In the 80’s-90’s it was known as telemarketing! It evolved to be known as “Inside Sales”. How has digitisation affected Inside Sales and your business? Can you afford to ignore the change?
Selling on the phone using a time tested sales process and sales play-books have brought Inside Sales to forefront. Successful sales companies swear by inside sales and give it equal importance as to traditional sales, if not more. In last 30 years plus the way we sell has evolved tremendously.
So what is the future of Inside Sales? This is an unnerving question that a lot sales managers ask. In other words they are looking for new trends that will shape up inside sales for the future.
No one has been able to escape the Digital Wave, nor will Inside Sales! It will further evolve into what I call as, “Digitised Inside Sales”.
Here are the top 5 reasons as to why Digitisation of Inside Sales is imperative? Also why you cannot afford to ignore this phenomenon.
Digital is fast becoming the main Marketing & Sales Channel: Customers are now more comfortable getting information about the products and companies, digitally as compare to getting it over phone & video calls. Even large B2B companies are adapting to this change in preference.
Customer Touch Points are becoming more Digital: With latest sales methodology and best practices (read inbound methodology for instance) customer is completing up to 60% of the buying journey before interaction with any sales rep. Inside sales has to be digitised so that the phone call is not an unwanted experience.
Inbound Calls based on CTA (Call To Action) will Increase: Click to Call buttons on websites, blogs, extended web pages and specific landing pages are increasing. It will be of utmost importance for the Inside Sales Rep to know as to where the lead is coming from?
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New Era of Personalisation: Gone are the days when Inside Sales could afford to offer standard products to all the customers. Predictive analytics, capturing customer data and converting it into an intelligent insight will enable Inside Sales Rep to be more personalised in his/her approach.
Social Media to Boost Success: Your customers look up for your information on social media. Professional Platforms like LinkedIn are a major source from where now Inside Sales Reps get pre-qualified leads. The key to their success lies within their ability to harness the power of Social platforms as a whole.
Digitised Inside Sales is a more holistic approach to integrate the phone and digital media into one! Go in for the change as it is only the constant.
