Post by ivykhan885 on Mar 5, 2024 5:58:20 GMT
Among the activities planned for the inside sales team, we find calls to prospects, to try to transform them into actual customers, and to customers, with upselling proposals. But isn't this also the definition of cold calling and telemarketing? At a superficial glance, in fact, inside sales and telemarketing might seem quite similar, but analyzing them in more depth, significant differences emerge. Discover them by continuing to read this article! The differences between telemarketing and inside sales Telemarketing activities usually consist of cold commercial calls to lists of telephone numbers - very often purchased or collected over years by companies - which may include lines that are now deactivated, former customers who no longer want to deal with the company , people who have no idea who is calling them and why. It is for these reasons that cold calling today, in addition to being perceived as a nuisance by most people, turns out to be more of a waste of time and money on the part of the companies that practice it. It's hard to find someone who willingly answers a call anonymously or from an unknown number and who really couldn't wait to receive that offer. It can happen, but it is rare, and today's B2B companies can no longer afford to "shoot into the mix".
No effective inside sales strategy involves purchasing contact lists. On the contrary, the internal sales group will be responsible for finding a series of potential customers , through a search on the web and on social networks and by selecting the contacts in the database, created with lead generation campaigns . The research phase also includes the qualification of contacts , a strategic activity in B2B, because it helps salespeople to come into contact only and exclusively with potential customers ready to purchase , who have already found answers to their doubts and overcome the majority of part of their objections Australia Telegram Number Data The in-depth study of the prospect's interactions is essential to prepare the phone call and create a series of messages depending on the needs expressed, more or less directly. By using an identical script for all calls - as almost always happens in telemarketing - however, the personalization component that is required in every B2B sales process today is missing . Download the ebook Always following the same pattern, in fact, it is difficult for an authentic conversation to take place and for the potential customer to perceive the company's sincere desire to listen to him and help him overcome a challenge or achieve an objective. To be effective, the inside sales team's call must be focused on the prospect's needs ; it is therefore necessary to know the company's situation, the aspects of the business that can be optimized, the priorities and perhaps even the available budget. It is necessary to foresee questions focused on the interlocutor and above all a willingness to listen to the answers, to build a complete picture of his needs and qualify him.
before the possible meeting with the sales force . Portrait of businessman talking on mobile phone in office If there is an area to which bot technology can be applied and achieve results, it is chat and conversational marketing . Being always present and available to answer users' questions and guide them in their navigation path is one of the essential characteristics of websites optimized from a user experience point of view and chat helps a lot in this. When you do telemarketing mainly in outsourcing, there is a lack of experience and in-depth knowledge of the solutions proposed by the company, while with an inside sales team you have the guarantee that people are trained and can offer real advice to potential customers . The risk of having unprepared salespeople speak is that they will freeze when faced with the interlocutor's first objection, immediately losing their trust . In conclusion, making hundreds of calls every day to people who don't know the company at all and don't need its products is the opposite of what inbound marketing has taught us to be truly effective for B2B business development . It is no coincidence that more and more commercial departments are applying inbound sales techniques to their sales processes, orienting them to the needs of prospects and personalization. If you want to know how to build a winning inside sales team and optimize your approach to the market, request a free online consultation with our inbound experts now! New Call-to-action B2B SALES
No effective inside sales strategy involves purchasing contact lists. On the contrary, the internal sales group will be responsible for finding a series of potential customers , through a search on the web and on social networks and by selecting the contacts in the database, created with lead generation campaigns . The research phase also includes the qualification of contacts , a strategic activity in B2B, because it helps salespeople to come into contact only and exclusively with potential customers ready to purchase , who have already found answers to their doubts and overcome the majority of part of their objections Australia Telegram Number Data The in-depth study of the prospect's interactions is essential to prepare the phone call and create a series of messages depending on the needs expressed, more or less directly. By using an identical script for all calls - as almost always happens in telemarketing - however, the personalization component that is required in every B2B sales process today is missing . Download the ebook Always following the same pattern, in fact, it is difficult for an authentic conversation to take place and for the potential customer to perceive the company's sincere desire to listen to him and help him overcome a challenge or achieve an objective. To be effective, the inside sales team's call must be focused on the prospect's needs ; it is therefore necessary to know the company's situation, the aspects of the business that can be optimized, the priorities and perhaps even the available budget. It is necessary to foresee questions focused on the interlocutor and above all a willingness to listen to the answers, to build a complete picture of his needs and qualify him.
before the possible meeting with the sales force . Portrait of businessman talking on mobile phone in office If there is an area to which bot technology can be applied and achieve results, it is chat and conversational marketing . Being always present and available to answer users' questions and guide them in their navigation path is one of the essential characteristics of websites optimized from a user experience point of view and chat helps a lot in this. When you do telemarketing mainly in outsourcing, there is a lack of experience and in-depth knowledge of the solutions proposed by the company, while with an inside sales team you have the guarantee that people are trained and can offer real advice to potential customers . The risk of having unprepared salespeople speak is that they will freeze when faced with the interlocutor's first objection, immediately losing their trust . In conclusion, making hundreds of calls every day to people who don't know the company at all and don't need its products is the opposite of what inbound marketing has taught us to be truly effective for B2B business development . It is no coincidence that more and more commercial departments are applying inbound sales techniques to their sales processes, orienting them to the needs of prospects and personalization. If you want to know how to build a winning inside sales team and optimize your approach to the market, request a free online consultation with our inbound experts now! New Call-to-action B2B SALES