Sales strategies practiced around the world today are divided between external and internal sales.
It is undeniable that the second model generates less costs, simply because it is remote, but that is not enough to abandon external practice.
Faced with this situation, what can be done in times of restrictions and social distancing?
Undoubtedly, the global crisis caused by the COVID-19 pandemic has impacted the sales strategies of companies around the world.
The need to cancel meetings and business trips directly affects results, completely cutting off the routine of external sales.
At times like this, the best solution is to adapt the strategy to internal practices.
Although the models have significant differences in prospecting and converting customers, it is possible to adapt the business.
In this post, we will show you how to avoid missing out on opportunities and effectively transition from outside sales to inside sales.
Keep reading!
What are inside sales?
Internal sales are the prospecting and negotiation ukraine phone number data processes that sales teams carry out internally, that is, without personal contact with potential clients.
Therefore, all product and service presentations, in addition to negotiations, are carried out through channels such as:
- phone,
- e-mail,
- video calls,
- and any other resources that are available to the teams.
What are the main differences for external sales models?
The two sales models (internal and external) have fundamental differences and are part of the construction of the two revenue generation strategies
Inside sales work differently and that is the main challenge, as not all clients are willing to close big deals without at least a face-to-face meeting.
Therefore, the great need at this time is to be able to convey security and credibility without having face-to-face contact.
Communication channels
Channels that strengthen this contact between oriented to personal brandingc prospects and sales teams are also essential elements in building the two sales strategies.
Internal sales, on the other hand, depend directly on these channels , making extensive use of them.
The big question is that when the client is willing to conduct the negotiation remotely, it becomes easier to choose a means of communication that is more comfortable for both parties.
Therefore, there is an almost natural alignment, with no impact on the negotiations.
Scope of negotiations
Therefore, it is essential to evaluate the costs of transport and logistics . Depending on where the prospect is located, some businesses with mobile lead great prospects may be worthwhile, but others not so much.
Inside sales handle these problems much better, because it is possible to contact customers from anywhere in the world, for free and with effective communication. Therefore, the reach is much greater, generating more conversion opportunities .
How to make the transition to inside sales?
In times of uncertainty and limitations on face-to-face meetings, it is extremely important to have well-defined strategies for the transition from the external sales model to the internal sales model.
To achieve this, it is necessary to change strategies, practices and have the right tools. In this way, it is possible to adapt the work, without generating distrust in prospects and clients .