Inside Sales Fundamentals

Inside Sales Fundamentals: 

Inside Sales Training

Today I would like to share some valuable information on how to become a successful Inside sales personnel 

So, before I start, I would like you to know that Inside Sales mostly involve B2B sales from a remote location over the phone, email or using the internet.

Some cases it complements by a Field sale personnel, who attends the meetings scheduled by the Inside sales team of his organization. 

And, demands of Inside sales professional are very high in 2018 in India.

Let’s start!😊
 Avoid using any script. Instead, focus on the conversation:       

      Whenever we think of inside sales we think of the script that is prepared to talk to the prospect over the phone. An ideal would be prepared for a conversation with the prospect. To do so, you must have a good understanding of the product/Services that your Organisation is offering. Once you have done with the Product understanding, you have to prepare yourself for the conversation. Where:  

You must ask questions.

You must be innovative over the phone

You must try to get the desired information 

You must be risk yourself to get the information

(This is not possible on a single call so try to take appointment from the client to make good use of your time). 

Again I would like to mention that you can only do this by having a complete understanding of the product and solution.

You must get this done by yourself only.

By studying everything on the Website.

Study the competitor.

Also, analyzing your competitors is very important in understanding your products. 

All this preparation will make you confident on the product and this leads to an effective conversation over the phone.

 

Avoid using Database: 

I would recommend you not to use any database for the call because it may be old and not accurate as you expect. And after some time, you start losing confidence on the database. So, best is to prepare one by yourself.

LinkedIn is awesome for this.

All the company lists themselves on the LinkedIn and easily you can find the concerned person you want to contact. 

Now, you must call them and ask if it’s a good time to talk to him/her for 2-3 minutes. Eventually, stat the telephonic conversation.

Provide the overview of your product/solution in comparison with the competitors.

Tell about the benefits to the organization

Ask relevant question to position your product accurately

Ask for a meeting if field sales person available in your organization.

If say no requirement, ask if its okay to call after 2-3 months or what time would he/she prefer.

Note down his email id always

Also, request for the Mobile number for effective communication (if He/She is fine with that). 

Always send a Courtesy email to customer after a telephonic discussion. 

Put the complete details that you gather over the phone in an excel sheet and this will become your ultimate database. Pipeline in business term.

You can also use a CRM to track your accounts. I use HubSpot CRM for the same. Its free and send you the reminder email if you create any task on this.

Whenever someone shows interest in the product that accounts become your Leads. Leads may close over the time. So, its time to reward yourself by you only.

Follow Up: 

It's very important that you do regular follow up with the prospects regarding any requirements that come up or any further query he/she have about your solution suite.

Always remember: do not force them for a meeting or buy your product but to impress them by educating about the benefits and do follow up calls or send follow up emails after certain interval say 3 months.

Understanding Email etiquette and follow them is an important aspect of Inside Sales Fundamentals. 

Now, currently, you have the pipeline of leads, prospects, and suspects. You can try to convert prospects and suspects to leads at a certain time after doing telephonic and email follow-up but, its surely take time to convert into leads and leads into the closer.

“Everything in this world …was created by people no smarter than you” - Steve Jobs

So, know your strength and believe in yourself and you will able to achieve all the goals you set for yourself.  

Now you have subject knowledge of Inside Sales. 

It's time to enhance your skill set from an awesome shloka of Bhagavad Gita: 

  
Karmany evadhikaras te ma phalesu kadacana

Ma karma-phala-hetur bhur ma te sango stv akarmani".

All The Best!!!