When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than sales agents, because their goals are to make customers happy and solve problems.
Inside Sales Strategy
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with every interaction, whether in person or virtually.
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a value proposition their employees will take to heart, salespeople often falter when it comes to selling the company’s value to prospects.
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about how to sell their company’s value, many salespeople falter.
How Your Reps Can Make Calls without Visiting Customers Background As of this writing, the coronavirius (COVID-19) is infecting an increasing number of people around the world. We grieve over the human toll this virus takes. With a mortality rate that appears to be about 3% (at the moment) and focused primarily on the elderly…
What’s the difference between customer service and inside sales? What are the skills sets distributors should look for when hiring for a successful proactive inside sales team, and aren’t those the same as customer service?
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts (on average the top 5%) tend to make up 55% to 70% of a distributor’s revenue. They have massive buying power, and distributors typically offer them value-added services pro bono.
Most distributor inside salespeople are actually playing the roles of customer service reps and don’t have the skillset for a more proactive role. As a result, these distributors are losing out on significant bottom-line benefits and shareholder value.
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well. To gain a better understanding of these changes, Real Results Marketing has surveyed more than 10,000 of distributors’ customers across diverse sectors and geographies. The goal of this ongoing Shopping and Buying Survey is to gain a fuller understanding of how customers want to shop and buy by asking the customers themselves.