How to Become an Inside Sales Professional of the Year

How to Become an Inside Sales Professional of the Year:

Inside Sales Training

Inside Sales is rapidly growing in the globe due to different tools that are available in the market which makes the inside sales team a revenue generation team, such as remote meeting software (WebEx, AnyDesk, Ammyy Admin) quality database availability and cost reduction involved in this field as compared to traditional field sales. But, it's very important to know how to initiate a conversation with your decision makers.

I will discuss some of the most important factors that play a vital role on the success of inside sales team:

•      Identify your target audience:

Before you pick up your phone to start your cold calling you need to first understand who are your buyers. You should consider your target audience based on industry type, sub-industry, number of employees, total turnover, location, company type (for example, industry top, startups, SME's, MNC and so on) and the designation of your prospects. This will give you an overall idea of your target audience.

•      Connect with your prospects:

I believe this is the most important strategy for any type of sales professionals. Here you have to build a connection with your prospect. The more you able to connect with your prospects the less you need to convince your prospects to buy your product or solution.  Before you make a call to your prospects you have to do a complete research on the decision makers to make a need and concern analysis of them. what product or solution your prospect is currently looking for that need to be understood. You have to understand what you have for them. How your solution can solve the current need and concern of them. Even when you initiate a call with the prospects it's recommended to listen to listen to them properly and then respond with the solution. It's very much possible that your solution does not match with their current need. At that time you have to be loyal and convey the same. In this way, you become a consultant not just an inside sales professional.

•      Conversation with the decision makers:

A script is required to just initiate a call but, without relevant conversation, you can not convince your decision makers to buy your product. You have to learn much about your prospects so that you will be in a position to start a relevant conversation. This can be done after a thorough understanding of the company and what they are into. It's important to engage with your prospects in different stages of a sales process. The more you know about your prospects the easier it will analyze what they need to make a decision. You can use a different database such as fundoodata to find key information and speed-up this process.

•      Mastering coll calling with the combination of effective and relevant emails:

 Once you start your call you need to do the following things step by stem:

I.     Introduce yourself ( mentioning your name and the company you are calling from)

II.   Company product/service introduction (mentioning your company product or services in one line).

III. The benefits that you can offer to your prospects, your USP and the case studies based on the industry segment.

But, your prospects are not always available to receive your call or your prospects may not be interested in your product that you offer. so, it's important that you take the rejection as a part of this inside sales process and become a dedicated person by making a good number of call to find the prospects where there is a requirement or scope of discussion is present. I have discussed different types of challenges that face by inside sales professional in their day to day work when they make their cold calls. You can find them here: " 5 Common Challenges Faced by Inside Sales Professionals in India"   One another way to mastering your inside sales skill is to combine your calls with customized, effective and relevant emails. 
The following points need to be in consideration in combination with emails to get more response from your prospects.

I.     Always send a courtesy email to your prospect after you have a call him/her. Include your product benefit on that email.

II.   Try to use catchy subject lines for your emails to increase the open rare from your prospects but, it needs to be professional.

III.  Avoid using words which make your email spam such as, Free, Guaranteed, 50% discount and so on.

IV.  make your emails short and must have a clear call to action on it.

V.    Tell your prospects what action to be taken such as, request a call, request a webex, a meeting etc.

VI.  Personalized your email by mentioning what telephonic discussion you had with your prospects.

VII.        Include an email signature with your company name, your name and contact details with few words about the works your company does.  

 By using this above email etiquette with a combination of your phone call you can get more response from your recipients. I will share some emails templates in my coming blog.

By following the above-mentioned strategies you can become the inside sales professional of the year and you shall start creating a legacy in your organization which should be your ultimate goal.

Thanks for reading!

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