Why inside sales

Anchoring is the natural tendency to give too much weight to assumptions. These assumptions are involuntary. However, effective sellers will make the effort to remain aware of their assumptions.

In doing so, they prevent the error of missing or dismissing valuable information from the customer that might be critical to the sale. Eliciting information from the customer helps customers reveal these assumptions and move past them. With attentiveness, an inside sales rep can glean as much information over the phone and video as they would in a face-to-face meeting. Beware of self-serving motivations and environmental distractions — all of which hinder active listening.

Seek to understand, rather than wait to talk. Customer feedback offers clues to closing. Take time to check with the customer that the solutions discussed meet their challenges. This information is needed at the moment when the seller can react. Moreover, the concept of floating ideas is possible due to feedback.

As technology, budgets, and schedules present greater influence, inside sales are a priority for most businesses. Therefore, excellence in inside sales, the driver of inside sales, is critical to success today.

However, with this approach comes the challenge of establishing value with numerous clients exhibiting different needs. The power of the consultative approach is that it helps sellers apply a consistent methodology to varied customers and ultimately drives more sales. On this page:. Defining Inside Sales Inside sales is an approach to selling where the sales professional interacts with customers and prospects through phone, email, or other mediated means.

The Value of Inside Sales Today, more and more sales organizations are revisiting their inside sales strategies to ensure that they are accessing the full potential of their inside sales teams. Click on the infographic below to learn more about the rise of inside sales. Inside Selling Skills More customer conversations will not move the needle unless the seller can adopt a framework to yield value from each interaction.

Following these inside sales success tips will improve performance. The problem: most other sellers are following this same approach. Inside sales reps are perfectly positioned to contact and qualify more prospects and convert more prospects into customers. As traffic becomes more expensive and competition becomes more intense, you want a sales force with the potential to increase prospect contact by X and boost prospect qualifications by as much as 21X. Inside sales reps have the advantage of keeping more regular business hours.

They have more time for family and outside interests. Make the year you put this perfect mix of digital access, cost savings and customer convenience to work for you. This article originally appeared on 3D2B and has been republished with permission. Find out how to syndicate your content with B2C. Join over , of your peers and receive our weekly newsletter which features the top trends, news and expert analysis to help keep you ahead of the curve. The best of B2C in your inbox every Monday Sign up now.

Toggle navigation Business 2 Community. Twitter Facebook LinkedIn Flipboard 0. Comfortable with Digital Sales Technology Most inside sales reps coming onboard today are part of the digital generation. Even without using dialing technology, inside sales reps can dial more leads, connect with more decision makers and take far more meetings in a single day than outside sales reps.

As a result, inside sales reps are carrying increasingly larger quotas. Key decision makers are quite receptive to doing business remotely. B2B deals can be complex the average B2B deal includes an average of 5. Closing those deals often requires inside sales reps to work in teams, coordinate with managers, marketers and other branches of a business to move leads through the sales cycle.

CRM and sales acceleration technology enable inside sales reps to automatically log pertinent details about accounts. That data can then be leveraged in real-time, supporting superior collaboration. Every year, new sales acceleration tools go to market. By forming a powerful sales technology stack, inside sales teams can gain the ability to send more emails, dial more leads and have more conversations.

A recent study from The Bridge Group found a distinct correlation between the number of conversations that reps have a day and quota attainment. In Steve W. This often necessitates a large remote sales team.

Sales Cycle Complexity — Depending on the complexity of the solution a business is selling and the size of deals, it can influence whether inside sales techniques or field sales techniques will play a dominant role. Complex enterprise solutions that require large up-front capital investments, buy-in from multiple executives and any amount of customization often demand the involvement of field sales reps.

Businesses that sell turn-key cloud-based solutions can often handle sales exclusively through remote channels. So how will sales continue to evolve? While it is too soon to know exactly how the pandemic might permanently change the business landscape, surveys like this one from IBM are showing an increased desire from employees to continue working remotely.

It is fair to speculate that the inside sales model will continue to gain dominance, as improvements in remote work technology intersect with an increasing desire from employees to work remotely. Related Articles. More Case Studies. Julia Flaherty - Article Author. Digital Marketing Specialist, Ledgeview Partners. Share the knowledge!