Today’s B2B buyer sits in the driver’s seat. They want a more personalized and simplified purchasing experience, and the businesses that are best positioned to offer that will enjoy more closed deals and higher revenues.
With that in mind, let’s discuss a few of the top inside sales trends that you need to be paying attention to in order to gain an edge over the competition and start winning over more prospects.
- Alignment of Sales and Marketing Departments
Many businesses separate marketing and sales, but integrating them under one department and one leader will boost the performance of both teams. According to a LinkedIn study, 90% of business decision-makers stated they are more likely to consider a brand’s products or services if the company’s sales team shared information relevant to their decision-making process.
Marketing and communications campaigns, processes, and tools have to focus on what’s best for the prospect. Sales teams are in frequent and direct contact with prospects to regularly collect feedback on their experience. This explicit, real-time feedback is invaluable when developing relevant marketing and communications assets. For instance, you could leverage insights learned from the sales team to evolve a marketing campaign, potentially saving money and wasted effort by more strategically executing toward revenue and growth goals. On the other side of the coin, marketing has a clear view of each prospect and can use insights from their campaigns to help sales teams better prioritize leads and improve their outreach.
The alignment of these two important functions within your company provides a more holistic view of the company’s operations and streamlines decision-making by concentrating leadership within a single department. As a bonus, the synergy across these two departments can also ease and simplify the post-sale handoff to customer success.
By integrating marketing and sales, your teams are more likely to collaborate and learn from one another. This will result in much better outcomes and job performance, along with an increase in sales revenue.
- Outsourcing for Growth
Outsourcing inside sales to an external partner will expand your talent pool of seasoned professionals. More and more B2B companies today are opting to outsource inside sales thanks to the ease of collaborating remotely with your team. Meeting virtually is commonplace in nearly every industry nowadays. Many companies can save on staffing and physical location costs by hiring the best salespeople wherever they may be based, as opposed to having your business center located in a major metropolitan area where talent is expensive and real estate costs are high.
As sales employees transition in or out of your organization, there will no doubt be a significant financial impact. It takes time, money, and effort to recruit and train salespeople. When they leave, you’ll never get those resources back. Outsourcing to a team of experienced sales professionals will help you avoid that expenditure and reduce employee churn rates. Not only that, but sales leaders can rest easy knowing they will always have a team in place that operates as a true extension of their in-house organization, is familiar with their company’s value proposition and products, and offers a consistent buying experience.
Choosing to outsource inside sales to an external partner also affords companies the convenience of experimenting with new technologies such as messaging applications, artificial intelligence, video, and gamification. Staying on the cutting edge in these areas helps maintain an engaging and high-quality experience, which will ultimately boost customer satisfaction and retention rates.
- Adding Value With Technology
The more customized that sales offerings can be to prospects, the more likely they are to become customers. Technology plays a significant role in the delivery of personalized experiences. A recent study from Salesforce found that 58% of customers and 77% of business decision-makers feel that technology has “significantly changed their expectations of how companies should interact with them.” With messaging applications, chatbots, and personalized email communications available today, companies need to enhance their ability to engage digitally with customers and incorporate innovative growth technologies.
Technology provides companies greater access to customer data, though as we’ve seen with the General Data Protection Regulation (GDPR), customers also have more control over the data they share with companies selling to them. The right technologies can help you further segment customer information and provide prospects with the most relevant information to increase sales.
And as more inside sales teams strive to connect with prospects anywhere at any time, technology can go a long way in helping provide an omni-channel experience. Omni-channel delivers personalized messaging to the prospect at defined times or touchpoints in their buying journey across all their devices. In other words, it helps you convey the right message to the right person at the right time to increase the likelihood of a sale.
Best-in-class inside sales teams are constantly monitoring and applying industry trends to improve their business. Secure your spot among the best in the industry by partnering with expertly-trained sales professionals at ServiceSource. Connect with us today!