INSIDE SALES

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.