Amy Appleyard is the Global SVP of Inside Sales at Carbon Black Inc. She is an experienced and strategic sales leader with demonstrated success in overseeing cross-functional teams to improve customer experience, drive sales and increase retention in both distributions as well as SaaS-based sales organizations.

In this interview with Amy, we talk to her about:

• The pros and cons of inside sales

• Common mistakes to avoid in inside sales

• How to identify the prospect’s primary motivation

• Tips for a good discovery call

• How to avoid overselling and when to walk away from a deal

• Recommended sales flow for inside sales reps