this fast-paced, yet powerful, book.

“42 Rules for Building a High-Velocity Inside Sales Team: Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Result”s will help you and your team understand:

• The key elements required to build a high-velocity inside sales team that will accelerate your revenue.
• The different types of inside sales teams you can leverage, how and where to staff them, and what types of tools are required for them to operate effectively.
• The importance of a common sales language, consistent processes and clearly defined weekly metrics.

With the popularity of inside sales skyrocketing so is the demand for inside sales talent. Lori L. Harmon and Debbi S. Funk prepare you with the information you need to make smart choices when building a high-velocity inside sales team which includes recognizing the specialized skills required to manage and lead an inside sales team, understanding the skills required of an ideal inside sales rep, and quantifying the cost of a bad hire.

The Lori Harmon Sales Process Portal provides unlimited, “in the cloud” access to all of our digital assets on topics like Lead Generation, Social Media, Leadership, Sales Strategies and more. Have 24/7 on-line access and full search engine capability to compelling articles, presentations, videos and books that inspire, educate and inform on best practices and methodologies. In one place you will have relevant and exciting content that saves you the time of researching it yourself.

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Advance Praise

“42 Rules for Building a High-Velocity Inside Sales Team is one of those rare books that give you actionable strategies, steps, and examples that will help define your approach and, ultimately, the value of your inside sales team. This is a must-read!”
Sally Duby, Head of SMB Sales, Microsoft, Former President Phoneworks

“Lori and Debbi prove that they know how to build a high-velocity inside sales team. They make it clear that building an inside sales team is not a one-size-fits-all process. Although every team has to have some common key elements like tools, systems, and processes, it takes a strategic approach to put it together and build a successful team.”
John Stringer, CEO, Producers Forum, former CEO Wyse Technology

“Inside sales is a category that a few years ago did not exist. Now the hiring of inside sales reps versus outside sales is 10:1. In order to build an inside sales team properly, you need to know how. 42 Rules for Building a High-Velocity Inside Sales Team outlines the process that will enable you to create a competitive differentiator that will deliver revenue and value to your company significantly faster than traditional sales models.”
Lars Leckie, Managing Partner, Hummer Winblad

“At a time when executives face increased pressure to generate more revenue at a lower cost, Lori L. Harmon and Debbi S. Funk show CEOs and sales leaders how to build a cost-effective, highly productive sales model.”
Sally Pera, CEO, Association for Corporate Growth, Silicon Valley Chapter

“Lori and Debbi have written a comprehensive guide for building a high-velocity inside sales team. Until now, this information has never been consolidated into a single, easy-to-read handbook. In about an hour you can find out the key elements required and steps to take to build an effective, productive, fired-up inside sales team.”
Shelley McNary, Senior Director of Inside Sales, Coveo

“Being strategic about how to leverage an inside sales channel has never been so critical. This is a timely book. Lori L. Harmon and Debbi S. Funk understand how to effectively build high-velocity inside sales teams.”
Mark McLaughlin, CEO, Palo Alto Networks

“Inside sales is exploding in growth and the learning curve comes with that. This complex and always changing profession needs direction and that’s why 42 Rules for Building a High-Velocity Inside Sales Team is a perfect guide. Lori L. Harmon and Debbi S. Funk bring their 40+ years of combined knowledge of leadership and subject-matter expertise in developing this book. You are in good hands with their recommendations and my first rule is to READ IT!!!”
Josiane Feigon, President and CEO, TeleSmart Communications

“Companies that excel at growing recurring revenue significantly outperform their competitors. In fact, over the past year, these companies grew revenues 20 percent faster and enjoyed 25 percent higher profit margins than their Fortune 1000 peers. Inside sales is the perfect channel for managing your recurring revenue stream. 42 Rules for Building a High-Velocity Inside Sales Team is the how-to guide for building high performing in-house teams to deliver these outstanding results.”
Christine Heckart, EVP, Strategy, Marketing, People & Systems, ServiceSource

Lori L. Harmon

Lori L. Harmon is the CEO of Quantum Sale, helping companies increase sales through the creation of high-velocity inside sales teams.

Lori has 25+ years of strategic and operational experience in key functional areas including, sales, support, and marketing for some of Silicon Valley’s leading companies. Her expertise lies in building and simplifying organizations, inspiring and developing high performance teams and streamlining operations.

Since 1995 she has been leading inside sales teams starting at Network General growing the revenue from $0 to $50M in two years. Since then she has led inside sales teams at Brio Software, Interwoven and VeriSign.

Debbi S. Funk

Debbi S. Funk is an accomplished career Inside Sales professional.  She has excelled in her positions as an individual contributor and also an effective manager.

As a Sales Development Manager for 6 years at VeriSign, Debbi’s successes included hiring, training and mentoring top talent into the organization.  Her strengths include pipeline development, process improvement, and leading teams to achieve exceptional results.

Debbi is currently the Vice President of Operations for Quantum Sale where she is passionate about the evolving discipline of Social Selling.