Inside Sales: what it is, and how to use it to increase your company's profitability

Inside Sales is a way of structuring a company's sales strategies, favoring remote approaches. By avoiding travel and using various communication resources, it allows for greater scalability in customer acquisition, as well as greater convenience for sellers.

What is Inside Sales?

Inside Sales, from the English “internal sales”, is a sales strategy based on direct relationships with customers, however, without face-to-face visits. The idea is to develop tactics to make it easier for the sales team to approach customers and leads through different channels, especially digital ones.

In this sense, with Inside Sales techniques, most, if not all, activities involving sales (negotiations, service demonstrations, etc.), can be carried out via emails, social networks, phone calls, among other resources.

Certainly, it is a very convenient way of carrying out negotiations, both for the customer and the sales team. After all, you won’t need to travel to make commitments.

Inside Sales vs. Inside Sales Telemarketing

If we just think from the perspective that Inside Sales is a way of selling without the sales team leaving the office, it is possible that it can be confused with telemarketing. However, they are significantly different activities.

Telemarketing

Initially, we highlight that telemarketing is an activity primarily over the telephone, that is, the person responsible for the company's sales calls the lead or customer to offer their solutions.

Although this strategy has had some results in certain sectors, it is currently viewed with bad eyes by a large portion of the public. It is not uncommon for people to consider approaches like this as inconvenient and unpleasant.

Furthermore, the relationship with the customer is quite impersonal and mechanized. Generally, there is a pre-determined script that guides a standardized speech for all clients.

This is a factor that shows less concern with the individual characteristics of each client, thus generating less engagement with the proposals. Therefore, in general, we can understand it as an obsolete form of sales that, consequently, can result in more expenses than gains.

Inside Sales

On the other hand, one of the main premises of Inside Sales is precisely to consider the specific characteristics of each client to prepare a personalized proposal and sales pitch.

More than that, the sales team must master different tools, in addition to phone calls. From this perspective, we recognize that, in recent years, in terms of communication, public behavior has changed significantly. So, the phone call is just one of the countless possibilities to connect with customers.  

Therefore, we can very well use all digital resources that we have available for this purpose: social networks, email, CRM platforms and also connections. Furthermore, through customer studies, as well as the acquisition of lead data, we were able to think of more effective and enjoyable strategies and speeches for customers.

Advantages of Inside Sales

Just with what was exposed in this text previously, I believe you have already thought about some advantages of Inside Sales. But, we will detail the main ones below.

Cost reduction

Inside Sales contributes to the reduction – in some cases the elimination – of salespeople’s travel costs. This can represent significant savings in the company's final accounts. Think about the size of the cost of transportation, accommodation and food to access a single customer that could be served completely digitally.

Productivity increase

Reducing salespeople's travel time also allows them time to make more contacts in a single day. After all, he won't waste hours and hours in traffic between one customer and others, for example.

Better lead qualification

All the travel time reduction allows Inside Sales sellers spend more time qualifying leads and personalization of approaches – whether in terms of communication channel or sales pitch – as a consequence, an increase in the conversion rate is achieved.

Greater predictability of the sales pipeline

Inside Sales allows companies to more precisely control the sales pipeline – the stages of the process from the first contact to closing the deal. This makes it easier to prioritize sales that really make sense for the company, as well as having a revenue forecast.

Increase in the number of customers

By carrying out most sales activities remotely, the possibilities of obtaining customers from a larger spatial radius increase. Thus, it is possible to go beyond municipal, state and even national borders. In fact, business scalability is much greater.

How to implement the tool in your business?

You have seen how the implementation of Inside Sales enhances your sales strategies, especially if you are looking for alternatives to innovate your processes and expand your customer base.

But as we show in this text, Inside Sales go hand in hand with digital communication tools, such as: social networks, emails, websites, among others. Therefore, even before restructuring the sales team, it is necessary to invest in digital marketing to attract leads through these resources.

For that, You can count on Beatz, because we offer complete consultancy in Digital Marketing and we will certainly help your company in this process. Shall we have a chat?