Inside Sales: what is it and why adopt it in your company?

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Regardless of the strategy your company uses to sell, whether inside sales or traditional sales, if you have had direct or indirect contact with the sales team, you know that it is a role that requires extreme dedication, patience, persistence and flexibility.

You've probably also heard salespeople complain about countless cakes, waiting around or some other discomfort that is necessary when their routine requires many face-to-face meetings in different locations. Not to mention the frustration of getting ready and traveling to a company that you dream of having as a client, only to discover after the meeting that the company actually doesn't fit with your business or solution.

All of these pain points have brazil mobile database been part of the daily life of a traditional salesperson for many years. But can these recurring problems be eliminated or reduced?

In this article, I will help you minimize these problems and boost your company's results by implementing the inside sales process. Let's go!

What is inside sales?
From the literal translation from English, inside sales means nothing more than “internal sales”. It is the sales process and methodology that has proven to be most effective in which all or most of the process is carried out remotely.

Then you ask me: but is it like telemarketing? Instead of holding face-to-face meetings, do you call as many people as possible trying to sell something over the phone? No. Almost the opposite of that.

In fact, the only similarity may be the contact made by phone. Unlike telemarketing, the goal of the initial approach should never be the final sale of the product or service, but rather to better understand the context of the person on the other end of the line. And (fortunately) this method has been increasingly embraced.

A recent survey carried out by the InsideSales portal indicates that in the last 3 years, adoption of the inside sales process has grown fifteen times more in companies than the traditional sales process.

Despite being very well-known in the American market, the inside sales method is still new in Brazil and companies that adopt this path still have a relatively blue ocean ahead of them.

But is it that simple? If we just start holding meetings within our company, will we be able to drown in sales and new customers? Of course, behind every exceptional result, there is a strategy that is at least as exceptional.

High-performance sales: what does this have to do with inside sales?
By adopting the inside sales method in your company, in addition to reducing the frustrations of your sales team, you also optimize performance and boost investments, consequently increasing revenue.

Even with this big spoiler, I reaffirm the question you may have had before: why has this method grown so much and so fast? Because an inside sales strategy is supported by 4 pillars and clear objectives:

Reduction of customer acquisition cost (CAC);
Shortening the lead purchase cycle ;
Customer loyalty;
Increased team productivity.
Please note that I am not necessarily talking about an extreme daily volume of calls, emails or any other form of contact. We are talking about assertiveness and performance optimization.

A high-performance sales team works with well-defined KPIs and goals, knows the main pain points and motivations of its audience or persona, has a good understanding of the market in which it operates, is constantly seeking knowledge and (perhaps most importantly) qualifies its leads before even making contact.