3. INSIDE SALES
Inside sales is a revenue generating function which involves high –touch
transactions over phone, via emails, through presentations and demos. It goes
by many names as account development, sales development, business
development or account management.
It involves working closely with other units (customer accounts, billing,
marketing etc.), performs a variety of tasks, leads and directs the work of
others with a wide degree of creativity and latitude. It assists in identifying
sales opportunities and summarizes using sales metrics (prospecting, cold
calling etc.).
4. Why Inside Sales?
Is more cost effective- Can dial more leads, connect with more decision makers and
take far more meetings in a single day.
Is preferred by customers- According to sales benchmark index 70% of customers don’t
even want an in-person meeting as key decision makers are quite receptive to doing
business remotely.
Enables better collaboration- B2B deals can be complex as it includes decision makers,
closing those deals requires team work, coordinating with managers, marketers etc. to
move leads through the sales cycle.
Offers tools that increase productivity- By forming a powerful sales technology stack,
inside sales team cn gain ability to send more emails, dial more leads and have more
conversations.
5. Core Elements Of Inside Sales
Lead /Account Sourcing: Finding the right company to approach based on the criteria
that defines the ideal prospect (revenue, statement, industry, location etc.
Sales Prospecting: The process of getting the right contact to get in touch for a
particular account and doing a bit of research to figure out what might make them tick(
Google, social network).
Engaging: Typical inside sales engagement comes through emailing, calling in other to
get prospects interested to pursue more in-depth conversation and then a visit to seal
it all.
Closing: Once we succeed in converting the prospect to a client, the account is then
transferred to the region for servicing.
6. Sales Strategy
Make prospecting a game: Enjoying yourself while speaking to prospective clients at
the same time utilizing good sales tactics in other to uncover sales need (trying
something unique each day).
Set daily goals which will transcend to monthly goals: We have about 1060 lost clients
to work on.
Strengthen your mentality: Attitude is the single most important thing, dealing with
everyday ups and downs requires a mindset centered around gratitude and
appreciation.
7. Objectives/Projections
Great customer service: We have the projection of striking a balance between
aggressively selling Red Star products and services and providing world-class customer
service.
We intend to be comfortable building relationships with existing and lost clients in
person and over the phone in other to sell them Red Star products and services.
Reactivating lost accounts: We have a projection of reactivating at least 10 viable
clients within the first quarter.
8. Future of Inside Sales
It seems clear that the future of inside sales will be invariably linked to buying and
selling technology.
As sales acceleration technology continues to grow more powerful, inside sales team
will be able to get better at knowing who to sell to, what to sell to them and when to
sell.
