March 25, 2022
Inside sales refer to a sales technique where your sales team doesn’t need to travel physically to meet potential sales leads. Instead, the team does all the work from their office. They use a bunch of technological media, including online chat, email, messengers, and phone calls for the purpose. All the sales work is done remotely.
Before you compare inside sales with telemarketing, you must know that the two types of sales strategies are a bit different. Unlike its counterpart, inside sales personnel are highly trained and have industry-specific information.
Employing an inside sales strategy means that your entire sales team is working from their office desks; this saves traveling and other related costs.
Let’s look at some of the amazing benefits of inside sales for your business.
One of the biggest benefits of an inside sales team is that they eliminate the need to travel and meet your customers. This is absolutely huge because the chances of you winning a customer’s business over a competitor decline significantly once you leave your office.
And for each additional visit or demo, your prospect is more likely to select another vendor. That's why most sales reps fail to convert on their first visit, and only a small percentage of cold leads turn into customers. But with inside sales, you can get in touch with more prospects faster, more frequently, and more conveniently.
Inside sales not only allows you to close deals faster but also allows you to reduce the average length of your customer acquisition cycle from six months to a matter of days or weeks. That's because most prospects buy only after hearing about a product from multiple sources, which means you need to reach as many potential customers as possible frequently throughout the entire buying process.
Inside sales also help you improve your quality of leads. In fact, most major companies today use inside sales to get to their potential client base, which means their sales reps spend a lot of time researching and understanding their prospects' needs and requirements. This way, the sales team can present solutions that match actual business problems. And this also means more qualified leads from inside sales, which translates into higher conversion rates at the end of the day.
Since inside sales teams can shorten the sales cycle significantly because they eliminate unnecessary travel and demos that make up a huge chunk of expenses for business, it hugely helps in increasing gross margins. So it’s highly likely that your business is missing out on higher profits with an outside sales approach, which is not only a waste of time and money but also very inefficient in today’s day and age where lead management is becoming more challenging.
Inside sales also lead to higher productivity and improved productivity ratio. They allow you to spend much more time managing your rep channels, such as calls, email marketing, direct mail, and social media strategy. This means you'll be able to focus on more strategic activities in your business, which will lead to higher levels of profitability.
Another benefit of using inside sales is that it helps you improve your sales management capabilities. The idea behind this is simple: If you’re an inside sales rep in a very busy business, your supervisor expects that you can balance your time between calling on and closing deals and other activities.
For any company looking for a true competitive advantage in today’s highly competitive market, having an inside sales team will be key because it allows you to expand your market reach and presence by leveraging the contact management provided by the same.
With inside sales, you’ll be able to manage your sales team much more easily. Even when you’re not in the office, you can always keep an eye on your reps and adjust their performance accordingly. This way, you don’t need to hire a large number of sales reps and spend a lot of time training them so that they are prepared for the job. Instead, by taking an inside sales approach, you can manage a much smaller team with fewer resources in a more effective manner and thus improve their productivity consistently.
Inside sales also help increase productivity for your internal marketing, finance, and other departmental sales reps. The reason for that is that the need to travel to physically meet with customers will be eliminated from their sales cycle, which will give them more time to focus on strategic tasks. That’s when they can spend more time on executive introductions and developing longer-term relationships with people in your business.
If you’re looking for inside sales consulting, we can help you. TLM is one of the leading b2b lead generation consulting companies. Our experts are highly trained professionals in inside sales strategies. Over the last few years, our team has helped dozens of growing startups implement productive inside sales techniques and helped them build effective sales teams well-versed in sales strategies. Our clients belong to a diverse set of industries and are located all around the world.
Our expert inside sales consultant first understands the dynamics of your organization and estimates its sales potential by thoroughly studying your target market. Then the consultant devises a comprehensive and detailed inside sales process and strategy that accurately address your business needs and sets you on the path to unmatched campaign ROI.
Our designated consultants do the following for you:
Our team also offers lead generation for IT companies, B2B lead generation, sales consulting services, and much more. Contact us today to learn more about our services!