What is inside sales, and how does it work?
Inside sales refers to a company’s sales strategy. Inside sales representatives sell products and services remotely instead of meeting with customers in person. Instead, they may use various tools like email, phone, and video conferencing for a more streamlined sales approach. Inside sales is popular for many industries that sell high-ticket items, especially those in the B2B and tech spaces.
Of course, inside sales is more than simply calling a prospect and converting them into a paying customer; it complements your marketing strategy using similar tools like Customer Relationship Management (CRM) platforms and strategies like search engine optimization (SEO), email marketing, and social media to drive more sales in any season.
Inside sales representatives don’t travel for work. Instead, they may work remotely or in an office, writing sales emails, answering customer questions, and calling prospects to discuss their needs. Businesses may also choose to outsource inside sales to a third party instead of hiring and training in-house staff.
Advantages of inside sales
There are several benefits of inside sales for businesses, especially those with customers who may need more convincing before making a purchase. The advantages of inside sales include the following:
Inside sales is relatively cost-effective when compared to outside sales. Inside sales representatives can do their jobs from one place, allowing them to accomplish more and talk to more leads in a single day.
This increase in productivity means that companies can get more done in less time, ultimately saving money.
Faster response times
It’s much faster and easier to write a sales email than it is to visit a potential customer’s location. Every business has a unique process for obtaining, vetting, and nurturing leads. For example, one business might engage in cold calling while another operates through referrals or forms on their website.
Whatever the case, inside sales offers faster response times to leads because the technology used allows reps to communicate with prospects without traveling.
Customers typically prefer inside sales because they don’t have to meet with anyone in person. Instead, all communications can be done remotely, so they don’t have to spend too much time out of their day talking to a salesperson.
Remember, decision-makers are busy; they may not have time to grab a coffee to learn about a product, but they can read their emails or make phone calls while on the go, making it easier for them to enter and move through the customer journey.
Inside sales can help you increase online sales faster than using a website as your primary sales tool. With an account manager or sales rep for every customer or client, you can give them access to someone who has the answers to all their questions and can follow up with them on a regular basis for a more personalized approach.
While many products don’t require sales reps, high-ticket items like appliances, machinery, and tech products require a more personal touch because they’re higher-cost items.
Easier sales process
Inside sales allows you to thoroughly serve your customers by giving them access to a real person. Instead of contacting customer support, they’ll build a relationship with sales representatives or inside sales teams when they have questions or concerns or when they want to make a purchase.
In addition, since your customers already know their sales reps, they’ll be easier to sell to in the future because they’ve already built trust with your business.
Closing deals may require teams of sales representatives to work together. While many inside sales representatives have a list of their own customers, new prospects may have to talk to multiple reps before becoming a customer.
Of course, it can be difficult for sales reps to work together to close deals without the right technology. These individuals will need to know about past interactions and conversations to drive sales seamlessly. Inside sales technology, such as CRM software, can help representatives collaborate by logging important details about prospects and customers.