Want to ace inside sales? You don’t have to learn from scratch or reinvent the wheel! Learn the 10 best inside sales tips from top sales trainers
Many professionals are perplexed when they encounter the question, “What is inside sales?” If you fall into this category, keep reading because we’ll go into great depth about inside sales in this article, along with some of the many tactics it employs.
In the last twenty years, technology has significantly altered a number of things. Our perspectives and aspirations for the future have both shifted as a result. Our company’s operations have undoubtedly changed as a result. Businesses have moved their tents to the internet, which has become their new home. The way that sales are conducted has evolved as has every other significant aspect of our life. Both businesses and customers are now at ease with sales conducted inside their offices. Companies are starting to develop a workforce that searches for opportunities inside of barriers. Additionally, customers are often at ease with that.
Businesses invest more effort than merely selling their products when they engage in internal sales. By comprehending their issues and requirements, they truly wish to make the clients pleased. The significance of customer service increased dramatically at the same time that inside sales began to soar. Inevitably, the face of sales will alter as technology advances.
What then is inside sales? And what distinguishes internal sales from outside sales? If you want to learn everything there is to know about inside sales, keep an eye on the pages that follow. Additionally, we’ll talk about various strategies and tactics that might help you develop your inside sales associates.
What is inside sales?
Inside sales refers to the practice of communicating with potential clients or customers through the phone, email, or other internet means as opposed to seeing them in person as in the past. Technology and communication methods are crucial in inside sales. The first people who get in touch with prospects, comprehend their needs, respond to their inquiries, and classify them as leads are the inside sales teams. The inside sales team advances leads received from the marketing team and confirms that the prospects are a good fit for their offering.
Inside versus Outside Sales
Inside and outside sales differ significantly from one another.
To meet prospects and consumers when selling outdoors, you must travel. Travel, lodging, and food costs are all included in this way.
While inside salespeople interact with prospects and customers through calls, emails, and other channels while working from home or in an office setting.
This sales strategy unquestionably reduces a business’s expenditures significantly. Inside sales, as contrasted to outside sales, lower the cost of sales by 40–90%, claims Harvard Business Review.
What difficulties do sales representatives face?
Inside sales are obviously difficult. Once you get the hang of it, though, you realise that practically every sales professional encounters the same difficulties and eventually overcomes them. There are a number of factors that the inside salespeople must contend with on a daily basis in order to reach their targets.
Where there is a will, there is a way, though! There is no difficulty that an inside sales agent cannot overcome. We’ve highlighted some of the difficulties you can encounter in your job as an inside salesperson and shown you how to overcome them with a little patience.
Surmounting more competitions every day
Starting a business is quite simple today. The rivalry has also increased as more enterprises emerge.
Inside sales representatives struggle to acquire new customers in this new work environment and keep them satisfied, especially given that everyone else in the industry is providing superior services.
Study your rivals and discover what they are doing to gain an advantage to conquer this difficulty. Once you have evaluated your own USPs, offer them to prospects in the most compelling manner possible to capture their interest.
Lack of time to do everything
Every sales representative is heard complaining about not having enough time. Inside sales representatives waste a lot of time during the day nurturing leads, following up with prospects, making cold calls, setting up meetings, and inputting data into the system.
This problem may be solved by investing in a CRM for the sales force, which will enable businesses to minimise the amount of manual work they need to do by using automation and other crucial productivity tools.
Additionally, sales representatives need to watch out for other distractions like workplace sounds and phone notifications from social media.
Ensuring that they obtain top-notch leads
Sales representatives see several leads each day, which is not surprising. The marketing staff does not always disclose the most suitable leads. One of the most difficult duties for sales representatives to do is prospecting the proper leads, and it can occasionally provide a significant barrier to closing agreements.
Good communication between both the sales and marketing teams is the key to overcoming this difficulty and obtaining high-quality leads. In order to discuss your problems and try to get them to grasp your requirements and cooperate, ask your management to arrange meetings between the two departments.
Sustaining motivation in a closed setting
Inside sales jobs can be a little boring since you have to spend all of your time in the same office with the same people, unlike outdoor sales, which often involves frequent changes in landscape and working conditions.
Inside sales representatives frequently experience motivational decline in these circumstances as a result of the considerations indicated in the second paragraph.
How to tackle this challenge: Because of the repeated activities along the road and the predictable environment, it is crucial for sales representatives to view each client encounter as a special opportunity and to concentrate on how they can improve their customer’s experience.
Developing creative strategies for outreach
Accept that the customers are no longer responsive to routine, so-called customised emails that merely use their first names to personalise them.
Many inside sales representatives struggle to generate novel approaches to personalise their customer encounters. Use automation to your advantage and improve your emails and messages to overcome this difficulty. Use templates to add information other than the client’s name to demonstrate to them how thoroughly you have researched them and their company before you close a deal.
Essential channels for inside sales
For inside sales agents, there are three primary media.
- Emails/WhatsApp messages
- Meeting virtually
Let’s analyze the role these three media plays in today’s sales.
