BY Tim Londergan
I became a student of inside sales success during the lockdown of COVID-19. The transition wasn’t easy. But, overall, it improved my sales skills.
The change from outside to inside sales forced me to use online platforms and made me a digital-first communicator. I had to refine my virtual presentations, and I improved my listening skills. I was confident in product knowledge but missed being face-to-face where I could interpret body language.
What does inside sales success require?
According to Insidesalesexpert.com, representatives work remotely, using channels such as phone, email and online platforms to reach potential customers.
These sellers focus on generating leads, nurturing relationships and closing sales. Plus, inside sellers leverage CRM databases and web conferencing to target prospects and manage contacts with applied skills.
Creativity
Virtual contact with remote prospects is a tremendous challenge for those who thrive on a personal connection. However, empathy and active listening skills help inside sellers to better understand and relate to their prospects.
Further, a creative customer-centric mindset is crucial. Successful reps prioritize helping clients achieve their goals beyond simply closing a deal. Creativity fosters long-term relationships and loyalty because they basically like the people they connect with.
Imagination
Imagine sitting across from someone at a breakfast table. Imagine a casual non-sales-related conversation. Inside sales reps are adaptable and resilient as their situations require. Rejection is common and setbacks are around every corner. However, imagination and curiosity combined with a positive mindset help them persevere and visualize the best alternative.
The proper mindset for B2B inside sales success
Emotional intelligence tops the list for personality traits to succeed at inside sales, according to the editors at LinkedIn. They also list active listening and a customer-centric mindset. However, I’m compelled to emphasize the need for resilience and adaptability.
Still, there are mindset elements of passion and purpose. I’m not convinced these qualities can be taught or implanted. But setting ambitious goals and holding oneself accountable for outcomes can be the determining factor for inside sales success.
If you’re thinking of inside sales, here’s where your head should be:
Positive reframing
Consider rejection as a learning opportunity, not a failure. You must accept that you are in a competitive field. You can lose or learn.
Results-driven focus
Track your progress and hold yourself accountable for the outcome. You are solely responsible for your performance.
Growth-oriented attitude
Challenges are opportunities. Experimenting with new approaches helps you grow. Seeking knowledge is a constant activity.
Continuous learning
Know your product and how it performs for ALL your customers. Additionally, staying updated on industry trends and evolving technology is the key to your continued sales success.
Be yourself
Robotic, impersonal calls do not get results. Sincerity, individuality and authenticity are superpowers. They are the driving forces for inside sales success.
Your prospects are people who deserve to hear your best recommendations in an authentic straightforward approach.
Video as a critical element of inside sales success
Video has become a transformative tool in B2B inside sales, offering significant advantages throughout the sales process. Its ability to engage, clarify, and build interest is clear.
Build video production skills
Video gives inside sales reps an edge over competitors when used to engage both visual and auditory senses. Message retention is better with video. Therefore, it’s an ideal medium when delivering complex information or value statements. Also, you need to make video a habit in your outreach and follow-ups with prospects; it’s a great way to bring your product to life and increase your close rates.
Finally: schedule to reconnect
Kiss it goodbye if you haven’t planned to reconnect! Keeping up with a prospect and maintaining a dialogue is the goal! The best way to do this is to schedule the next call before hanging up.
There will never be a better time to plan a next call before this call ends. Keeping a grip and a pulse-read on the prospect is crucial if you want inside sales success.
Photo by Jep Gambardella on Pexels.com
