The model of inside sales it relies on technology to become more and more popular among companies. Depending on the segment, this is the only model currently used because it is a much cheaper alternative to the traditional ones. This is because it occurs within companies and is supported by phone calls, emails, video conferencing, chat applications, among others. But, wait a minute. Selling over the phone I know what it is. That’s … telemarketing! In fact, both are confused in some aspects, as the negotiation takes place at a distance. But the truth is that their similarities end there. And it is important that you have this clear if you think about applying inside sales to your business. In this post, we will talk about what are called “internal sales”, in that it differs from the traditional method that we mentioned above. More than that, how it is applied on a daily basis and how companies can adopt this model. Good reading! READ TOO: How to be a good salesperson? The disciplined are above average, you know?
So, what is inside sales?
It is nothing new to sell over the phone, and you know it very well. You, as well as me and as probably anyone has already been approached, via call, to offer a product or service that you possibly didn’t even have an interest in. But this is not inside sales. It is about remote sales, without having a physical presence with the prospect. However, inside sales, it only occurs if the potential customer shows, in some way, a previous interest in buying. It opposes the field sales model, the professional who went out into the field. It is that classic salesman who knocked door to door visiting customers and showing the product the company sells. And then, you can already think of the cost of the hour of the professional and, in case of not closing sales, how expensive it is. Inside sales cannot be seen as a trend anymore. This is because in some segments – such as SaaS, for example – this method is already fully consolidated. His goal is, in general, to build customer loyalty and make him an evangelizer of the brand – when he defends the company and indicates it to other customers.
How it works?
To understand how inside sales works in practice, let’s take a practical example. Let’s say a salesperson has an appointment with a manager to demonstrate how the software the company is selling works – yes, we are talking about B2B sales. If the method is not inside sales, what would happen? The seller would have to travel to the prospect’s company (at the time and date he can, after all he has other demos to do). He would also have to show how the tool works and clarify doubts at that time. But, if the person is unfamiliar with technology, how much time will be spent? And if the sale does not take place, how big is the loss? Inside sales, the potential customer is identified and the pre-sales team makes a qualifying call. The aim is to know the level of interest about the service and also the level of understanding about it. If the conversation evolves, then an agenda (at the time that is best for this customer) will be scheduled and a video call will take place to demonstrate the platform. Did any questions arise in the prospect about the use? You can pull content and immediately send it. But what if the questioning is technical? Well, then you can call someone from the area to join the call and quickly clarify any points. As soon as the conversation is over, the salesperson sends an email thanking him for the time spent and remains at the disposal of the potential customer to evolve into a proposal and consequently the closing.
The advantages of implementing internal sales
We have already mentioned some of the advantages of this model and you must have realized that cost reduction is the main one, isn’t it? With the salesperson working internally, many more prospecting, qualifying and closing calls can occur. That is very clear to you, correct? However, this benefit triggers many others. Here are some advantages for you who are thinking of adopting the model of inside sales in your business. Check out the benefits of inside sales:
One of the clearest advantages of implementing internal sales is the reduction in CAC, the Cost of Customer Acquisition. This refers to how much was spent, throughout the operation, for a person to make the purchase. When the seller is an intern, there are no travel costs such as travel, gas, meals, among others. All of this goes into the CAC account and, if the visited customer does not buy, the cost is even higher for the period of a week or a month.
Higher productivity of the commercial team
Again we come to the issue of displacement. In big cities, it is impossible to escape traffic jam. And how can professionals produce if they are stopped in traffic, towards a customer who may not even buy? Inside sales productivity, however, will not depend on any “third party”. It is only up to the sales team to make as many calls, trigger emails and presentations as possible in a working day. The quality of the sale also increases. Without the stress of going back and forth, and with all the structure that the sales routine within the company offers, the salesperson can approach prospects more calmly. You can easily organize and adapt the speech to the needs of each client. That’s the benefit: working better and having more persuasive power. Separating hours to prospect, to qualify, to carry out the follow up, to sell and to guarantee the success of the client are also easier to be done.
Organized sales funnel
It is only possible to increase the productivity of the sales team when you have sales control. This is only possible with the organized sales funnel. But how do you do that while away from the company all day? Inside sales there is (or at least there should be) a structured sales process. There are steps that need to be followed. They ensure that each contact with the customer generates value for him, educating him a little more and preparing him for the moment of purchase. And then the customer’s success will be assured. This is also essential so that sales metrics can be monitored and, in feedback meetings, possible defects can be corrected together with the entire commercial sector.
The consequence of the item above is the predictability of sales. Through a constant number of contacts made and open opportunities it will be possible to measure how much it is expected for each company to earn in sales monthly. This is essential for the security of any business. From there, the strategies for lead generation need to be able to meet the needs of the sales team. Don’t forget, of course, to qualify them. Decision making will be much more assertive. Knowing when it is expected to enter your company every month, it is possible to have the security to invest in a certain area, hire professionals or, reallocate funds and / or people.
Standardization of sales
Another factor that inside sales brings is the standardization of sales. This is not a closed script and should be followed blindly by salespeople. It is, yes, work on the mission, vision and values of each business. To show the customer not only what the company sells but what it is. It is a standard sales pitch, but not closed. And for this to happen in the best possible way, inside sales needs to rely on the sales playbook. This document will contain requirements that must be fulfilled by the sellers when they are in contact with the customer. Closing triggers, objection outline, email templates … anyway. All the best practices need to be there. Only with the internal sales model can it be consulted. You don’t imagine this happening in field sales, do you?
The application of the inside sales model
But, how then to sell internally in companies? That may be the question you are asking at this point, especially after reading the benefits that inside sales brings to organizations. For this, it is necessary to structure: Initially, invest in headsets for sellers. They need to make notes at the same time as they call. So you both need to have your free hand and not have to lean over, holding the phone against your shoulder, right? Then, hire a sales system like an Online CRM to take control of the business process and organize the sales funnel. Do not forget, of course, to physically structure the place. Adequate workstations, quality internet, new computers and videoconferencing tools – most are free. Finally, do not neglect 3 important points:
1 – Produce quality content
Inside sales work is largely supported by inbound marketing strategies. You need to attract potential customers with quality content. Let your creativity flow. The most common forms are texts on a blog, eBook, infographics, webinars, among others. Attract people by giving them things that make sense. Gaining her trust she will feel more secure to give her contact and, later, buy from you.
2 – Invest in training – a lot of training
Training, training and more training. The model of inside sales depends and a lot of constant improvement on the part of all involved. This part can be assigned to a sales consultant, for example. Coaching and agile methods are also good ways to extract the best from each salesperson, as well as accelerate knowledge and sharing within the area.
3 – Give time to time
It is not overnight that this model will succeed in the company. As we said above, the improvement of processes needs to be constant. There needs to be discipline from the sales team in completing the CRM. It is through the data entered there that it is possible to identify which opportunities are open and at what level they are. Only then will it be possible to have complete reports on what each salesperson did and how the work was performed. And from there have insights to make the work in the inside sales of your business even more effective. So, how can we help you? If you have any questions about the text, or want to understand what the role of CRM is in your internal sales strategy, speak to a consultant today. Enjoy and read two articles that will help you in your day-to-day business. The first talks about how to create a healthy sales routine in companies. The second covers how to set realistic goals and objectives for any business. Good sales! A hug from PipeRun, your CRM. #RunPipeRun