THE RISE OF INSIDE SALES IN...
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In today’s digital world, prospects are more educated about your products and services than ever before. The old sales model consisted of three main strategies: cold calling, sales demos and lead qualification. 4 One of the most popular methods of selling was in-person or door-to-door pitches, and understanding the customer’s needs at the utmost basic level led to closed deals. Old-school tactics are still used today, but with varying results in the digital marketplace. 67% According to SiriusDecisions 1 , 67% of the buyer’s journey is now done digitally, which means that almost 70% of the purchase decision is made before prospects even initiate contact with a sales rep. As a result, prospects want to see more educational resources from sales. Instead of just focusing on selling, sales representatives should act as consultants in order to close the deal. Inside sales is quickly evolving based on prospect behavior, and sales representatives need to adapt in order to win. Here’s a look at how inside sales is changing and how you can adjust to succeed. SALES 1.0: WHAT SALES USED TO LOOK LIKE About 67% of customers provide their email addresses to companies to receive information. 3 According to the Harvard Business Review, cold calling does NOT work 90.9% of the time. 7 Email marketing is still one of the most popular methods for engaging with prospects. Automation and customization tools have made it easier to tailor email messages and engage with prospects effectively. 67% 90.9% Outbound sales isn’t as effective because prospects now seek education and value — not a pitch or proposal — during their first interactions with sales reps. Outbound leads are costing your company more and more because of the resources and effort it takes to close them. Why It No Longer Works: SALES 2.0: THE CURRENT STATE OF INSIDE SALES With the advent of content marketing and the digital revolution, companies are now investing in inside sales teams to convert prospects. In fact: Inside sales is growing 300% faster than outside sales. 6 Changes in consumer behavior impact sales organizations’ decisions. According to Salesforce, 40% of large tech companies plan to increase their inside sales headcount by 2016. 2 The number of inside sales departments is projected to grow from 800,000 in 2009 to over 2M this year. 4 With the evolution of inside sales comes the strategy of social selling, where salespeople can educate and nurture viable prospects via social media: SALES 3.0: THE FUTURE OF INSIDE SALES Inside sales will continue to adapt and change over time. Here are some predictions for the future of inside sales: Social selling will become commonplace. Using social channels to sell gives you a closer look at what the prospect needs and provides insight that would not be available if you used traditional methods. Everyone is on social media, and you want to be where your customers are to alleviate pain, solve problems and provide value. Education will continue to be the most important selling tactic. Customers are changing how they buy. Your sales organization should change with them. Instead of starting with the pitch, begin with a conversation that provides them with information and value about a current problem they’re facing. Provide value, then sell. Cross-channel and multi-channel selling will continue to grow. Not every prospect wants to be contacted the same way. Promoting messages across different channels will increase your chances of connecting with prospects in a way they wish to be nurtured. HOW YOU CAN SUCCEED AT INSIDE SALES Intelligent sales automation can increase conversion rates by more than 400%. 3 At Salesvue, we help companies automate and close more deals with less effort, and with mathematical precision. Our Math of Sales TM solution organizes, measures and guides sales activities to successful outcomes while giving you real-time, quantitative insight into every phase of your sales cycle so you can pinpoint what’s working and what’s not. Automate, integrate and accelerate your company’s revenue processes. Request a demo of Salesvue today to learn how: bit.ly/svdemo15 75% of B2B purchases are influenced by social media. 4 Studies show that simply mentioning the word “video” in an email subject line can drastically improve open and click-through rates, and 59% of senior executives prefer watching online video to reading text. 3 According to Forrester Research, “43% of users ages 24 to 32 use social networks as their primary resource for brand and product information. 4 ” 61% of B2B marketers use social media channels, such as LinkedIn, to increase lead generation. 4 77% of B2C companies have acquired customers through Facebook. 3 300% 40% 2 million https://www.siriusdecisions.com/Blog/2013/Jul/Three-Myths-of-the-67-Percent-Statistic.aspx https://www.salesforce.com/blog/2015/02/outside-in-rise-inside-sales-team-gp.html http://velocify.com/blog/infographic-mad-men-era/) LinkedIn, PGI - Evolution of Sales: The Survival Guide 2013 Miller, M. Inbound Leads Cost 61% Less Than Outbound [New Data] (2012) Retrieved at http://blog.hubspot.com/blog/tabid/6307/bid/31555/In- bound-Leads-Cost-61-Less- Than-Outbound-New-Data.aspx Elkington, D. Inside Sales Market Update as quoted on InsideSales.com (2013) Retrieved at http://www.insidesales.com/insider/sales-met- rics/16-sales-statistics/ https://hbr.org/2010/12/vision-statement-do-you-really-know-who-your-best-salespeople-are/ar/1 1 2 3 4 5 6 7 Infographic by DK New Media www.dknewmedia.com Sources According to the inbound marketing leader HubSpot, the average cost per inbound lead is 61% lower than an outbound lead. 5 According to Forrester Research, the average buyer has completed between 68 and 90% of their decision-making process before engaging a sales professional. 4 INSIDE SALES IN 2015 THE RISE OF
Transcript of THE RISE OF INSIDE SALES IN...
