You've probably heard of Inside Sales. In this format, which occurs within the company, the internal salesperson uses technology to interact with potential customers and close deals.
This type of sale is very different from in-person sales, which require the professional to travel. Therefore, the necessary skills and routine of the internal salesperson are also quite different.
In this text, you will understand the role of the email list uk salesperson, the skills they must develop, and practical tips to improve their approach. Stay tuned!
What is an inside salesperson?
The internal salesperson is the professional responsible for making sales without going out into the field, using technological tools to make commercial contacts.
As in other sales modalities, the internal salesperson performs essential activities, such as:
Make the first contacts with leads;
Qualify leads;
Approach potential customers;
Submit proposals;
Follow up;
Negotiate and close deals.
This professional conducts the sales process using means such as virtual meetings, telephone, email, WhatsApp, CRMs and other available technologies.
In some companies, there are pre-sales teams that are responsible for prospecting and qualifying leads, allowing the internal salesperson to focus on approaching previously qualified customers.
Difference between internal and external salesperson
The main distinction between these professionals is where they work. While the internal salesperson carries out their activities remotely or in the office (hence the term “inside”), the external salesperson goes into the field, representing the company directly at the client’s location.
The Inside Sales model eliminates travel, makes it easier to organize routines and allows for more accurate monitoring of metrics. External salespeople, on the other hand, need specific skills to interact with customers in person, which is essential in situations that require closer contact.
These two models can coexist, depending on the company's strategies and the type of product or service offered.
Difference between Inside Sales and Telemarketing
Although they may seem similar, Inside Sales and telemarketing have clear differences.
Telemarketing is focused on cold contacts, often made with people who have not previously shown interest, which can be considered invasive.
Inside Sales, generally integrated with Inbound Marketing and Inbound Sales strategies, aims to attract qualified leads and educate them before starting the approach. This makes the process more efficient and aligned with the ideal customer profile.
Internal salesperson functions
In addition to selling, the inside salesperson plays essential roles, such as:
Identify and qualify potential customers;
Present customized solutions;
Negotiate and close sales;
Carry out post-sales monitoring, strengthening customer relationships and capturing feedback.
Required skills and competencies
To be successful as an inside salesperson, it is essential to develop specific skills:
Effective communication: Clarity and objectivity are essential, especially when using remote channels.
Technological expertise: Familiarity with tools such as CRM, video conferencing platforms and VoIP systems is essential.
Deep knowledge of the product and the customer: The salesperson must be prepared to answer questions and personalize approaches.
Empathy and patience: Understanding the customer's needs and knowing how to deal with challenging situations without being invasive.
Organization: Managing multiple contacts simultaneously requires planning and effective use of support tools.