Communication channels. Inside Sales representatives use different communication channels, such as phone calls or emails, which contribute to and strengthen virtual contact with potential customers.
In Outside Sales, however, the main channel is the personal visit; the rest of the means are used, for example, in the case of needing to send some type of presentation or file.
Training of representatives. Inside Sales representatives must be trained to guide customers through the sales process and help them find the product or service that meets their true needs. They must demonstrate great knowledge about the product they offer and manage to establish relationships of trust with prospects .
In Outside Sales, these concerns are less and the focus is exclusively on making the sale.
Time invested. This is the main difference between the two models: external sales require a much greater investment of time as they involve travel and face-to-face meetings.
Expenses. The substantial difference is not only the amount of money invested, but the return that this investment generates. In external sales, there are expenses for travel and transportation. In Inside Sales, costs are significantly reduced and you can use these resources in automation tools to streamline various processes.
Productivity. Outside sales no longer generate the productivity it once did: an outside sales representative manages to get fewer leads than an inside sales representative in the course of a single day. With Inside Sales, it is possible to increase the volume of leads and increase the conversion rate significantly.
46% of high-growth tech companies are working through Inside Sales (vs. 21% using Outside Sales). (Heinz Marketing)
Requirements to be an Inside Sales Seller
If you have a business model in which you have used a traditional sales process for a long time and Inside Sales has convinced you that it is a better option for your company, you need to start counting on quality professionals.
While it is true that it is necessary to train your salespeople, there are certain characteristics that they should have, per se , for the sales strategy to be a complete success, so we present them to you below:
Curiosity
Someone who is curious enough to ask questions that lead to other at&t email list questions is essential to understanding the real needs of leads.
However, these consecutive questions must be coherent and pursue an objective, but the truth is that one must have the ability to ask accurate questions.
A product or service will be presented as part of the solution to a problem, yes. But to know that, to understand the real need or problem, it is extremely essential to know how to listen.
While speaking and public speaking skills are important, listening skills are important for taking the next steps and closing the sale.
Time management
Since with Inside Sales the issue of travel, loss of time or traffic to get to a company is no longer a problem, it is essential that an excellent salesperson organizes his time in terms of:
Knowing at what point in the sales process the leads are positioned .
Separate the emails that need to be read and those that need to be answered.
Set time limits for meetings and stick to them.
Good tone of voice
To make your client feel as comfortable as possible, it is essential, in addition to asking the right questions, to have the right tone of voice to create that harmony.