What is Inside Sales?
Inside Sales is all about creating a conversation and relationship with prospects. As such inside sales campaigns involve multiple interactions with a prospect over a longer period of time.
When running an Inside Sales campaign, we utilise more communications channels than just the phone. Our Sales Development Representatives (SDRs) will use a mixture of social media, email, and the phone to find and communicate with prospects.
When to use Inside Sales
Inside Sale is a very powerful sales approach when you are looking to:
Our Approach to Inside Sales
During the Identify phase, you’ll want to conduct a market research campaign. This will help you to discover not only your target audience but also the challenges and pain points that they are facing. Ultimately enabling you to tailor your marketing and sales approach in later phases. The information gathered during this phase is often used to create a powerful Buyer Persona or/and a Firmographic.
The engage phase is all about filtering and prioritising your target audience. This can be done via a collection of different methods such as email marketing and social media. However, because these channels don’t create an open dialogue between your business and your prospect, it often creates false positives and misses opportunities. This is why we suggest a combination of these channels, coupled with picking up the phone and speaking to people, as this is the most reliable way of gaining new information and insight on a prospect.
The nurture phase is all about building a relationship with the Decision Maker to see if there is a real opportunity. And if there is, you will want to gather as much information about it as possible. Here at Bollin Green, we use a collection of Lead Qualification methods to determine if they are sales-ready or not.
Does our approach work?
We’ll let the below stats speak for themselves.
Conversations with decision-makers in the last 30 days.
is our average number of industrial leads produced each month.
roughly the number of industrial clients we’ve worked.
This is approximately how many countries we’ve found leads for our clients within.