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What is inside sales?

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Baskar Sundaram

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Inside sales is sales handled remotely –wherein BD/sales professionals identify, nurture and convert leads remotely. For inside sales, BD/Sales professionals contact their leads through channels such as phone, VoIP solutions, video calls, and emails.

Inside sales have risen in popularity, owing to the growth in technology, new software and the internet.

Inside Sales Model: Key Characteristics

 Remote Selling
 High-Touch Sales
 Highly Trained Reps
 Tech Deployment

Inside Sales Vs. Telemarketing

Telemarketing typically involves phone-based selling of low-ticket items to B2C customers. Reps usually use a well-defined sales script. It rarely has multiple touches with customers. Prospecting usually involves purchasing contact lists.

Inside Sales focuses on high ticket items and is dominant in the B2B landscape. Reps do not rely on full-on scripts. Employs highly skilled & knowledgeable sales reps. Might need multiple contacts with customers to reach closure. Technology (CRM, social selling, intelligence tools, etc.) is used to build a strong prospects list.

Early stage businesses or development stage

Companies in development stages are often looking to scale up their sales presence to compete against larger competitors. This is likely to drive them to build a large remote sales team.

Sales Cycle Complexity

Businesses selling complex enterprise solutions that need large up-front capital investments, buy-in from several executives and customizations, will benefit from deployment of field sales reps. Businesses selling turn-key cloud-based solutions can choose to use remote channels exclusively to handle sales.

Stakeholder perception of inside sales effectiveness

A survey by author Steve W. Martin found that businesses rely on inside sales teams for creative opportunities and outside sales reps for maintaining partnerships, strengthening relationships and closing high ticket deals.

Inside sales offers the following advantages over outside sales
 It is more cost effective.
 It enables better collaboration.
 Customers prefer inside sales.
 Enables increased productivity.

Read more about inside sales here.

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