What Is Inside Selling?

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The term ‘inside selling’ refers to the sale of products or services by staff who get hold of customers by phone or online as opposed to meeting them in person. Inside sales relies on the phone, email and the Internet to reach customers and is common in the retail industry. Other methods of defining inside sales is “remote sales” or “virtual sales”.

Inside salespeople traditionally do not travel. In spite of this, they are still active in contacting potential customers. In addition, they may engage in cold calling. However, a business may also designate incoming calls from potential customers as inside sales. In addition, an organisation may outsource its inside sales duties to a third party rather than conducting sales in-house.

What Training Do Inside Sales Reps Have?

Inside sales reps are highly trained in order to answer industry-specific questions, technical questions about products that the company sells and solving specific customer pain points. Inside selling often involves high-touch sales as well as a follow-up with prospects a number of times during a sales cycle.

Some of the fundamental roles of an inside sales rep could include:

  • Lead qualification,
  • Conducting product demos,
  • Discussing value propositions, as well as
  • Making sure that customers are well-taken care of after a sale.

In order to be competitive, inside sales reps often adopt software solutions which assist them with making more calls each day in addition to having more intelligent sales conversations. As inside sales representatives do most of their selling from behind a computer, they are able to present their product or – alternatively – their service to an extremely number of people each and every single day.

What Are The Benefits Of Inside Selling?

There are a number of benefits of inside selling. Here are some of them:

  • Reduced sales force cost-per-contact and increased number of contacts per day.
  • Increased revenues in accounts that were lowest priority for field sales but are high priority for inside sales.
  • Greater access and faster response times for customers.
  • Increased effectiveness by getting inside salespeople to specialise by industry, product or activity, without the increased territory size penalty that specialisation generates for field sales teams.
  • The flexibility to scale up the size of inside sales teams without the re-location of
  • Improved coaching and development for inside salespeople who share a working location with their manager results in shorter ramp-up times and more apprenticeship.

If you’re prepared to take the required measures, you’ll reap the rewards of inside selling: more contacts for almost the same cost, quicker response times for customers in addition to improved scalability. The benefits of inside selling are vast. The number of online B2B customers is only continuing to grow. While there’s no doubt that outside sales still fulfils a necessary function, the time for relying solely on field reps is very much in the past.

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