Is Inside Sales better?
The decision to outsource your inside sales efforts than getting an inside sales representative is not one to take lightly. However, if you look closely, there are often clear signs that your company could benefit from bringing in expert help for B2B appointment setting.
The following are several of the strongest indications that now is the time to outsource and start building an inside sales team.
1. You Struggle to Find Capable Staff
It is rare that a typical sales organisation has staff that excels and thrives in B2B appointment setting. In fact, typical reps view this role as a necessary evil to get to the nurturing and sales development stages.
As an expert in lead generation, Internal Results has a full team of professional sales reps prepared to understand and represent your business. You can let your team focus on its nurturing strengths.
2. You Lack Experienced and Proven Appointment Setters
Even if you have capable staff, you may lack employees with proven success in efficiently landing appointments. If your prospect-to-meeting ratio is low, why not take the time to look for a partner that can deliver more appointments.
With Internal Results, you only pay for established meetings.
3. You Need to Filter and Nurture Inbound Leads
In addition to making prospecting calls, your inside sales team function should enable you to filter and nurture inbound leads. Internal Results collaborates with your team to develop an implementation plan, which establishes guidelines for updating your CRM system and organising leads.
Your reps then take over and begin to nurture targeted contacts with thorough, accurate profile information.
4. Missed Opportunities are Mounting
Ask yourself, “Are your teams following up with leads from your company events and marketing efforts?” If the answer is a resounding, “No!” you are missing significant nurturing opportunities.
These live events are a great way to generate high-potential leads, but you need someone to successfully call on them. Our team will communicate with your leads in a timely manner to help you get meetings when opportunities are strongest.
5. Managing Sales Resources Has Become Challenging
If you are struggling to manage your sales resources, you have another strong sign that outsourcing inside sales is a viable option. It makes sense to allocate your resources to the elements of the sales process that you have the greatest strengths in.
By outsourcing, you gain the expertise that a quality leader in this field offers in landing appointments with the right people at the right time.
You can dedicate your resources, including coaching time, to nurturing and development.
Some sales leaders get overwhelmed by trying to tackle lead generation obstacles internally. In B2B appointment setting, your best opportunity for success may include bringing in an expert partner like Internal Results for inside sales.
There is a lot you stand to gain by working with a partner on some or all of your inside sales processes.
Perhaps you are a startup looking to upscale your operations and want to keep overheads to a minimum; or you would rather have your top sales people focused on closing business deals, not finding them. Maybe you are planning on breaking into new markets or territories and don’t have the skill-set to command new meetings just yet.
If you are experiencing any of these signs, talk to us to discuss the opportunities available to your company.