Welcome to Inside Sales Made Easy. For most companies, particularly technology or software as a service (SaaS) companies, inside sales is a core function. Despite being a core function, many companies neglect to put into place the building blocks and workflows that will make an inside sales team effective.
The main reasons that inside sales is a core function of SaaS companies are;
Inside sales is the front line of communication for interested inquiries.
Inside sales is the outreach arm for finding prospects.
Inside sales builds pipeline and revenue so companies can grow and solicit investments.
This site has been developed to help companies build their first inside sales team. Train their existing inside sales team, or manage their existing inside sales team.
Prospecting creates opportunities for account executives so that they can spend their time selling to sales-ready prospects that have been qualified by sales development reps.
Discovery calls are crucial for sales professionals to understand the details of a prospect's situation and needs. It sets the tone for the relationship, pre- and post-sale.
A well researched and prepared product or service demo allows the customer to see and feel how things will be better if they buy (and worse if they don't).
The solution addresses all of the needs and issues, requirements for success, details for delivery, and any additional information presented in the demo.
Closing is about advancing the sales process. It includes addressing any obstacles, reviewing details of the sale, getting agreements signed, and payment negotiated.
What happens after the sale is almost as important as the sale itself. This is where you grow the relationship and build upon the solution through great service and support.