Inside Sales as a Secret Weapon. Many "best in class" companies in the technology and manufacturing sectors are increasingly using inside sales, telemarketing, and lead generation teams to replace field sales people. It's being done in order to drive improvement and sales efficiency at reduced costs. If you look at the best in class producers, in just about any sector in the technology industry today, they've been planning and deploying telesales, lead generation, and telemarketing functions for many years with a high degree of success.
Using inside resources gives you a number of advantages over field sales personnel. First of all, inside sales are a fraction of the cost of a traditional field sales person. Second of all, their efficiency, because they work in highly controlled environments, is much higher than a field sales person who is working remotely outside of a sales office. Third, using inside sales people allows you to match the cost of your lead generation activities with the value added that's produced at each stage of the sales cycle. So, the earlier you are in the sales cycle, the less value added there is in terms of your person's impact on sales and therefore, your cost needs to be lower. Such is the case when using inside personnel.
A lot of companies complain or object to the fact that inside sales would not work in their particular industry. But we've seen it work across a very wide variety of fields, from technology, software, hardware, through to manufacturing to retail, as well as in such industries as construction and business services. Telesales and inside sales have long been known to be a secret weapon of many companies and even though we all have a stereotypically negative view of telemarketers, we know that teleseales can be deployed in just about any industry today with a high degree of success. The resulting acceleration of your sales and the rapid advancement of your sales pipeline at reduced costs, is a direct benefit of considering shifting some or all of your selling model to an inside sales or telesales team.
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