Lead nurturing is possible
Posted: Sun Feb 02, 2025 7:14 am
Field sales are mainly face-to-face sales, so they spend a lot of time visiting leads and existing customers. Therefore, even if you want to develop leads (lead nurturing) yourself, it is difficult to actually find enough time. On the other hand, inside sales do not have to spend time going out, and since they consider lead nurturing to indonesia consumer email list be their own job, they can spend time responding to them. In addition, inside sales also attempt lead nurturing of existing customers or dormant leads that are currently in the database and may actually have potential, so you can expect to dig up leads and receive orders for cross-selling and upselling to existing customers.
Outbound can also be strengthened
In the past, sales representatives were responsible for taking action on outbound leads that were set as targets for the entire company, but they were often turned away due to lack of preparation, and even if they managed to make contact, if the follow-up was delayed even a little, it was not uncommon for the lead to be taken by a competitor. If inside sales were to take charge of everything from knocking on the door of outbound leads to setting up negotiations, they would continue to try to contact the lead using various methods, making it easier to obtain the necessary information and increasing the chances of closing a deal. Furthermore, if there is a BDR who specializes in following up on outbound leads, the chances will increase even further.
Three points to smooth collaboration between inside sales and field sales
In order to improve sales efficiency and increase the success rate, it is important to ensure smooth cooperation between inside sales and field sales. There are three important points to promote smooth cooperation. Let's take a closer look at each of them.
Share the details of the negotiation in advance
The information shared by inside sales is often the deciding factor in whether a business negotiation with a lead handled by a field salesperson will be successful. Inside sales will share all information that is considered useful to field sales, such as information about the company the lead belongs to, the role and position of the lead, specific issues the lead has, concerns about using the service such as "price plan," "support system," and "ease of use," and information about the lead's final decision maker and people who have influence on the contract. In addition, it is absolutely necessary to avoid situations where you are not prepared to answer questions asked by the business partner. If you know the items that the business partner expects answers from the field salesperson, such as cases of the lead's competitors, specific return on investment, and the benefits of the lead's side in placing an order with us, it is a good idea to share this with the field salesperson in advance, including what inside sales speculates.
Outbound can also be strengthened
In the past, sales representatives were responsible for taking action on outbound leads that were set as targets for the entire company, but they were often turned away due to lack of preparation, and even if they managed to make contact, if the follow-up was delayed even a little, it was not uncommon for the lead to be taken by a competitor. If inside sales were to take charge of everything from knocking on the door of outbound leads to setting up negotiations, they would continue to try to contact the lead using various methods, making it easier to obtain the necessary information and increasing the chances of closing a deal. Furthermore, if there is a BDR who specializes in following up on outbound leads, the chances will increase even further.
Three points to smooth collaboration between inside sales and field sales
In order to improve sales efficiency and increase the success rate, it is important to ensure smooth cooperation between inside sales and field sales. There are three important points to promote smooth cooperation. Let's take a closer look at each of them.
Share the details of the negotiation in advance
The information shared by inside sales is often the deciding factor in whether a business negotiation with a lead handled by a field salesperson will be successful. Inside sales will share all information that is considered useful to field sales, such as information about the company the lead belongs to, the role and position of the lead, specific issues the lead has, concerns about using the service such as "price plan," "support system," and "ease of use," and information about the lead's final decision maker and people who have influence on the contract. In addition, it is absolutely necessary to avoid situations where you are not prepared to answer questions asked by the business partner. If you know the items that the business partner expects answers from the field salesperson, such as cases of the lead's competitors, specific return on investment, and the benefits of the lead's side in placing an order with us, it is a good idea to share this with the field salesperson in advance, including what inside sales speculates.