Using Marketing Automation Solutions For Inside-sales

The primary activities of a sales team include qualifying

, selling and up-selling, primarily through the phone or email without the necessity of meeting prospects in-person. For this, the inside sales team members need to be able to navigate an organization by phone and have engaging conversations with different prospect roles in an organization.

With the advent of the web and a lot of product companies relying on the web as an inbound lead generation engine, the role of inside-sales has become a prominent one. In addition to engaging the prospects on the phone and web meetings, these people need to be able to conduct web demos and presentations as well.

The key activities of inside-sales teams in lead generation include:

Bridging the gap between Marketing and Sales and enabling timely actions to be taken.

Identify potential sales from marketing campaigns and then qualify them for sales teams to follow up.

Fills sales pipeline with greater velocity and quality leads.

A company can improve inside-sales performance by:Providing exposures in sales which will help them feel as part of the sales group with common goals, targets and territory management.Teach them value based selling process to ensure that they pass qualified Leads only.Teach them the nuances of smaller transactions while the sales teams focus on larger opportunities.With organizations experimenting with new sales models, the inside sales team model doesnt exist in some organization. But, having an inside sales team helps companies to be active in social media and engage in discussions with prospects, as an additional responsibility.The metrics for inside-sales team performance can be:The number of appointments set.Revenue generated for a deal.Calls dialled and conversations with prospects.Marketing automation software can be utilized to enhance the performance of inside-sales teams. Marketing automation solutions helps to integrate with other lead generation systems and, provides the inside-sales teams with insights into lead behavior, and putting together metrics for their performance as well. by: brianwarren

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