Email is a very useful tool for everything from marketing to customer service. The inside sales department communicates with them to ensure they are a good fit for their product while the marketing team runs various efforts to locate potential clients. Their offering instead appeals to these customers.
Over the past two decades, calling has grown in a distinctive way. In other words, back then, individuals would make cold calls to prospects to see whether they were in the office and open to a face-to-face conversation. The focus right now is on selling your things over the phone.
Isn’t it a significant shift?
Not at all. Since the advent of corporate VoIPs, companies are expanding their reach without ever leaving their offices. By having virtual phone numbers, you may make business calls from your home nation to any other you want. Businesses may reach clients abroad and grow their business with the help of virtual phone systems. CEOs spend 25% of their daily time on calls, according to CBS!
Visuals are unquestionably a crucial component that calls, and emails are lacking. Video conferencing has gained a lot of popularity in recent years.
The technologies have also been upgraded as previously stated, and firms have become more international. Zoom, GoToMeeting, and Adobe Connect are a few examples of video conferencing applications that have proved very beneficial for inside sales people. Reps may visually demonstrate their products to prospects and illustrate how they operate by using screen sharing. To ensure that your prospects fully comprehend your items, use this simple method.
10 inside-sales tips & tactics and advice that work
The foundations of inside sales are now clear, therefore it’s time to dive into the world of tactics. Here are some effective inside sales tactics you may use if you’re an inside sales person or team leader:
1. Get to know your prospect’s company extremely well
Get to know your prospect’s company extremely wellJulianne Gsell, Director of Enterprise Sales at Box.com
For my team and I, it’s really crucial to focus on the business process and tie our value back to how it impacts their business. This is the one sales strategy that has helped us close more leads than any other.
To effectively cooperate with IT and Security in the modern world, we must have a thorough understanding of their business operations.
Instead of just selling them something, this sales strategy really gets to the heart of what it means to be a partner with your consumers.
2. Acquire the ability to flourish despite the discomfort that comes with selling
Acquire the ability to flourish despite the discomfort that comes with sellingLane Caruthers, Enterprise Account Executive at Zendesk
For many people, selling is an uncomfortable occupation by nature.
If you’re not careful, it’s simple to let your own anxieties, needs, and innate desire to be liked sneak into the conversation and ultimately cause you to pay less attention to what your prospect genuinely needs. And you’ve already lost the sale if your discomfort prevents you from helping the potential customer you’re speaking with.
You have to be comfortable being uncomfortable,
– says Caruthers
During a sales cycle, sales representatives experience a number of difficult situations. Taking advantage of the stillness, for instance, when you announce a price change. Soak it all in. It won’t help to go on and on about your system’s price.
You run the risk of losing your prospect’s trust if you attempt to rapidly gloss over a crucial aspect, such as product cost, as this could kill the sale. Only your own name will be on the death certificate.
Instead, decide to accept the unsettling fact that your product is expensive and take use of the chance to highlight how it is much superior than competing products. if you have any sales scripts, use them, and support your expense by demonstrating a proven return on investment via case studies.
3. Consider yourself the primary advisor and problem-solver
Consider yourself the primary advisor and problem-solverMegan Dunn, Lever’s inside sales
When asked what her most successful sales strategy is, Dunn, replies –
I personalise everything and approach sales extremely consultatively. I always make sure I know my audience and do my research before sending an outbound email to a cold account or attending a demo with 10 executives.
Does this make sense? Dunn stands out from the crowd of other salespeople who are merely begging to complete a deal by adopting this consultative style and being a genuine advisor who cares about the issues her clients are encountering during the inside sales process.
People simply prefer the perception that you took the effort to create an email, presentation, or demo about them, Dunn continues. Every business, every use case, and every customer is unique. To tailor my presentation or demo to the particular firm, use case, and customer is my responsibility in inside sales.
It’s only a matter of time before your prospects desire to work with you—even more than you need them—when you can do that during your selling process.
4. Maintain your composure while listening to others
Maintain your composure while listening to othersJill Angelone, Account Executive – Lyft Corporate Travel Emerging Markets
In all honesty, Angelone says
My most successful sales strategy is to just be quiet. I ask several incisive questions while contacting prospects in order to obtain the data I need to qualify an offer. But the most important thing is to let your prospect speak. You’re doing something wrong if you talk more than the customer does. Everyone enjoys talking about themselves, and employees of businesses are no exception.
That is largely accurate.
In actuality, a startling 60% of interactions involve people talking about themselves. A scientific correlation between the joy we experience on a regular basis and speaking about ourselves causes increased levels of reward-related brain activation, which is what we experience.
Over the years, Angelone has regularly seen success with this sales strategy.
5. Always make sure to follow up
Always make sure to follow upSteli Efti, CEO of Close
Steli has created numerous seven-figure startups, including Close while honing his skills in the inside sales field for more than ten years. His attitude of following up—never considering a deal dead unless he’s gotten a very definite no from a prospect—is a big part of his success with inside sales.
