The most effective Inside Sales assistants

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General scheme of work in the Inside Sales model

The importance of Inside Sales in the post-COVID world has grown significantly, as door-to-door, personal, “external” sales have been standing still or working with delays for almost a year. For example, in the United States, more than half of the nearly 6 million sellers are engaged in inside sales.

 

Inside Sales department structure

Ideally, the Inside Sales department has two divisions: Sales Development Representatives (SDR or Inside Sales Associate) and Business Development Representatives (BDR). SDRs target inbound sales, such as hot leads from potential customers, including those coming from a website or through attending a webinar.

 

SDRs contact these potential customers, clarify the need, and through CRM deliver the contact to a senior salesperson, called an Account Executive (AE), with whom an appointment or presentation is scheduled. The Account Executive is responsible for developing the opportunity and closing the deal.

 

BDRs usually do cold selling to potential customers who have not previously shown interest in the product.

Inside Sales advantages over Classic Sales Source

 
Sometimes organizations separate Inside Sales managers, who work only with existing customers, (their function is almost like the Customer Success manager that is popular now) which increases the size of the business done with an existing customer.
 

It is stated that internal sales cannot replace the value of face-to-face conversations. When a salesperson goes to meet a client in his office, it is often easier for them to gain trust and articulate how the product will relieve the client’s pain.

 

But companies are now looking for ways to broaden dialogue across all stages of their sales funnel, and building a skilled Inside Sales team is a logical way to compete for their share of ever-dwindling customer attention.

 

Help your sales

What can provide technical help for Inside Sales employees today? They certainly use CRM systems, and they are integrated with e-mail marketing systems that can create landing pages, provide information about visits to social networks by users and other digital marketing tools. Roughly 25% of Inside Sales’ time is spent working with email, using letter chains and knowing exactly what their customer is reading. Undoubtedly, there are video conferencing systems for webinars in their arsenal. Today, calendly-like systems are actively used to make appointments. Account Based Marketing systems help show clients personalized ads, for example influ2. Social networks, especially LinkedIn, are today the most powerful tool for finding clients and selling. Sales teams exchange information with internal chats (i.e. Slack). The most advanced large companies are experimenting with best-of-breed systems like people.ai. If their projects are complex, then a project management system is required. All sales managers are regularly trained and certified using LMS distance learning systems.

 

Difficulties of contacts in the modern world

We could go on with the list of products that are available for automation, but what needs to be achieved with the help of Inside Sales in the end? Contacting the user, informing them of information and receiving a response! That is all! You just need to talk to the client and bring a really high potential client to the presentation with the “Closer”, who will relieve the client’s pain with your product. Usually the number of arranged presentations is the main metric of SDR.

 

But what if there are not enough “driving” SDRs or persuasive “AEs” and the product is very difficult for the SDR team. Conversion of webinars to leads is decreasing. Leads don’t even attend a webinar with a really interesting speaker and are not ready to listen, even for an hour. Everyone’s schedules are overloaded with virtual meetings.

 

We can see that BDR cold calls are getting harder and harder. GDPR and similar laws outside the EU do not allow them to just write letters to unknown contacts, and it is more and more difficult to get through by phone.

 

A good solution is to use unique content, articles, lead magnets, insights, and YouTube videos, but how can you convert them into a real on-line meeting?

 

An interesting new approach to combining content and lead generation is the recently offered product by Roi4Presenter. Inside Sales makes a web link to a recording of a presentation, for example, a product or offer, with voice and a personal greeting, and sends it to a trusted contact that will open the link.

Impact of Inside Sales on Customer Engagement and Sales Source

 

As soon as a potential client, at a convenient time, opens and listens to the presentation in their browser, a notification appears in the seller’s mobile application and they can see what the client is watching and listening to. The product allows you to talk to the client through the browser and take control of the presentation slides. This is quite unexpected for the client when “they speak to them during the presentation through the browser”, but according to the vendor, the conversion to conversation reaches 30%. This solves the problem of coordinating the presentation time, the quality of the content and confirming to the client that he is ready to communicate – they have just listened to the person’s voice.

 

BDRs can also use this product, for example, they can embed those presentations into web pages that the client trusts and “catch” them for conversation right on the site. The system allows existing PowerPoint, PDF, and YouTube content to be converted into “active presentations.”

 

For companies with partner networks, this solution allows them to transmit ready-made presentations so that they themselves “catch” their customers and use high-quality ready-made content, already with a script of what to say tfor the slide, and they will learn how to sell and deal with objections themselves.

 

An interesting feature of the product is the idea of saving time and choosing a “pitch” presentation – a few main slides lasting a couple of minutes, providing a digest instead of a full presentation, which saves the client time.

 

With these innovative Inside Sales support technologies, sales teams can sell even more sophisticated products and services without actually seeing the customer.

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