. There are too many leads
Sellers have little time and are unable to contact them in a timely manner: when – and if – they do, the potential customer has lost interest or is already in contact with competitors.
. “Cold” Leads
Salespeople are used to in-person meetings (where possible), in-depth and detailed. They want to understand how to improve the customer's business with their solutions, which requires not only knowing the product and the sector, but also having time to dedicate to the potential customer. When faced with " cold " leads , however, contact must be rapid, because it is necessary to quickly understand whether to continue with the relationship or not. Moral: contacting large quantities of leads is not the (typical) job of a salesperson in a tech company.
. Lead generation doesn't work
Salespeople are starting to distance themselves from digital projects, and this australia telegram data is the most serious consequence. They are used to much higher conversion rates than those of online lead generation and they need someone to do a screening before they intervene, otherwise the conclusion they reach is that “ lead generation doesn’t work ”. The rift between marketing and sales is becoming ever deeper.
Inside Sales as-a-service, or how to create synergy and results
In this scenario, the key role of the Inside Sales as-a-service service comes into play, which we offer to tech companies as a complement to digital marketing projects aimed at creating commercial opportunities. In digitally mature companies, Inside Sales is a key figure. After lead generation and a strong, more or less automated nurturing activity, it is the figure who gets in touch with the leads already “ worked on ” by marketing to carry out the famous screening and also set up any appointments for sales. Its role is fundamental because it acts as a coordinator between two divisions that often operate in silos and are therefore poorly suited to the frenetic digital world. In other words, Inside Sales adds to all the previous automated activity (marketing automation) the preparation and human sensitivity to understand whether that lead is really worth the sales force's time or not. Inside Sales is not a team of people who set appointments, but professionals who are able to evaluate whether a contact - based on all the information in their possession and direct communication - could be a concrete opportunity or not.
For their part, thanks to Inside Sales, sellers find themselves with fewer contacts to manage and can dedicate to each of them the time they deserve, in the certainty of not wasting it. All this increases sales productivity . Furthermore, it ensures that salespeople do not have to commit to a job that is not theirs and has a significant impact on the return on investment (ROI), which becomes much more satisfying and visible. Thanks to a valid Inside Sales activity , sellers will see their performance increase and a real virtuous circle will be created.
Inside Sales as-a-Service Completes Digital Marketing Offering
So let's get to the last question: why do we provide an Inside Sales as-a-service service? Because we realized that many companies do not have this key figure and pass the leads directly to the sales force, generating that negative spiral mentioned above. We have always managed the marketing part of the funnel and they have managed the sales area, but in some cases that intermediate link that can make the difference has been missing.
