BY Tim Londergan
I review lots of articles looking for inside sales tips, so you don’t have to. Lately, I’ve noticed a tilt toward AI-driven platforms and automation even among those who have their personal tried-and-true methods. Apparently, combining AI solutions with CRM tools is the key to growing opportunities that flow through your pipeline.
Hats off to you
First, I must salute readers who contribute to inside sales success. Yours is not an easy occupation. However, you have found a way to overcome the insecurities and discomforts that come with the job. You know how to thrive in uncomfortable situations.
You’re not a telemarketer, you are a valued business development representative, intentionally using tools to match clients to products. You are a craftsperson applying data and technology to create a mutually beneficial relationship. Your efforts warrant respect.
Win With These Inside Sales Tips
Salesforce partner, Velocity Analytics offers a wealth of inside sales tips. Fortunately, much of their advice is designed to maintain self-discipline and help keep a resilient mindset. Specifically, this article provides twenty tips that you can review to pick up new ideas and inspiration.
Interestingly, the compelling thoughts were not about technologies, but self-discipline. For instance:
Be proud that your product carries a premium price
There’s a reason for that. Explain why the product is better and how it serves the prospect in a way that better meets their needs. Holding your head high is the message behind this inside sales tip.
ABF: Always be following up
If the prospect is busy, ask for a better time to call back. Your superpower of a persistent mindset will serve you well. You needn’t close every deal, but you must know WHY you were turned away.
Getting objections? Seek to understand the issues
If it’s pricing or delivery, you can handily overcome those with a qualified customer. However, further issues may involve a third party. Clarifying questions allow you to take this issue to the next level.
These Inside Sales Tips Require a Personal Touch
Our friends at Veloxy have a healthy appreciation for social selling and advise you to have a robust professional social media platform. Your LinkedIn profile is well worth special attention with an eye toward your professional goals and how you wish to be perceived.
Customized pitches rule
REMEMBER: You’re selling to people, not companies. Do your homework and know your buyer. What’s their age? What’s their work history? Where do they fit in the organizational chart?
Use the data embedded in your CRM to determine the best time to call or email a prospect. This inside sales tip will shorten the sales cycle and feed the sales pipeline. The folks at Veloxy show how their AI sales assistant can boost productivity in this article.
Your voice is your signature
When you’re representing your product, your voice must exude confidence. Deep product knowledge enables consultative sales and aids trust-building. The authors suggest you record and analyze calls for continuous improvement while refining your sales technique.
Today’s evolving sales process is a never-ending journey. The best inside sales tips don’t involve high-pressure tactics, but rather a dynamic of learning, listening and empathy.
AI-Driven Platforms will Boost Inside Sales
As part of my research, I investigated the top recommended enablement tools to glean valuable inside sales tips. Spotio offers a guide to 16 tools that will help with engagement and automation.
Remarkably, many of these AI tools will scan your core CRM with the goal of accelerating deal flow. Features, such as multi-channel outreach or real-time conversation coaching, are true game changers.
Similarly, integrated smart CRM tools perform predictive analytics, lead scoring and automated task suggestions. Others may offer full pipeline management support complete with email or chat features.
Incorporating these innovative and dynamic tools specific to your needs may be the best inside sales tip you’ll get this year. Keep up the good work!
Photo by Marcus Aurelius on Pexels
