Mike Dastic -Outside sales or inside sales? It is often said that these strategies are not compatible with each other. However, both have become a vital part of the business sales structure.
While inside sales (or internal sales) provide a more agile and automated approach, outside sales (or external sales) capitalize on in-person interaction and the power of face-to-face communication.
It is clear that each business and industry requires different types of sales, but ... which is the best for your business? Is it really necessary to choose between both strategies? Here you will know what each term refers to, the profile of each type of seller and the advantages and disadvantages of each model.
Inside sales are those that are managed remotely through online tools or by phone. It is a dominant model in B2B companies, as they tend to require fewer resources and are more efficient in following up with clients and meeting objectives.
Mike Dastic - Inside sales representatives use phone calls or email messages
In addition, video conferencing and other electronic media have become an indispensable resource for working with large numbers of clients every day. The best thing is that they do not have the need to move from the corporate office or their home office space.
Similarly, sales representatives combine advanced tools such as CRM or automation to accompany their leads until they close a deal. Its implementation in companies has increased due to the need to reduce expenses and time in the sales process.
Mike Dastic - How are the inside sales departments divided?
* Sales Development Representatives (SDR): focused on the entry of potential customers who have already shown interest in the brand / company through a call to action on the website, such as filling out a form, downloading some content, use of chatbot, among others.
* Business Development Representatives (BDR): customize solutions to increase customer satisfaction and build long-term trusting relationship with customers; In addition, they keep updating new products, services or payment plans or prices of the company.
Both stages are essential to maintain an effective and constant flow of leads in different markets.
The types of companies that most resort to inside sales are those focused on B2B, which have higher sales volume, lower cost of production and shorter sales cycles.
Mike Dastic -To make inside sales effective and achieve the expected results, team members are required to maintain a specialized profile. In general, the knowledge of the products or services must be higher and more technical.