This is where " inside sales " has come into the spotlight.
More and more companies are aiming to acquire customers through a natural and efficient approach using inside sales . Furthermore, in order to link inside sales to results , more and more companies are focusing on " integration with CTI systems ."
Here we will explain how CTI systems can be useful for inside sales.
table of contents
Characteristics and benefits of inside sales
Characteristics of Inside Sales
Benefits of Inside Sales
Tools that can be used for inside sales
CTI Systems
CRM/SFA
Marketing automation (MA tools)
Web conferencing system
Benefits of using a CTI system for inside sales
Integrations
Click-to-call functionality
Call recording feature
Various reporting functions
Use of cloud services
CTI system useful for inside sales
BIZTEL Call Center
Case study of inside sales at BIZTEL call center
summary
Characteristics and benefits of inside sales
Inside sales is a type of sales technique .
The prototype of inside sales, which is translated into Japanese as "inner sales," was invented in the United States.
In the United States, the cost of field sales tends to be high due to the size of the country.
Therefore, it is said that the demand for inside sales arose as a low-cost sales technique that does not involve physical movement .
Now let's take a look at the characteristics and benefits of inside sales.
Characteristics of Inside Sales
The biggest feature of inside sales is that it allows sales activities to be conducted remotely
. Unlike field sales, where sales representatives mongolia b2b leads visit clients directly, inside sales approach customers using technology such as telephone, email, web conferencing, and marketing tools .
Benefits of Inside Sales
The introduction of inside sales is expected to bring the following benefits :
It is expected that travel time and transportation costs associated with field sales will be reduced.
By utilizing website access analysis, MA tools, and CRM, it is possible to take an effective approach to each customer , which can ultimately result in reduced sales costs .
Reducing the time spent on business meetings and visits leads to more efficient use of human resources .
Since inside sales requires teamwork rather than individual play, it is expected to improve team strength .
Through technology, the know-how of star players can be transformed into a knowledge base .
In this way, it is important to note that there are benefits other than cost reduction, such as improved teamwork and sharing of know-how .
Tools that can be used for inside sales
In order to enjoy these benefits of inside sales, it is effective to utilize the following ICT (information and communication technology) tools .
CTI Systems
A general term for technology that integrates ICT and telephones , or a system that uses that technology. It can make calls while referencing managed and accumulated customer information in conjunction with external systems such as
CRM and SFA . It is expected to streamline the entire outbound business and improve the quality of customer service at customer contact points .
CRM/SFA
It manages and stores customer information and sales history , and also has other features such as task management to support smooth sales activities .
Marketing automation (MA tools)
It can automate adjustments of touch points (contact points between customers and products/services) mainly online . In addition, it can
score each customer and predict the "strength of prospect" and "probability of contract"
. By embedding call timing in the flow, it also becomes possible for call staff and sales staff to work together .
Web conferencing system
Even if you are in a remote location, you can share documents and conduct business negotiations while looking at each other's faces,
just like in field sales. Browser-based solutions are easy to implement .
However, in the case of a dedicated system, the customer may also need to do some installation work. It is
often used to strengthen relationships with existing customers .
