Choosing Inside Sales Over Telemarketing and Outside Sales: What’s the Edge?

Telemarketing agents make efforts to seal a deal in a single attempt and moves on to the next prospect. The focus area of telemarketing is limited to low-ticket items and B2C campaigns. Inside sales, on the contrary, involve high-ticket transactions and often a strategic process to gain high-quality leads in the B2B landscape. Inside sales representatives are highly proficient and leverage sharp skills and business acumen rather than relying on scripts. The blog post discusses the power of inside sales over conventional telemarketing and inside sales techniques.

The Edge Offered by Inside Sales

Apart from a remote reach and involvement of highly-trained sales representatives, there are plenty of scenarios where inside sales outshine telemarketing and outbound sales. Organizations are more likely to rely on inside sales as it:
Untangles Sales Cycle Complexity
The complexity of the solution that businesses offer or the size of deals determines the dominance of inside or outside sales. Although getting hold of high-end deals may involve meeting a prospect directly with multiple communications, the process starts with an inside sales approach. Pitching a product or service may begin with a remote channel like inside sales before sealing the deal in person through outside sales.

Supports Sales Collaboration

Closing B2B deals can be quite complex. Inside sales need to coordinate with remote teams involving managers, marketers and several other business branches to move the leads across the sales cycle to close the deal. Inside sales representatives use a CRM and inside sales solutions for B2B sales to record pertinent details of the accounts. The inside sales software can fetch real-time reports to provide insights about the prospects such as buying preferences, purchasing power and even geographical location which may prove helpful in sealing the deal.

Uses Sales Acceleration Tools

Inside sales representatives leverage a variety of sales acceleration tools such as inside sales software that enables them to reach more prospects through emails, voicemails and enhance conversations through power dialing methods. Features such as easy navigation, marketing automation and extensive reporting provide inside sales advantage over outside sales representatives. 

The Way Forward

Sales acceleration technology will continue to grow and become more powerful in the future. Business owners need to keep up pace with the latest trends in inside sales solutions that may provide an edge over their competitors. If a business is still relying on the conventional methods to sell their services, it is high time for a technology makeover while considering the use of inside sales software to scale up.