Inside Sales is an inside sales model, where the seller negotiates with the buyer at a distance, through calls, emails and video calls.

Thus, Inside Sales allows companies (mainly B2B) to optimize the productivity of sales teams and reduce operating costs.

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According to a study by Harvard Business Review, inside sales can reduce the cost of sales by 40% to 90% and still increase the company's revenue.

However, to adopt an Inside Sales model, the company needs to be well structured, with well-defined processes, adequate equipment and tools, and a qualified sales team.

In this article you will learn:

• What is Inside Sales and how does it work?
• What's the difference between Inside Sales and Telemarketing
• The Importance of Inside Sales for B2B Sales
• Advantages and Disadvantages of Inside Sales
• How to structure an Inside Sales process?
• What tools to use in Inside Sales?

What is Inside Sales and how does it work?

Inside Sales means “inside/remote sales” and is a sales model that allows salespeople to work directly from the office, without the need for travel or face-to-face meetings with their potential customers.

In other words, in the Inside Sales model, the salesperson uses the means of communication at a distance to talk to the potential customer, whether by phone call, message, emails and video calls.

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Thus, the seller reduces the operating costs of sales, mainly because he does not have to spend on travel and travel, for example. In other words, Inside Sales allows the seller to sell with a smaller investment.

Tip: The Inside Sales model can be a great outlet for companies that are on a tight budget or that have had their face-to-face sales affected by the Corona Virus pandemic.

What is the difference between Inside Sales and Telemarketing?

Inside Sales may resemble telemarketing, but there are several differences between these two sales models.

In telemarketing, the salesperson offers the product or service by calling a contact list, where he uses a ready-made sales script.

In Inside Sales, the seller offers content and personalized service, seeking to understand the needs of the potential customer.

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Another difference between the two models is the valuation metrics. While telemarketing focuses on having a large number of calls, for example, Inside Sales focuses on satisfying the buyer, respecting the customer's wishes and profile.

In addition, telemarketing has sales with a low Average Ticket and decision-making is very fast. However, in Inside Sales usually have a higher value and are more complex - especially in B2B sales.

The Importance of Inside Sales for B2B Sales

Inside Sales is widely used in companies that work with B2B sales, where both the buyer and the seller are companies.

B2B sales typically take much longer. This happens because the purchase decision process in companies follows a series of criteria and involves several people - and this requires more time.

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For this reason, Inside Sales is very interesting for B2B sales, as this entire negotiation process can be done remotely, without the company wasting time and money with displacement issues.

Furthermore, with the Inside Sales model, it is possible to structure and standardize business processes within the company.

Advantages and Disadvantages of Inside Sales

Inside Sales gives the seller much more productivity. After all, he doesn't waste time commuting between meetings, for example. Thus, he is able to hold more meetings and deliver more results.

In addition, with an internal structure, sellers are able to serve customers across the country.

Have you ever thought how much it would cost for the company to have a face-to-face meeting with a client from another country?

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However, in face-to-face sales, salespeople are able to monitor the customer situation more closely and work with larger, more complex sales. When the sale has a very high value involved, the buyer is more comfortable negotiating with a seller in person.

However, in Inside Sales, the sales operation cost is much lower compared to face-to-face sales, because the salesperson does not have expenses with travel, meals, accommodation and printed materials, for example.

Inside Sales Advantages

• Increased salesperson productivity (call volume, sales time, etc.);
• Faster response times for customers;
• Lower sales operation cost;
• Better predictability and revenue forecasting;
• Flexibility to work at different times and adapt to customer schedules.

Disadvantages of Inside Sales

• It is much more difficult and time-consuming to build trust and relationships from a distance;
• Demonstration of limited product functions and features;
• When the sale has a very high value, the buyer finds it more comfortable to negotiate in person;
• High bounce rates on calls and emails.

Remember: Although Inside Sales is a more economical option compared to face-to-face sales, it doesn't mean that the company only needs to choose one of them to work with. On the contrary, the two models can be used together when necessary. So one can fill the other's deficiencies.

How to structure an Inside Sales process?

Although Inside Sales is a simple and easy-to-apply sales model, not all companies are able to implement it. In other words, the company must be structured to execute an Inside Sales process.

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1. Planning

The first step in structuring inside sales is to define the company's objective in relation to the Inside Sales model: Reduce costs? Increase productivity? Facilitate communication?

In addition, the company needs to know its potential customer and the market in which it operates very well. This will determine how communication channels will be defined, for example.

1. Necessary equipment

Although Inside Sales has a low operating cost, it doesn't mean that just one computer can supply all the seller's needs.

A good camera, an excellent microphone and a great internet/telephone plan are basic requirements for Inside Sales, in addition to the computer.

Another important point is to define which software will be used by the sales team.

