Inside Sales Strategy
-
How to Improve Customer Retention and Keep Customers from Leaving You
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual earnings. Retention is powerful for several reasons.
-
Can Your Team Sell Your Company’s Value?
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 to Take Business Away from Your Competitors
You must look closely at the business you want to acquire from your competitors, in order to define a specific strategy. Do you want to dominate a certain product category or a specific geography? Or do you want to focus on a particular customer type, such as large volume or a specific SIC?
-
How to Sell into New Market Segments
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that mean?
-
Sales Force Productivity During a Global Health Crisis
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…
-
A Tale of Two Teams: Proactive Inside Sales vs Customer Service
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?
-
Selling More to Existing Customers: How to Release the Value Sitting in 90% of Your Accounts
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.
-
Creating Value with Proactive Inside Sales (Wholesale Distribution Value Series)
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.
-
Customers Don’t Always Want a Field Sales Rep, So Now What?
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…
-
Inside Sales in 2017: Survey Results
69% of inside sales people are spending less than 10% of their time making proactive outbound calls. They are spending the majority of their time doing after sale support, order entry and pre-sale support.