Over the past couple of years, there has been a seismic shift to inside sales.
Salespeople who used to sell out in the real world, face-to-face with prospects, began selling inside, never having to leave the office in order to close deals.
While there are more salespeople now heading back out to sell in the real world, many still don’t have to leave the office in order to close deals.
They probably never will again. Inside sales isn’t going anywhere.
The rise of inside sales requires that salespeople are efficient with their time, and hold themselves accountable within their own structure of selling.
In this video, I’m going to show you 5 must-know inside sales tips to close more deals. Check it out:
1. Power-dial to success.
When it comes to inside sales, salespeople are usually in charge of generating some of their own opportunities. And the phone remains one of the best assets at your disposal to generate leads on your own. But if you’re just making calls with your phone or on your computer via a voiceover IP phone, then you’re wasting valuable time.
Dialing your own numbers to make prospecting calls is a slow process. In the best scenario, you can make 20 or 30 dials an hour—if you’re super efficient. That’s why using a power-dialing system is one of the most powerful inside sales tips. A power-dialing system can enable you to make 60 to 100 dials an hour—which means that in the same amount of time, your output will be many times more.
To crush inside sales, first leverage a power-dialing system to transform the way you make outbound dials to prospects. Power-dial to success.
2. A full calendar solves all.
I’m constantly reminding people in my sales community of the sheer importance of a full calendar. Most salespeople, especially those working in inside sales, simply don’t have enough high-quality appointments in their calendar in order to hit their numbers. Having a calendar chock-full of leads solves so many problems. Make sure that you’ve got an automated, systematic lead generation process in place to generate enough appointments to hit your sales goals. It’s as simple as that.
3. Know your process.
Particularly with inside sales, salespeople often think they can just hop on a Zoom and start shooting the breeze with prospects. It’s like there’s no well-thought-out sales process in place. But your prospects can’t stand this approach, especially over Zoom, the phone, or on a Microsoft Teams meeting. You’re not face-to-face, sitting in an office, chatting. When you’re selling virtually, a casual social chat is just not as enjoyable for prospects. That’s why, with inside sales, it’s critical to have your sales process absolutely nailed down—and then to stick to that process throughout every conversation.
4. Relationships are out.
Building relationships is just not a good use of your time if you’re in inside sales. There was a time when we were taking our prospects out to baseball games and buying them drinks after work. But for those working in the inside sales space, this is a bygone era. Nowadays, we need to be bringing real business value to our prospects, right away. Focusing on relationship-building is a waste of time. It’s not going to help you close deals. If your prospect thinks you’re the greatest person ever, but you bring no business value to their life, they’re not going to buy. It’s just not the way things work now. Don’t worry about building the relationship. Instead, focus on bringing real sales value with your sales process.
5. Manage the day intentionally.
When it comes to inside sales, there’s no bigger challenge than time management. By definition, inside sales means that you’re working from home or from inside your office. This requires you to be extremely efficient with your time. The key to inside sales success is to manage the day intentionally, which means blocking out time for different specific activities. Of course you’ve got your sales conversations scheduled for the day—that’s great. But what about your lead generation work? Or making dials? You’ve got to block out that time, so that every day is completely mapped out. Manage the day intentionally as opposed to haphazardly.
So there you have it. Now you know the 5 [Must-Know] Inside Sales Tips to Close More Deals. Which of these inside sales tips did you find most useful for your own strategy as an inside salesperson? Be sure to share your thoughts in the comments section below to join the conversation.
Enjoyed this article? Please share away!
Get instant access to our free sales training:
Why Prospects Push Back on Price, Give 'Think-It-Overs,' and Ghost in Sales Until They Meet a Sales Superstar Who Is Following These 7 Simple Keys
About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.