Things have changed drastically in inside sales today and one of the biggest changes is how much the buyer controls the buying and education cycle. It’s more and more on their terms these days. Does the “what the customer wants the customer gets” philosophy still exist. You’ve got to check out Office Max’s YouTube videos that Duct Tape Marketing is featuring and watch a customer who insists on paying for everything with his pennies, it’s hysterical.
Inside sales has come from big changes, here are a few:
From providing admistrative support for the field to now driging an integrated sales team
From being focused on the beginning part of the sales process to working on the entire sales process
From marketing silo versus sales silo to synchronizing marketing and sales efforts
From calling off list rentals to increasing lead generation and cultivation
From high efficiency versus high touch to creating multiple touch points with various messaging channels
From controlling wha the buyer knows to buyers who educate themselves before engaging a salesperson
From operational efficiency to operational optimization
From flyikng during and coordinating meeting schedules to engaging anytime, anywhere
From selling under $25K to closing up to $2million by phone
Frm product specialist to LOB specialist
From forecast probability to forecast predictability
From pipelie volume to pipeline shape and velocity
From mass prospecting that builds a linear funnel to building social networks
From managing by what your reps say to managing to what the prospect says
No Comments Yet