According to HubSpot.com, it takes 18 calls on an average to connect with a buyer, and only 24% of the prospective customers open the sales emails. So, if your real deal is to flourish in a competitive market, you need to have a strong sales strategy. These days, sales are conducted in two ways, that’s remotely and through fieldwork. Now you may think, what is the inside sales?
Inside sales in an organization refer to “remote sales” or “virtual sales.” Here, the sales representatives reach potential customers through a digital platform. It could be through phone, email, SMS, or other online media. On the other hand, outside sales mean conducting sales through face-to-face interactions with the customers or going on the field.
Here is how inside sales strategies can do wonders for your business.
Make Use of Inside Sales Software
Inside sales software ensures managing the sales cycle without any hindrance. You can analyze how the sales numbers are growing, which product has more demand, which product’s sales are low, which sales rep is performing better, and which rep needs training.
Having an inside sales software gives an advantage to your business graph. It has the capabilities of social listening, predictive analytics, data quality, contact sourcing, email templates and tracking, content engagement, and appointment setting. It will help you monitor your business growth and direct you to the areas of improvement.
Improve your Responding Time
Many customers raise queries about products and services once they receive information through online sources. The job of your inside sales rep is to respond to the queries immediately.
A general rule is that every web lead submission must be responded within five minutes. It shows promptness in action and develops a sense of reliability in the minds of prospective customers. If your sales rep takes more than five minutes to respond to a query, then the chances of losing the lead increases by 80%.
Thorough Product Knowledge
Your sales reps must have complete information about the products and services. If a lead asks about some technical matters of a product, your sales rep must be able to effectively guide the customer.
Or else the call can be redirected to the concerned person who can address the technical queries in no time. Speed in managing the doubts will ensure that you value the customer, and do not believe in confusing the customer with unnecessary information.
Understand the Customers Demands
What is inside sales? Here, you interact with your customer either through a call or an email. So, interpreting the customers’ expectations or doubts is crucial in this business. Listening is the key to inside sales. Before the sales rep starts with his/her pitch, it is better to ask what the customer wants.
Secondly, communicate wisely, it is another primary aspect of the inside sales job. Seek what the customer has to say, then respond accordingly. If you give away the information that doesn’t solve the customers’ doubts, you may lose the lead and won’t push the sales.
If you can follow these strategies, you will see an upward shift in your business’s sales figures.
