What is Inside Sales? What Does It Do? Learn Everything About It!

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Is the Inside Sales model right for your business? Understand this sales system, its benefits and how to use it!

Inside Sales, what does it mean? In a faithful translation, the term means “internal sales”. It is a model that has been used to complement new sales processes, focused on converting customers, optimizing the work of salespeople, increasing revenue and drastically reducing costs .

In other words, it is a practice that aims to achieve belarus telemarketing list companies with increasingly positive financial performance. This is because the internal sales process is more agile and cheaper.

Did you like the subject? Do you want to know how this is possible? Then follow what Inside Sales is and how it can transform your business.



What is Inside Sales?
Inside Sales is a remote sales system . In other words, it is when interactions between seller and buyer do not occur, at any time in person, but rather entirely over the phone or online – via video conference with everyone involved or direct video calls to the decision maker.

In addition to significantly increasing sales productivity, this model is perfect for ensuring maximum performance for companies, even in times of crisis. Sales using the Inside Sales method avoid travel costs and are very useful when working from home is unavoidable, for example.

In fact, we at Grupo Lu believe in the success of this model and believe that it is here to stay.



What is the origin of Inside Sales?
The big increase in Inside Sales in the United States occurred in 2008, due to the Great Recession . Companies of different sizes and segments started using social networks, chats and video conferences to prospect clients.

This model has been replicated in Brazil in recent years, also motivated by the political and economic crisis that has led companies to seek more efficient alternatives for their businesses, such as remote sales.

However, to be truly effective, Inside Sales depends on a lot of planning and the development of business intelligence strategies. This is because it is necessary to develop a structured qualification process, so that you have a large volume of leads and all of them yield concrete business opportunities.

To adapt to this model, artificial intelligence tools have become great allies in the prospecting process, such as sales software . In other words, to implement Inside Sales, it is necessary to invest heavily in technologies and process automation.

It is also important to remember what Inside Sales is not. This model can be confused with telemarketing, for example. But it is worth remembering that it is not about using the telephone or social media to “push” products and services.

One of the main objectives of Inside Sales is to focus strategies on research to discover which customers are truly capable of purchasing that product/service, establishing a more profitable contact with real possibilities of conversion.

In other words, the customer is the main focus of attention , so that only effective solutions will be provided for a specific profile. In times of crisis, relying on Inside Sales is a great idea, saving valuable resources such as time and money for everyone involved in the sales process.


What are the advantages of Inside Sales?
Increased sales productivity is one of the main and most immediate benefits of remote sales.

When the need for travel and face-to-face interaction is eliminated, the volume of possible contacts with customers increases significantly.

If a traditional salesperson who works with Field Sales (in-person or field sales) can schedule two or three visits in one day, in Inside Sales this number of contacts can double or triple.

This drastically reduces the Customer Acquisition Cost (CAC) without compromising the personalization of the sale. After all, it is this personalization that generates that relationship of trust and empathy between the seller and the customer, increasing the chances of conversion and even loyalty.

Among other advantages related to Inside Sales, we can point out:

Reducing the impact of distances;
Reduced conversion time;
Flexibility of sales routines;
Optimization of salespeople’s work;
Qualified lead and customer nurturing.


Inside Sales: what does this professional do?
But after all, what does a professional who works in the Inside Sales model do?

Well, first of all, let's give a more generic answer: this professional plays a fundamental role in closing sales and, obviously, contributes to revenue growth in a company.

Their routine is based on making business calls with qualified clients, to whom they provide a type of consultancy and guide them towards a sale.

How does this internal salesperson work? Through more refined frameworks and persuasion techniques, which go beyond the famous “sales pitch” or pure insistence.