Sales are a highly competitive domain in the marketing space. Every salesperson has a high appetite to take a risk and wants to target their leads in a quick time. In such a fast-paced and competitive world, getting leads through outside sales may result in slow returns for your business. As a result, it’s time to experiment with inside sales and broaden your marketing plan to quickly reach your desired business goals. However, before you try inside sales, you must first understand what inside sales are.
What Exactly Does The Term “Inside Sales” Mean?
The sales industry has expanded in today’s world by branching into various forms. However, they first began in the form of outside sales, when the vendor would offer his products in front of fresh customers every day. But, as technology advanced and new industries hit the market, the concept of sales came up with a new type of selling called “Inside sales.”
Inside sales are the same as any other type of sales. What distinguishes it is that its selling procedure is carried out remotely. These sales arose as telesales, with telephones being the primary method used by reps. The sales reps used to handle most of the discussions over the phone and meet in person at some point to give a walkthrough or whenever the client wished to set things straight.
From telephones to present tools like social media, CRM, and web conferencing, technology is continually gaining traction, and as a response, inside sales are rising faster than outside sales.
Inside sales have allowed any salesperson to conclude their sales deals at any location. A sales professional can contact customers daily, nurture them, and ask them to buy their stuff through email. Through inside sales solutions like CRM and sales platforms, the marketing team can meet their hands with desired leads. The latest user-friendly and cost-effective inside sales tools and platforms have simplified sales jobs.
Leveraging this inside sale might gain a competitive edge in a challenging market. As this is a remote sale, you will be able to showcase your product to a broad range of audiences. This sales process cuts down all your travel expenses on your marketing tour and saves your precious time squandered on travel.
What Do Inside Sales Entail?
Inside sales reps work in an office together, which makes their job different from the face-to-face model pursued by outside sellers at clients’ business locations.
The inside sales department is divided into sales and business development reps. Sales development reps are in charge of pursuing warmer leads that could later grow into clients. Warm leads are people who have demonstrated an interest in your product by taking certain activities on your website.
First, the sales development reps begin capitalizing on their warm leads’ interest by delivering them a message via phone calls or emails. Next, they move their prospects into the sales pipeline by logging their information into a CRM platform. Now, a more senior-level person, such as an account executive, takes hold and begins closing deals for those prospects who have exhibited an interest in the product.
Sales development reps are tasked with pursuing warm leads. But what about business development representatives? What is their purpose? These reps take a colder approach and concentrate on higher-end commercial and business opportunities. When a lead is the best fit, its detail is passed to an account executive.
Sales and business development representatives do not close deals with every customer they meet. Instead, they serve as a stepping stone for the sales process by introducing both warm and cold leads to their account executives. These executives later use the information gathered by sales and business representatives to assist customers further.
As you can see, a lot goes into making inside sales work. It’s not just about picking up the phone and dialing for dollars (although sometimes it feels like that). There is a lot of prep work that goes into each call, as well as post-call follow-up. By understanding what goes into an effective inside sales process, you can create a strategy that works for your business and start seeing those sales numbers increase.