Inside sales refers to office-based sales, and is responsible for narrowing down prospects with a high probability of closing a deal, and serving as a bridge to field sales (traditional outside-based sales). In recent years, field sales have been perceived as inefficient, and due to changes in customer purchasing processes and information gathering methods, and the expansion of cloud tools such as sales force automation (SFA) and
marketing automation (MA)
, inside sales is attracting attention. .
There are four benefits of introducing inside sales:
1. Improve efficiency of overall sales activities and approach customers at the right time
2. You can focus only on deals that are more likely to close.
3.Even small sales organizations such as small and medium-sized enterprises and venture companies can approach a large number of customers.
4. Breaking away from individualistic sales, information is not biased to one sales person, reducing risks due to changes in sales personnel, etc.
Key points for conducting inside sales
Inside sales involves working in the office and conducting sales activities to prospective customers primarily using telephone, email, and web conferencing systems. By
interviewing
leads who have gone through lead nurturing about their issues and needs, and providing them with appropriate information, it is necessary to increase their prospects and connect them to field sales. To this end, it is important to efficiently collect and manage customer information. Pay attention to the following two points to make inside sales work.
1.Properly record customer information and share it among multiple personnel
2.Clarify the line of work between marketing, inside sales, and field sales.
By using tools such as SFA when sharing customer information, you can visualize sales activities and record and manage business negotiations with new and existing customers. Also, by clarifying the scope of work for each person in charge, efficient handover will be possible.
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