Sales is pretty demanding job with plenty of challenges, no days are same and nothing is straightforward but if one manage to navigate correctly is very rewarding too. Recent technological advances also help a lot to manage the activity easily and effectively but can also be very confusing and overwhelming at the same time.
Inside sales is the type of sales which become more and more common thing in modern scenario. Inside sales professionals face a unique set of challenges in their day-to-day activities. These obstacles are inherent to the very processes of inside sales, so sales manager and representative must learn to recognize these potential problems and manage to overcome that.
“The key to mastering any kind of sales is switching statements about you – how great you are, and what you do – to statements about them.”
We ran a survey for inside sales professionals and experts to identify the single biggest challenge they feel about Inside sale. Here we are discussing the one most common answer we got from experts – lead generation.
Generating leads is a continuous process and probably the one of the most important step in overall sales. The process of sales starts with lead generation but in sales lifecycle every step should be taken care of by managing each step effectively, otherwise affect the next cycle of sale.
To make it easier we break this into 3 parts of pre work –
1. Build Foundation
To start with lead generation one should define niche and unique proposition on their business first. This can be done by answering few questions like :
Which industry they are working in?
What is the target market segment ?
Who would be the ideal prospect for your business?
Why some one would pay for your product or services?
The biggest pain point of the prospect.
These question can be divided into more sub question to find out the most valuable prospect like: job title, job description, goal priorities and more.
2. Optimize Social Profiles
Identifying the social media platform where one’s ideal prospect would be available is important, which is in most of the case is LinkedIn.
LinkedIn is the spot where business people from leadership position to mid senior professionals rely for their networking, industry news, and inspiration. Looking good with your profile is the least thing that sales professional should do.
Below are the fields that one should optimize –
Image: Put your nice, professional looking headshot with high quality photo.
Background image : Here you can put some image which symbolize your industry or your work.
Headline: Follow this template for your headline [TITLE],[COMPANY NAME], WE HELP [CUSTOMER PROFILE][BENEFIT] [HOW]
Summary : Here you can help about yourself, your work and you do to help to your prospect
Call to action: This will indicate the mode of preference by which one can contact you
Work experience: Always try to emphasize experience which is most relevant to your current work.
3. Prepare Message
To build a system for outreach one has to prepare a message which you wants to convey to your prospect. The message should not be about what is your service and product but should be more about your prospect.
This message should reflect that how much you understand their business, their problems and pain points. It should empathize with them and then introduce your product/services.
after that you have to define the frequency and sequencing of the message, it depends very much on the industry environment, prospects job profile and industry average sales cycle duration.
One need to dig deeper and deeper to master all these steps and to know much more skill to improve their expertise in the field of sales.
In our 2-Day Workshop to Create Sustainable Client Surge, we train sales professionals about inside sales challenges and how to overcome these challenges. This include
-Ideal prospect profile
-Unique selling proposition
-Template for messaging
-Objections handling with best possible answers and other factors influencing the sales results.