In today’s digital world, prospects are more educated about your products and services than ever before.
The old sales model consisted of three main strategies: cold calling, sales demos and lead qualification.4 One of the most popular methods of selling was in-person or door-to-door pitches, and understanding the customer’s needs at the utmost basic level led to closed deals. Old-school tactics are still used today, but with varying results in the digital marketplace.
67%According to SiriusDecisions1, 67% of the buyer’s journey is now done digitally, which means that almost 70% of the purchase decision is made before prospects even initiate contact with a sales rep. As a result, prospects want to see more educational resources from sales. Instead of just focusing on selling, sales representatives should act as consultants in order to close the deal.
Inside sales is quickly evolving based on prospect behavior, and sales representatives need to adapt in order to win. Here’s a look at how inside sales is changing and how you can adjust to succeed.
SALES 1.0: WHAT SALES USED TO LOOK LIKE
About 67% of customers provide their email addresses to companies to receive information.3
According to the Harvard Business Review, cold calling does NOT work 90.9% of the time.7
Email marketing is still one of the most popular methods for engaging with prospects. Automation and customization tools have made it easier to tailor email messages and engage with prospects e�ectively.
67%
90.9%
Outbound sales isn’t as e�ective because prospects now seek education and value — not a pitch or proposal — during their first interactions with sales reps.
Outbound leads are costing your company more and more because of the resources and e�ort it takes to close them.
Why It No Longer Works:
SALES 2.0: THE CURRENT STATE OF INSIDE SALES
With the advent of content marketing and the digital revolution, companies are now investing in inside sales teams to convert prospects. In fact:
Inside sales is growing 300% faster than outside sales.6
Changes in consumer behavior impact sales organizations’ decisions. According to Salesforce, 40% of large tech companies plan to increase their inside sales headcount by 2016.2
The number of inside sales departments is projected to grow from 800,000 in 2009 to over 2M this year.4
With the evolution of inside sales comes the strategy of social selling, where salespeople can educate and nurture viable prospects via social media:
SALES 3.0: THE FUTURE OF INSIDE SALES
Inside sales will continue to adapt and change over time. Here are some predictions for the future of inside sales:
Social selling will become commonplace.
Using social channels to sell gives you a closer look at what the prospect needs and provides insight that would not be available if you used traditional methods. Everyone is on social media, and you want to be where your customers are to alleviate pain, solve problems and provide value.
Education will continueto be the most importantselling tactic.
Customers are changing how they buy. Your sales organization should change with them. Instead of starting with the pitch, begin with a conversation that provides them with information and value about a current problem they’re facing. Provide value, then sell.
Cross-channel and multi-channel selling will continue to grow.
Not every prospect wants to be contacted the same way. Promoting messages across di�erent channels will increase your chances of connecting with prospects in a way they wish to be nurtured.
HOW YOU CAN SUCCEED AT INSIDE SALES
Intelligent sales automation can increase conversion rates by more than 400%.3 At Salesvue, we help companies automate and close more deals with less e�ort, and with mathematical precision.
Our Math of SalesTM solution organizes, measures and guides sales activities to successful outcomes while giving you real-time, quantitative insight into every phase of your sales cycle so you can pinpoint what’s working and what’s not.
Automate, integrate and accelerate your company’s revenue processes. Request a demo of Salesvue today to learn how:
bit.ly/svdemo15
75% of B2B purchases are influenced by social media.4
Studies show that simply mentioning the word “video” in an email subject line can drastically improve open and click-through rates, and 59% of senior executives prefer watching online video to reading text.3
According to Forrester Research, “43% of users ages 24 to 32 use social networks as their primary resource for brand and product information.4”
61% of B2B marketers use social media channels, such as LinkedIn, to increase lead generation.4
77% of B2C companies have acquired customers through Facebook.3
300%
40%
2 million
https://www.siriusdecisions.com/Blog/2013/Jul/Three-Myths-of-the-67-Percent-Statistic.aspxhttps://www.salesforce.com/blog/2015/02/outside-in-rise-inside-sales-team-gp.htmlhttp://velocify.com/blog/infographic-mad-men-era/)LinkedIn, PGI - Evolution of Sales: The Survival Guide 2013Miller, M. Inbound Leads Cost 61% Less Than Outbound [New Data] (2012) Retrieved at http://blog.hubspot.com/blog/tabid/6307/bid/31555/In-bound-Leads-Cost-61-Less- Than-Outbound-New-Data.aspxElkington, D. Inside Sales Market Update as quoted on InsideSales.com (2013) Retrieved at http://www.insidesales.com/insider/sales-met-rics/16-sales-statistics/https://hbr.org/2010/12/vision-statement-do-you-really-know-who-your-best-salespeople-are/ar/1
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Infographic by DK New Mediawww.dknewmedia.com
Sources
According to the inbound marketing leader HubSpot, the average cost per inbound lead is 61% lower than an outbound lead.5
According to Forrester Research, the average buyer has completed between 68 and 90% of their decision-making process before engaging a sales professional.4
INSIDE SALES IN 2015
THE RISE OF
