Lead generation is essential for any sales team. Sales have changed a lot in the last decade. Thanks to marketing technology, it brings clarity and insights to the sales team. Here is some information about inside sales and a few tips for better lead generation.
Understanding Inside Sales
Many people don’t understand what is inside sales. It is a dominant sales model for representatives in tech SaaS, B2B, and a variety of B2C industries. In this sales model, representatives are required to sell organizations services and products via phone, mail, or other online channels.
Develop a Deep Understanding Of Prospect Business
It is essential to understand the prospect’s business process. It will help you find out what value your products and services hold them. This is better than just trying to sell. It will help if you have a strategy to gain this understanding. Here is the process.
- Build a Profile of an Ideal Customer
Remember to choose the customers. By doing it right, you eliminate the noise. It will also help you stay away from prospects that are not good for you. You can ask yourself questions like:
- What industry does your ideal customer belong to?
- How large is the company?
- Where is it located?
- What is the ideal use case?
- Understand Their Needs
Don’t forget you are selling to real people. Your inside sales team needs to know what kind of results the customer would achieve using your products and services. Some of the questions you can ask are:
- What is the specific goal your ideal customer wants to achieve?
- How do they measure the results internally?
- Try to Learn About Their Decision-Making Process
Depending upon the solution you are trying to sell, it can take days, weeks, and months for the prospect to make the purchase decision. It’s in your interest to find out how long the sales process will be. Ask your prospective customer the questions like:
- How does your company make such purchase decisions?
- How many people are involved in such decisions?
- Which teams are involved?
- How long does their company take to make such purchases?
Be the Problem Solver
Ask any experts who know what is inside sales, and they will say they don’t present themselves as salespeople. You need to present yourself as a problem-solver. Whenever you send a mail or inquiry to prospective customers, perform research on the company first. Introduce yourself as a sales advisor who cares about the challenges the prospect is facing.
Build Trust Through Listening
One of the essential inside sales strategies is to let the prospect talk and fully explain their situation. Being quiet is the most effective sales tactic. Allowing your prospect to talk shows you are interested to know about their business and challenges rather than going with your pushing agenda.
Never Stop Following Up
After listening to the prospective customers and offering a solution, you need to take a regular follow up. If they tell they need more time to make decisions, allow them. If they mention they are busy, ask them to call whenever they have free time. In most cases, they will respond to your calls.
Even the best prospects list does not yield 100% results. It is your sales strategy that counts. These tips will help you start taking the first step right and guide you through the process. In the end, these tips help in better lead generation that yields good results.