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More sales, less cost - faster!
Inside sales adds significant competitive advantages to B2B companies for
two primary reasons:
-
The
effectiveness of cold-calling is second only to referrals - even in the
age of social media and pay-per-click.
-
Speed of
deployment and tactical maneuverability
- Cover more territory in less time
- Rapid business intelligence adapts to changing markets
We refer to this effective combination
as Kinetic Sales Energy™
because it achieves more results faster while leveraging resources.
Creating a seamless fit with your business
In
order to maximize the effectiveness of a virtual inside sales solution,
you must have two critical elements:
-
High engagement
with management and the field sales force
à This ensures the business intelligence
flows both directions, opportunities are
quickly identified, and more sales result
-
Integration
with the existing team
à The impact is both short and long-term.
Short - caller shares in your success and delivers more
Long - you should be able to hire the rep directly without
concern for fitting with the team
Typical lead generation and
telemarketing operations just can't provide both critical elements for you
because their turnover is too high and from month-to-month you may have
different callers on your project.
What may seem to save you money in the
short-term will carry a greater cost over time.
Our process
Each virtual inside sales project is individually designed. We use the
exact Hire Hard Manage Easy process as if you had contracted us to recruit
your next VP Sales. Simply put, our stringent recruiting process will
yield a top-performer.
We
manage all our reps using best practices of effective contact methods, key
performance metrics, and continually reinforced training and coaching. You
can expect a high level of engagement while we work toward the same goal.
Multiple Options for High-Value Deployment
There are three types of virtual inside sales reps that we provide at
either 20 hours (part-time) or 40 hours (full-time) per week:
-
Hunter - capable
of closing deals over the phone and collaborating with field sales for
larger deals
-
Business
Development/Field Force Support - primarily deliver qualified appointments
and lead generation, plus lead nurturing and even bolstering event signups
and market surveys
-
Account
Development/Customer Support - increase customer usage while identifying
cross-selling opportunities, plus coordinating customer satisfaction
servicing
Contact us
To determine how virtual inside sales might work for you, please
Contact Us today for a complementary
consultation.
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The natural adaptability of
virtual inside sales provides effective solutions for a variety of
scenarios.
Scenario #1
One
recent company was advertising for a 4th field sales rep who was a real
closer. Further consultation revealed that the company had 3 good closers
already, and they would benefit by having a half-time "opener" to generate
leads and appointments for the field sales force.
Scenario #2
In
another situation, a well-established company had recently determined to
enter a new market. While the field sales force was quite effective in the
existing market, penetrating the new market ahead of their competition
suggested that a small group of 3 virtual inside sales hunters would be
the smart choice.
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