The Death of the (traditional) Salesperson
How the move to inside sales improves efficiency in lead generation.
The growth and disruptive nature of technology and the need to reduce costs are shifting the way companies sell their products or services. Here we discuss how a business can embrace those changes to achieve the best results and lower cost lead generation.
Over the last few years, companies have changed their sales models by moving from traditional field sales representatives to a more cost-effective system using outbound marketing and telemarketing to reach new customers. According to an article published by Bloomberg, the traditional sales role is being steadily replaced with Inside/Phone-based selling – and it’s estimated to be 10 times cheaper too!
For businesses who have traditionally relied heavily or exclusively on field sales, many can find the shift culturally hard to grasp. But consider the money you could save selling more via the telephone. Today, with the growth of the internet and virtual sales software such as WebEx and GoToMeeting, it’s now more flexible and more cost effective than ever before to sell with fewer face-to-face meetings.
This method of selling via the telephone is what’s now known as Inside Sales.
This doesn’t mean that the role of field sales has been eliminated entirely. There is still the need for those face-to-face meetings in front of key customers and prospects to add greater value, develop strategic account management and convert the sale. In fact, the best results come when Inside Sales pass “warm” leads to the field sales team for them to follow-up and meet in person.
Companies who have made the shift to inside sales will be all too familiar with the challenges faced in finding, training and retaining good inside sales staff. Inside sales people require an entirely different skill set than that of field sales and you cannot simply bring your sales people in from the cold and give them a phone instead of a car!
This is why many companies are outsourcing inside sales activities to a professional telemarketing agency, but not a call centre. A professional agency will take the time to understand your business and work with you to devise the best combination of approaches that will bring the leads to your door, becoming a virtual part of your team.
At Lingo we believe that the ideal approach is to integrate inside and field sales with marketing. This will ensure you get the best results.
If you’d like to know more about how we can provide inside sales and lead generation support for your business, please get in touch with us for an exploratory discussion.