For example: How will calls and video calls be made?

It's important to validate these points to give the sales team everything they need to deliver the best results.

1. Sales process

Without a well-defined sales process to guide the sales force, even the most promising deals can slip away due to disorganization.

A process in itself works like a step by step. It helps you understand what needs to be done at the right time. Therefore, having a well-defined sales process helps the team understand exactly what needs to be done at each stage of the sales funnel, from prospecting to product or service presentation.

According to a study by Vantage Point Performance and the Sales Management Association, B2B companies that have a well-defined sales process had 18% higher revenue growth compared to companies that do not.

Therefore, the ideal is that the processes are developed from the beginning of the business, because that way it is possible to guarantee that the company grows in an organized way.

1. Qualified sales team

Building a qualified sales force is essential to achieving the best results in Inside Sales.

To build a good sales team, it is important to know how to hire qualified salespeople. The salesperson needs to have some basic requirements to work in the Inside Sales model:

• Have patience and know how to dialogue;
• Enjoy talking on the phone, making cold calls and sending emails;
• Be a good listener and know the customer's needs;
• Know how to handle sales objections.

sales training

Sales training helps salespeople understand which techniques are right and which aren't. A well-trained salesperson, for example, knows exactly how to approach customers, understand their needs, and provide the right solution for them. In other words, the qualified seller has a better performance and is able to achieve better results.

Therefore, seek to qualify your salespeople by offering them sales training and skills and other learning opportunities to prepare them for their roles and build a high-performance sales team.

Recommended readings

1. The main sales techniques to sell more

In this article, you'll learn about several sales techniques that help salespeople gain customers and close more deals.
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2. Selling tips to close more deals

Discover some sales tips to close more deals and increase your company's sales revenue.

What tools to use in Inside Sales?

For Inside Sales to work 100% there are some tools that help companies to systematize and organize their sales.

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1. Sales flowchart

Sales flowcharts are basically drawings of the sales processes that indicate the steps to be followed.

Thus, it is possible to understand more easily what the negotiation phases are and what needs to be done to fulfill them.

See an example sales flowchart:

Lead prospecting > Lead Qualification > Negotiation > After sales

1. Sales KPI's

Sales KPIs are performance indicators that are used to measure, monitor and analyze the sales result of the sales team.

Based on the results indicated by the sales indicators, the entire sales team is able to understand how their activities and actions are contributing to achieving the success of sales goals.

Furthermore, with these performance indicators in hand, managers are able to better analyze the performance of the entire sales cycle and make decisions more assertively.

Therefore, defining and using them is critical to success in Inside Sales.

The Ultimate Sales Performance Assessment Guide

The eBook “The Ultimate Sales Performance Assessment Guide” is a guide that covers key sales indicators and metrics. We hope that you will use the information presented here as a guide to building and optimizing your sales management.

1. Sales script

The sales script is another important tool in Inside Sales.

However, it is wrong to think that the sales script is just a ready-made text that needs to be followed to the letter.

In fact, the sales script is a guide that helps the salesperson to conduct a negotiation.

Adopting this tool in Inside Sales helps to find a speech that works for the company's audience.

1. CRM system

A CRM system is one of the most important tools in Inside Sales. After all, he is responsible for storing all sales information.

In fact, the storage of this information is usually done in the cloud, allowing the seller to access the trading data at any time and from any device.

After all, without having a good, complete, centralized, and easily accessible registry, it is impossible to relate to potential customers.

Therefore, it is very important to organize the information and data of potential customers to build a lasting relationship with them and achieve the best sales results for the company!

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With a CRM system you centralize all your customer information in one place.

Furthermore, the CRM system records all interactions that the salesperson had with the potential customer, keeping a history of calls, emails exchanged, meetings held and much more.

Thus, it is possible to better manage sales and not miss any opportunities due to forgetfulness or lack of information.

How important is the CRM system in Inside Sales?

Using a CRM system in Inside Sales, allows companies to store all trading information such as calls and meetings. From this information, it is possible to optimize the sales process and the approach of salespeople.

Example: It is possible to identify what are the most common objections during the sales of the product or service and adapt the salesperson's speech to overcome them in the next meetings.

Thus, companies are able to improve their sales process, through facts and data.

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The service

Atendare is a CRM, Marketing, Automation and Analytics system, created to simplify and accelerate the sales process of companies. All in one place. With Atendare, you manage the entire sales process, from prospecting to the customer base.

Atendare's CRM system, for example, allows industries to manage opportunities, manage pipelines, schedule tasks and control sales targets. In addition, Atendare offers a proposal and contract management functionality that allows you to create custom contracts and proposals.

The tool has customized plans according to the company's needs and an onboarding process, where you, together with the team, understand the best way to apply each feature of the tool.

Source: PropertyNews