You have a massage device company and you want to sell them to companies that you think need them to pamper their employees.
So you invest in educational materials and evangelizing your salespeople about these devices so they are prepared at the time of sale.
So you send your best salesman to one of the companies you're targeting to sell to, and when the first one arrives, it turns out that they already have multiple of these devices or, in fact, they have a person at&t email list who is in charge of giving massages to the employees of the company.
In conclusion, your salesperson wasted a day contacting this company when he could have been investing his time in a company that really needs this product.
This is where Inside Sales comes in to save businesses from this waste of time, money and energy.
We have already mentioned some of them previously, but to reinforce what Inside Sales is and to make sure you have a clear concept before getting into the subject, we leave you with the main characteristics of this methodology below:
Learn about the company's segment and the most notable news about it.
Knowing about the person you are talking to, such as their position in the company in question.
Know everything about the company you are contacting , or at least its main information.
Achieve a consultant position and not a salesperson as such.
Gain experience and gain authority.
Take one step at a time, but have them all very well defined, that is, if you have just made a call and they told you to send another email, it is necessary to have everything planned or scheduled.
Have good alignment between the sales and marketing departments to do the best possible job and achieve the objectives.
What is an Inside Sales Strategy?
An Inside Sales strategy is one that is managed remotely through various means of communication such as phone calls, emails, video conferences, chats and other technological tools.
Inside Sales strategies allow you to save resources, automate tasks through specific tools and streamline the entire sales process.
This methodology involves much lower costs than face-to-face sales and allows for closing deals with a large number of leads without significantly increasing the cost of acquisition per customer.
Applying this business model requires a very well-structured process: the organization must be the flag to not lose any type of information .
Understanding the real needs and behaviors of potential customers requires the joint work of all members of the sales team. Inside Sales departments are usually divided as follows:
Sales Development Representatives (SDRs) are responsible for working with potential customers who have shown interest in your brand based on specific actions (filling out forms, downloading content, CTAs , etc.). They focus on leads that are in the early stages of the sales funnel