What is inside sales?

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The Internet has changed the way sales teams interact with customers. Now the information that customers need is just a click away, which has forced companies to take two paths: adapt or lose many business opportunities. The inside sales process transforms sales and adapts to the way today's consumer buys.

The term inside sales refers to sales that are managed remotely using common tools today such as video conferencing, email, messaging, WhatsApp or phone calls. These channels have allowed the sales team to work with a large number of clients without having to travel beyond their office.

The inside sales strategy
Every sales process is unique to every company, however, the inside sales strategy can be applied to every sales person in any company. This is because the inside sales strategy focuses on providing a personalized experience based on the buyer’s context. No matter how small or large your team is and no matter how complex your sale is, there will be 4 phases to this type of strategy:

First, there is the identification phase, in which you cameroon whatsapp lead identify potential customers who are looking for a solution to a need that you can satisfy. These potential customers become leads.
Second, the connection phase, where you connect with leads to help them meet their need. If leads are interested in your solution, they become qualified leads (SQL).
Third, the exploration phase, where you explore a qualified lead’s goals and challenges to help them assess whether your offering is a good fit for their context. If so, they become a sales opportunity.
And fourth, the advise phase, where you advise a sales opportunity on the ways your offering is uniquely positioned to address their goals and challenges. If they decide your offering is better for their context, they become a customer.
A team effort

To explain this process within a team, we spoke with Federico Tudela, leader of the Commercial team at Black & Orange. “The concept of inside sales is based on a well-organized and metric-implemented process that allows us to start from the generation of leads for their classification through the first role, SDR (Sales Development Representative), to the development and management throughout the entire life cycle as clients,” explains the Commercial Director.

“There are two strategic partners: the first is Marketing, which provides the raw material to start the process, that is, provides leads, and the second is Customer Service, which can normally be a contact center that addresses all inbound concerns, that is, in the direction of the company, and which complements the service part of the inside sales team,” Tudela explains.





Once Marketing provides leads, an SDR is responsible for classifying them. Those that are qualified leads will be passed on to an Inside Sales Manager, who will transform these qualified leads into sales opportunities.

The inside sales process is not limited to the evolution of a lead into a customer, but also includes the development process. This management of the customer life cycle from the day they become a customer until they no longer have a relationship with the company is distributed between an Account Manager and a Customer Success Manager.

To recap, your inside sales strategy will flow through these four phases: identifying potential customers, connecting with them, exploring their needs and advising them on the next steps. During these four phases, your priority should be to provide them with an information-rich and, above all, very human experience. Guiding them on a path that leads to success will be the key to your own success.