| Inside Sales |
Inside Sales is a mode of achieving sales for an organisation through phone and internet. Incase the deals do require face to face interaction, it is facilitated but to a very limited extend.
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| Why Inside Sales? |
| 1. |
It enables a larger number of accounts to be covered up by a smaller team and in lesser time. |
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As compare to the regular face to face sales model, this is a low cost proposition as well. |
| 3. |
The customers today also prefer to discuss business needs on the phone and internet as both the communication mediums provide an excellent medium to discuss and close business deals. |
| Why Inside Sales Now? |
| Primarily if you look at any market across the world, most of the MNC's in IT Sector that have primary business model as Account Management have divided the market into 4 Tiers : |
| 1. |
Enterprise Accounts ( Global accounts handled on International Level) |
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Commercial or Mid Market(These comprise of Very Big Accounts on National Level and mid size accounts) |
| 3. |
Small and Medium Businesses |
| 4. |
Govt & Defence |
| Out of these 04 broad market segments Commercial Space or Mid Market Space comprises of accounts that require a company executive level touch (Account Management). However since this space contains several accounts that yield smaller deals so effort/result or ROI per account manager is lesser than the Enterprise and G&D accounts. But since this is the space that will yield maximum profits in coming time therefore all the companies now focus on having a low cost model that allows coverage to this segment. |
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The best and only the way to manage this is through the Inside Sales. |
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Inside Sales Team comprises of account managers that have a certain set of named accounts and are trained on technology pertaining to company and which is relevant to the industry. Their job is to contact the accounts directly and over a period of time build up enough pipelines and eventually start closing business. |
| Pristine offers turnkey solutions to its clients to implement Inside Sales framework for their business. Prestine Inside sales practices include following services : |
| 1. |
Development of Sales Enablement Kit |
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The sales enablement kit is a self starter compilation that will enable the user to understand the following: |
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Client intro |
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Its Strengths & Abilities |
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Vision and Translation of the same into action |
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Product Range & Solution Offerings. |
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Achievements – Case Studies. |
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The sales enablement kit will enable all it’s users to present client business strengths across the account base in same way. |
| 2. |
Hiring of necessary staff for Inside sales team |
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Setting up of selection Criteria. |
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Actual Interviews. |
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Short Listing & Mock Call Evaluation |
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Finalising of the Candidates. |
| 3. |
Training of Inside Sales Team. |
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4 Modules Based Training that shall include: |
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Introduction To Inside Sales – How to be top 20% Sales Producer? |
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Successful Cold Calling |
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Successful Closing Techniques |
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Handling Objections |
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