With 92% of all customer interactions happening over the phone, the importance of inside sales is at an all-time high (Salesforce). Inside sales is an invaluable tool for any business, allowing them to sell more efficiently and scale rapidly (Click here to learn more about the benefits of inside sales). However, it is important to remember that inside sales is just that, a tool. Like any tool, it's only as useful as the knowledge of the person wielding it. That's why we've put together a guide to help you develop a successful inside sales strategy.
Whether over the phone, social media, or some other digital medium, inside sales is a way of handling sales remotely. It allows your sales reps to sell inside the office, hence the term inside sales. (Inside vs. Outside Sales: What's the Difference?)
When you’re hiring your team, look to hire sales representatives who are skilled, motivated, and passionate about your product or service. These are the people who are going to be on the front line interacting with customers. If you build a strong team early, you will be more successful and avoid many employee headaches.
This is obvious, but your reps need to know the product/service inside and out. The more knowledgeable and experienced your employees are, the better equipped they will be to overcome objections and solve customers’ problems. Continuously educate yourself and your team on the latest industry trends and best practices and incorporate this knowledge into your sales strategy. This will help you stay ahead of the competition and continue to drive growth and profitability.
Understanding who your target customer is will help you tailor your sales approach to their needs. Once you determine who the customer/decision maker is, you can then ask: What are their communication preferences? What are their pain points? How can you best show the value you can bring? Answering these questions will allow you to understand whom you are selling to, allowing you to be better prepared and sell more efficiently.
Technology and inside sales go hand and hand, use that to your advantage. Use data analytics to identify patterns and trends in your sales process, letting you optimize your approach. Technology like CRM platforms and speech analytics allow you to manage leads and streamline your sales process.
It takes an average of 8 touches to get an initial meeting with a new prospect (Rain Group). Having a plan to follow up, whether you made contact or not, is essential to long-term success. It helps to build relationships with potential customers, keeps your product or service top of mind, and allows you to address any questions or concerns they may have. It also shows your commitment to providing excellent customer service and can increase your chances of closing a sale. Without consistent follow-up, you risk losing potential customers to competitors who are more proactive in their approach.
In today's sales landscape, a cookie-cutter sales script is no longer enough. To truly succeed, it is crucial to customize your pitch and solutions to each customer. Take the time to research and understand the most effective way to communicate with each unique individual to achieve the best results.
Inside sales is only as good as the strategy behind it. To be successful in inside sales, you need to build a strong sales team, become an expert, develop a customer profile, leverage data analytics, and have a follow-up plan to address customers’ concerns. With these strategies, you can increase efficiency, scale rapidly, and succeed in the inside sales landscape.