I follow up as many times as required until I get an answer. As long as I receive an answer, I don’t care how it is expressed. I’ll note that in my calendar and ping someone again in 14 days if they tell me they need an additional 14 days to respond. If they say they are busy, I’ll reply and ask them when they think a good time would be for me to ping them if they don’t have time straight away.
Once I followed up with an investor 48 times before I had a meeting. Now keep in mind that I met this investor through a referral, and he responded favorably to my initial email before going MIA and becoming impossible to reach. After much follow-up, he eventually answered, we met, and he ultimately decided to invest.
6. Ask, clarify, and research
Ask, clarify, and researchArjun Varma, Quantcast’s Sales Manager
When asked what his most successful sales strategy from nearly ten years in sales has been, Varma responds,
My best sales strategy has been successful in both my roles as a salesperson and now as a sales manager and can be applied in a brief conversation or a lengthy meeting. Ask, clarify, and investigate
In order to find out the biggest business difficulties a prospect is facing, Varma advises asking exploration questions. Describe the effects of these difficulties. Consider a collaboration or purchase that can assist the client to expand their business while addressing the identified difficulties.
7. Recognize when to break your pitch
Recognize when to break your pitchCaitlin Burch, Universe’s inside sales representative (a LiveNation Company)
It’s almost funny since it’s so straightforward and clear; listen
when asked what inside sales lesson she has found to be the most beneficial.
Let me correct that, please listen with empathy and sincerity.
According to studies, people typically talk about themselves for 60% of a conversation, therefore when someone is selling anything in the conversation, a less seasoned salesperson can be inclined to fill the silence with a long list of additional selling points and value propositions.
Instead, give your pitch plenty of time to soak in as you present it. Once you notice that If you sense a disconnect or that your prospect is beginning to sound perplexed, ask them to talk. Encourage inquiry.
Every sales training program should include this strategy as a fundamental element, yet it frequently fails to take. It must be crystal evident to your prospects that you’re not just there to close the deal and get out of there. That takes talking quietly and working together.
Clients will frequently express their wants in detail, creating the door for you to present a solution and close the purchase, says Burch. Just pause your autopilot long enough to hear it, then respond to their demands in an assertive yet polite manner.
8. Be truthful, open, and value-oriented first
Be truthful, open, and value-oriented firstGeorge Vitko, sales manager at Reply.io
Most of the time, Vitko says
Other vendors take days or weeks to respond to our prospects whereas we can book calls with them the same day or the next
His sales team keeps the initial excitement and momentum going right off the bat by swiftly qualifying his leads and getting them on the phone after initial contact, which is incredibly beneficial to prospects who are eager to move quickly and begin testing out their product.
Additionally, because Reply’s software enables users to grow their one-on-one email outreach, this quick-to-reply sales technique provides a real-world example of how their prospects would respond.
9. Determine your prospect’s main driving force
Determine your prospect’s main driving forceChristian Keroles, Reach Analytics SMB Account Executive
Over the years, I’ve learned that the most crucial step in selling anything is determining the need first,
says Keroles. Prior to taking any further action, you must ascertain the current concerns and drivers of your prospect’s behavior.
The likelihood that you will lose the sale is considerable if you waste five minutes of your prospect’s time droning on about a product feature or service offering that isn’t going to immediately benefit their top business requirement.
You can position your product or service in a way that solves that need if you can properly identify your prospect’s motive and deepest need
10. Benefit from social selling
Benefit from social sellingCole Sutliff, LinkedIn Sales Operations
Everybody has seen it. That Facebook or LinkedIn friend or link who routinely shares data, analysis, and opinion pieces on the state of their sector
Social selling is here to stay and it’s effective, like it or not.
Any inside sales representative can quickly use their network to discover the proper prospects, develop relationships, and initiate conversations that could result in an increase in closed deals thanks in large part to professional networks like LinkedIn.
Regardless of sales volume, Sutliff asserts that social sellers are successful. Establish your brand, approach the appropriate individuals, and engage in insightful dialogue to encourage natural, rapport-building conversations with potential customers about your solution.
Inside sales can be a slog, especially when you’re first starting out and experiencing the learning curve that every salesperson must go through for themselves.
Searching for future clients. calling phone numbers for hours on end and sending cold emails. maintaining contact with heated leads. monitoring the progress of the deals in your pipeline.
Equip yourself with the tools, sales training, and technology you need to do the task.
You’ll be well on your way to success in inside sales if you keep in mind these tried-and-true sales strategies.
Do you need extra materials to up your inside sales game? Get our free sales bundle, which includes scripts for inside sales, checklists, and more!
Inside sales is a vast ocean filled with many strategies and tricks. There is always more to learn in this area. All you need to do is pay close attention to your behaviour and responses. Numerous chances are available for you once you discover your speed.
However, we nonetheless expect that your organisation will greatly benefit from these inside sales secrets, methods, approaches, and tools. There are certain tools that can address various sales issues.