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An inside sales strategy can be defined as the approach that a sales department within a company can take to communicate with clients and prospective clients. This approach can be done via phone, email, or any other way a sales team sees fit to communicate with a client from their workspace. Inside sales differ from outside sales in the sense that they are done from in the office as opposed to going out into the sales territory and meeting with a client face to face. Thanks to technological adva
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An inside sales strategy can be defined as the approach that a sales department within a company can take to communicate with clients and prospective clients. This approach can be done via phone, email, or any other way a sales team sees fit to communicate with a client from their workspace. Inside sales differ from outside sales in the sense that they are done from in the office as opposed to going out into the sales territory and meeting with a client face to face. Thanks to technological advances as of late, inside sales has proven to be a very effective strategy in sales and operations.
The 4 step process of the inside sales strategy allows you to actively plan out your business plan including your objectives and sales goals from beginning to finish.
Step 1: Making Contact With Prospective Clients
This first step is crucial because, without the right prospective clients, you will not be able to progress further down the sales pipeline successfully. Once you know exactly who your ideal customer profile is, you will know who your quality leads are. Some characteristics that make up your ideal customer profile are your budget, and organization size. Now you are ready to begin lead generation. Perhaps the most popular platform used to find qualifying leads is LinkedIn. From here you will be able to obtain useful contact information such as email addresses and organization affiliation.
Step 2: Follow Up And Then Follow Up Again!
Once you've established who makes the sales decisions within a company, you can begin to make your sales pitch to them. You've done your research as to what businesses would benefit most from your product/service and you've looked into who makes the calls within the company. You can now begin to reach out to prospective clients through an email campaign to inform them about how you can help them with a pain point that they are experiencing. When utilizing email automation for email campaigns, you can track when your emails are opened. This information will help you to know when to follow up with your prospects.
Step 3: Offer Demos And/Or Free Trials
At this point of your inside sales strategy, you have found your warm leads and reached out to them informing them of how can help them. Now that you've made the introduction, you can start to persuade them with a demo of your product. This is a way for you to show them in real-time just how much easier you can make their sales department run. At the end of the demo, you can offer a free trial period. The trial period should be long enough for them to see just how beneficial your product can be to them. If all goes according to plan, by the end of the free trial, your prospective client will be wondering how they ever ran their business without you.
Step 4: Close The Deal
Step 4 brings us to the very last step in the inside sales strategy process. Prepare to answer any and every answer your prospective client may have before they decide to complete their purchase with you. It is important to make the final sale process as seamless as possible for your client. This will ensure that they will be a returning customer and will tell their peers about the positive sales experience they encountered with you.
To ensure that your sales department has the tech stack necessary to make the sales process as efficient as possible, reach out to Scalestack today.