Key points to consider when introducing inside sales

[ishanijerin1]

We will explain the key points to consider when introducing inside sales.

IT literacy
In order to make full use of the introduced tools, a certain level of IT literacy is required.

Some products cannot be operated smoothly without programming knowledge, so the tools need to be managed by personnel such as engineers.

If you don't have any engineers or staff with vp communication officers email database equivalent knowledge, hire suitable staff or select someone within your company to study the subject in advance.

Collection of information called "BANT information"
Organizations or departments that confuse this with telemarketing may not be able to conduct proper interviews.

When conducting interviews, you can determine the customer's likelihood of success by checking information called "BANT information."

・Budget

　Do you have the budget to introduce the service/product?

・Authority: Decision-making authority 　

　Can you approach the people who actually have decision-making power?

・Needs: Necessity　

　Whether the other party's needs and desires are those of the entire organization

・Timeframe: Introduction period　

　Is there a set time for implementation?

By utilizing BANT information as a question item during negotiations, it becomes easier to understand "how likely it is that the deal will be closed." Deals that meet the BANT criteria tend to have a higher closing rate , so be sure to check them to make inside sales a success.

Deploying the right people for inside sales
In order to make inside sales successful, it is important to have the right people who are suited to inside sales . Below are some characteristics of people who are suited to inside sales.

-High communication skills using telephone, chat and online business tools

・Has the mental strength to continue and a spirit of challenge

・Task processing speed ・Fast administrative processing

- Ability to report facts