Many large organisations have trimmed their outbound sales team in recent years to reduce Customer Acquisition Cost (CAC) and retention of Customer Lifetime Value (LTV). This has been all made possible with CRM systems such as Salesforce and Microsoft Dynamics and many other third-party additional support software. On average, inside sales roles have increased by 7% and sales development roles by 6% since 2015.
Automation can go so far in mapping out the sales pipeline but the need to interact with a prospect is still a necessity for some offerings whether that be responding to a web ticket raised, webchat, telephone sales and video conferencing. How a customer perceives your employee's knowledge and the experience they have in the buying journey will determine if they purchase from you and remain loyal for future sales.
According to the most recent studies, 79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business
Being able to listen to what is important to the customer, speak unscripted, with a tonality that engages, developing empathy, overcoming objections, selling the benefits and not the features is all a journey that inside salespeople need to learn.
Why your team needs sales training
An outside sales call costs £236, an inside sales call costs £39
37% of high-growth companies use inside sales as primary sales strategy (vs. 27% for field sales, 23% for internet sales, 8% for channel sales)
Sales reps can spend up to 40% of their time looking for somebody to call.
Speed is everything in sales. Having a structure in place for inside sales reps to make quick and efficient calls can make all the difference.
Who should attend Inside Sales
Duration 2 Days
Delivery Instructor-Led Workshop
Qualification Certificate in Professional Inside Selling
Location Customers Premises or external room hire*
Participants 12 - 15 people
Inside Sales 360
Gain buyer attention
Learning to listen
Conveying your message
Know when to be quiet
Retention Vs Acquisition cost
Time wasters Vs Information gathers
Mapping a sales journey
Selling in different channels
Inbound Vs Outbound
When a major prospect comes in the inbound marketing
Up Sell and Cross Sell
Software as a Service
Social Media and google analytics
Customer Growth Value rather than acquisition
Workflow and Automation