Inside sales is the natural way to adapt outside sales practices into periods of mandatory social distancing. In the midst of global crises, companies seek to adapt as best they can. Those who make the transition will be able to survive and continue to achieve good results. Edgar higuerey Apr 6, 20 | 8 min read inside sales process The sales strategies practiced around the world today are divided between external and internal sales. It is undeniable that Bahamas WhatsApp Number List the second model generates less costs, simply because it is remote, but that is not enough to abandon external practice. Faced with this situation, what to do in times of restrictions and social distance? Without a doubt, the global crisis caused by the COVID-19 pandemic has impacted the sales strategies of companies around the world.

The need to cancel meetings and business trips directly affects the results, completely cutting off the routine of external sales. At times like this, the best solution is to tailor the strategy for internal practices. Although the models have significant differences in prospecting and converting customers, it is possible to tailor the business. In this post, we’ll show you how to not miss out on opportunities and effectively transition from outside to inside sales. Continue reading! What is inside sales? Internal sales or inside sales are the prospecting and negotiation processes that sales teams carry out internally, that is, without personal contact with potential customers. Therefore, all the presentation of products and services, in addition to negotiations, is carried out through channels such as: telephone, e-mail, video calls, and any other resources that are available to teams.

What are the main differences for the external sale models? The two models vent to s (internal and external) they have fundamental differences and are part of the construction of the two income – generating strategies. Knowing how transitions from one practice to another will be reflected is essential so that the impact can be properly calculated and possible negative consequences minimized. Face-to-face meetings External sales, for the most part, are made up of face-to-face meetings , more specifically meetings . This practice is the central point that supports the strategy, that is, it is in these meetings that the terms are negotiated and the sales are closed in a concrete way. Inside sales work in a different way and that is their main challenge, since not all clients are willing to close big deals without at least one face-to-face meeting. Therefore, the great need, at this time, is to be able to transmit security and credibility without having a face-to-face contact. Communication channels Channels that strengthen this contact between prospects and sales teams are also essential elements in building the two sales strategies.

In outside sales, they are used for initial contacts, such as when scheduling meetings or sending presentations or files. Internal sales, on the other hand, depend directly on these channels , making extensive use of them. The big question is that when the client is willing to negotiate remotely, it becomes easier to choose a means of communication that is more comfortable for both parties. Therefore, there is an almost natural alignment, with no impact on the negotiations. Scope of the negotiations Although the initial contact of an external sales team is through the same channels that the internal team uses, the next step is face-to-face meetings. Therefore, it is essential to evaluate the costs of relocation and logistics . Depending on where the prospect is located, some businesses with great prospects may be worth it, but others not so much. Because of this, meetings need to be carefully selected and many times we stop investing in smaller prospects, but who could generate good income. Inside sales handle these problems much better, because customers can be contacted from anywhere in the world, free of charge and with effective communication.

Therefore, the reach is much greater, generating more conversion opportunities . How do you transition to inside sales? In times of uncertainty and limitations of face-to-face meetings, it is extremely important to have well-defined strategies for the transition from the external sales model to the internal sales model. To achieve this, it is necessary to change strategies, practices and have the appropriate tools. In this way it is possible to adapt the work, without generating mistrust in prospects and clients . Here’s how to adapt your inside sales practices and suffer as little impact as possible! 1. Rethink the content of approaching and conducting customers It is not difficult to understand that the contacts coming from an internal sale are very different from the face-to-face meetings. The first point is that it is not possible to understand what the climate is in the place, that is, to perceive the probability that the client will close the deal. Inside sales resources are inversely proportional: as they increase reach, they greatly decrease intuitive perception.

To overcome this, it is important to adapt approach strategies, trying to reduce the sales cycle as much as possible. In this sense, the role of the salesperson is, basically, to induce that customer and make decisions more quickly. Naturally, the prospect feels that from a distance they have more time to think and will be able to make purchase decisions when they want, which can prolong the process in a negative way. This change of approach can be done by creating a more dynamic contact, such as video calls, more specific offers sent by email in which we have already mentioned numbers and conditions of products and services, in addition to other practices. The ideal is to generate as much objective information as possible for each contact, imposing the need to make decisions. 2. Adapt contact practices to the distance scenario In moments of social distance, this transition from external sales to internal sales becomes an obligation, that is, acceptance is natural on everyone’s part.

Therefore, potential and current clients already know that negotiations cannot be stopped and that they must adapt to the resources that allow them to continue working, despite the fact that there are restrictions on these processes. External sales begin with remote contacts and evolve to face-to-face meetings, with the transition to the internal model, this second step is not carried out . Therefore, it is important to know how to invest the time and efforts of the sales teams. Spending the day making calls, for example, may not be the best strategy for getting sales. When it comes to prospects, inbound strategies can be more effective and generate much more productivity, without losing the formality, which makes all the difference when it comes to generating conversions. Therefore, the most direct contacts can be for those who are already at a more advanced stage in the sales funnel or who are already customers. With these, active contacts with emails and calls are highly recommended.

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