Many B2B businesses prioritize inside sales in today’s advanced digital era. The inside sale was a clear winner and a potential leader for 2021 in the COVID-19 pandemic year, and appreciation goes to its potential for decreasing costs and selling remotely. In addition, most marketers know the basic tactics and strategies for running an inside sales business. From implementing cutting-edge analytics to gauge and boost the teams’ productivity, from offering value-based selling tools ideal for inside sales to improving inside sales customer engagement procedures, they know these things well.
However, there are other variables impacting inside sales and marketing strategies. You can be a grandmaster by upgrading your existing inside sales strategy. Ensure you perform the following three practices to earn more success in inside sales.
- Make remote sales a part of your revenue strategy
After the epidemic and lockdown of 2020, remote work is a permanent fixture. The report says that over 70% of B2B buyers no longer want to meet sales reps in person. Instead, they are interested in remote meetings with them (source). Keeping in mind this data, you must show your team what you stand for if you want them to adapt to a remote inside sales approach.
However, with direction, sales representatives could make a smooth start. As a sales manager, you should support your remote team’s inbound selling techniques. Ensure the staff has the tools to support inbound and remote selling techniques, such as powerful CRM and sales automation tools.
- Close more deals with improved B2B appointment setting
An international trend for B2B appointment settings has been in the digital world with the help of online communication tools like video conferencing. It’s now hassle-free for you and your clients to schedule and attend meetings by making them more convenient. Furthermore, virtual meetings have overcome the geographical barrier by allowing your client to schedule an appointment anywhere, anytime.
A skilled B2B inside salesperson schedules meetings, product demonstrations, and appointments to focus on quality leads. It helps reps save time and effort on leads that need more purchasing authority or are the wrong fit. Additionally, they improve their capacity to lead more pertinent conversations, practice contextual selling, and fix more agreements.
Do most sales reps fail to set qualified meetings with prospects or clients? This may be when you consider improving your B2B appointment-setting model. The final stage of the sales funnel should be attended – the more, the better. So, train your B2B appointment makers to grasp every prospect’s wants and problem areas.
- Never walk back to spend money on training
Although traditional training is essential, it takes sales representatives’ time away from selling. According to statistics, sales reps forget 84% of their sales training within three months. That’s why continuous training is crucial for a company’s overall performance. Therefore, you should invest in ongoing training programs for your sales representatives if you want to enter the ranks of high-growth businesses (source).
Invest in real-time training that tracks and evaluates salespeople using AI (artificial intelligence) and ML (machine learning) to deliver meaningful insights, reminders, sales data, and automation as necessary.
Inside sales are the way of the future, but establishing the most creative, cooperative, and adaptable teams is essential to success. Give your sales reps the direction they require, the inspiration they desire, and the best technological resources and instructions. Then, consider improving these three things to have an efficient inside sales team. Witness the profit graph higher up!
