Inside Sales is a strategy in which your agents use tech tools to move leads through the sales funnel remotely. Inside Sales representatives can combine technologies such as phone calls, email, screen sharing, video conferencing, CRM, among others; to close deals.
This may seem similar to telemarketing sales, but the truth is that unlike that sales model born in the 50s, Inside Sales agents must be highly skilled and have an in-depth knowledge of the products and services they offer. They do not necessarily depend on sales call scripts, they should be able to have complex conversations with prospects, successfully resolve all their doubts, and handle a bi-directional communication scheme where the customer can contact the vendor at any time.
Leading virtual phone systems can now facilitate the integration with CRM software, chat, email, collaboration and marketing tools into a single platform. Resulting in simplified processes for Inside Sales teams, who can use the platform to contact all potential leads more efficiently. They can also take advantage of the rising trend of online shopping, to generate sales without the costs of traditional prospect visits and demonstrations.
Salespeople widely use this sales model in SaaS, B2B, tech, and even in some B2C models that offer high priced products or services, and where sales cycles are short. Perhaps you have a few similar processes in your company already, but here we’ll share the most important elements that an Inside Sales process should have, so you can apply them to get better results.
Key elements of an Inside Sales process
These are some important components for a good sales strategy:
Highly trained salespeople
An Inside Sales rep must be able to resolve as many questions and situations as possible, without requiring other team members. You must adequately train every agent and ensure they get a great understanding about your products or services and also ensure that they have excellent communication skills; these abilities allow them not only to make adequate presentations but to carry out demonstrations and negotiations effectively. They should also handle all communication channels correctly and strategically; combine phone calls, emails, and chat and use other business software.
A marketing team committed to capturing good leads
Your highly qualified salespeople should not waste their time looking for whom to call, so you should have a marketing team focused on getting new leads, qualify them and pass them on to the Inside Sales team. Every acquired sales lead must have the necessary information, so your Inside Sales team can make an appropriate first contact and guide them properly through your sales funnel. The marketing team can rely heavily on your CRM and integrate it with lead capture solutions such as forms, simulators, demo videos, downloads, e-books, among others. They can also use strategies such as content marketing and lead nurturing. Marketing teams must attract and qualify a significant volume of leads, and offline and online marketing campaigns are powerful tools to get a good amount of potential customers.
Transparent pricing model
Your pricing strategy must be well-defined, and it should be easy to explain to potential customers. Depending on your business model, you can rely on resources such as price simulators on your website, or other tools that allow your visitors to estimate by themselves what your product or service might cost. Clear pricing tables work as a first filter of leads; whoever contacts you, has an approximate value of what it would cost to do business with you. If prospects understand your prices, the negotiation could start in an ideal stage for the Inside Sales representatives, who can make calls and dedicate themselves to learn more about the customer, and to explain how your value proposition can help him.
Good technological tools
Your marketing and sales teams must have tech solutions that help them be more productive, and set an adequate workflow to ensure the acquired leads go through the sales funnel efficiently and without friction. Virtual phone systems become an ideal tool for phone calls, since among its many features you can find the capacity to integrate with your business software. Your salespeople can even call prospects with a single click without leaving your CRM, and cloud CRM solutions also allow you to connect to email and chat services, that way the sales process can be carried out from a single platform, reducing manual processes and increasing the number of sales that an Inside Sales agent can handle simultaneously.
The right tech tools can help you to act faster, and you can't waste time before the first contact with a new lead, in the Inside Sales process, as you take more time between detecting potential customers and contacting them, you reduce the chance of making a sale. Keeping in touch with prospects is very important too, since even good leads can convert past the third follow-up call.
Inside Sales, although it may require highly skilled agents, takes advantage of current trends in remote sales and Internet shopping, at a time when most decision-makers can be more available for virtual meetings rather than face-to-face visits. Keep in mind that you will still have to visit customers in some cases, especially for big sales, so a hybrid model between Inside Sales and outside sales is ideal.
Use Toky's virtual phone system to contact your best leads and increase the productivity of your Inside Sales team. Setup your call center in a few minutes and call customers without leaving your CRM. Try Toky for free.