1. What is an Inside Sales?
We cannot begin this article without first knowing the definition of this concept: An Inside Sales salesperson , nothing more and nothing less than a person dedicated to support and commercial management . But with the savings that this represents, since all the processes carried out are carried out electronically.
This professional manages leads electronically , that is, he uses both digital and telephone channels to establish contact and gain a deeper understanding of the needs of the client or company with which he wants to establish commercial purposes.
1.1. Difference with a telemarketing profile
The difference with a telemarketing profile is mainly that in telemarketing turkey email list ompanies the contact is known through a scripted structure with a series of questions common to all types of users and that can be asked by anyone, even if they do not know 100% of the product/service offered and do not have extensive knowledge of the market.
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While Inside Sales seeks deeper information that must be done cleverly, adapting it to the conversation being held to capture the attention of the lead being contacted.
Therefore, it is very important that the person who carries out these actions has a good command of the product and sector to which they refer.
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Although both cases have a very similar purpose, in telemarketing, very large databases with very diverse profiles are usually targeted, and the internal sales professional attends to the leads that have arrived by completing a specific action and have more defined characteristics or interests.
1.2. Characteristics of an Inside Sales
The main function of the person dedicated to Inside Sales is to obtain quality information about the lead, to know their needs in order to adapt the offer in an efficient way. We must keep in mind that it is the link between the Marketing and Sales areas, therefore it must have characteristics common to both profiles such as:
Oratory and rhetoric skills
Social skills
Organization and work methodology
Have a great knowledge of the product offered
Have the capacity to adapt, expand and adjust both the economic offer and the services offered.
Good appearance. In this case, the physical appearance of the person is not as important as the neatness with which the professional presents himself and the process he carries out during the construction of the funnel.
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1.3 Inside Sales vs Outside Sales
The Inside Sales model, due to its characteristics, offers several advantages over the Outside model. Among them, the following stand out:
Greater profitability
Allows for better collaboration
Provides sales teams with tools that increase productivity
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Purchasing processes in B2B companies can be complex. Closing those deals often requires the sales department to work as a team, coordinating with managers and other branches of the company to move potential customers through the sales funnel.
CRMs and platforms like HubSpot allow sales reps to automatically capture pertinent details about accounts. That data can then be leveraged in real-time, allowing for greater collaboration across the sales team and alignment with marketing.
2. What type of companies need the Inside Sales figure?
Below we describe three factors that influence companies to invest in Inside Sales:
Sales organization development stage: Companies in the early stage are more likely to increase their presence in digital environments in order to compete with larger competitors. This often requires a large sales team.
Sales cycle complexity: Depending on the complexity of the solution a company is selling and the size of the deals, this can influence whether inside sales techniques will be given a central role during the process. Complex business solutions that require large capital investments up front, or decision-making by senior management, often make the purchasing process in B2B environments longer.
Management perception of sales model effectiveness: The sales models adopted by companies are often influenced by the perception of decision-makers. Therefore, establishing a good foundation and an effective methodology focused on the digital model is essential to gain the trust of management.