How to do inside sales?

[ishanijerin1]

The fully inside sales pattern is a pattern in which all sales activities previously carried out by field sales are made non-face-to-face and conducted remotely .

Instead of emphasizing collaboration with field sales, the goal is to completely replace field sales with inside sales.

Specifically, face-to-face business negotiations with customers will now be replaced with communication via the Internet and web conferencing.

In recent years, due to the impact of the COVID-19 pandemic, there is almost no resistance to web conferences, and an increasing number of companies are reluctant to hold face-to-face business meetings, so this method can be said to have emerged as a new form of sales activity.

The fully inside sales pattern is effective when the company has a well-established web marketing system in place, or when the unit price of the product or service is low and the hurdle for closing a deal is low.

It completely overcomes the cost aspect that was previously a weakness of field sales, so if it is successfully implemented, it will have a very high cost-cutting effect.

However, the weaknesses of inside sales remain, so please be aware that this pattern can only be used for a limited number of products.

4. Field sales collaboration and division of labor patterns
Inside sales, a field sales collaboration/division pattern, is a pattern that combines inside sales and field sales to achieve cyclical sales activities .

The main activities of inside sales include risk managers email database acquiring and nurturing leads, listening to customers and making proposals, and once they have led to a business deal, handing the baton over to field sales.

If the deal is concluded, the field sales team will take over, but if the deal is not concluded, the process will return to inside sales, who will conduct further interviews and make a new proposal.

This method is highly effective in both improving conversion rates and reducing costs, as inside sales develop relationships with customers before passing the buck to field sales, allowing field sales to focus on negotiating with customers who have a high conversion rate.

The field sales collaboration and division of labor pattern is that while they collaborate, there is a clear division of labor, with inside sales responsible for lead nurturing and field sales responsible for sales negotiations, allowing each salesperson to focus on their own area of ​​responsibility and carry out sales activities.

Because this pattern involves a lengthy process for lead nurturing, like lead nurturing specialist pattern 2, it is particularly effective for high-priced products where the emphasis is on building relationships with customers.

Furthermore, even for products that require complex explanations, the strengths of inside sales can be demonstrated by having field sales handle the negotiations.

This can be said to be one of the goals when introducing inside sales.