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Entenda agora o que é Inside Sales e como implementar na empresa

O mundo das vendas tem mudado nas últimas décadas e com o surgimento de softwares e tecnologias, novos tipos de processos entram em cena. Um deles é a venda interna ou Inside Sales, mas afinal, você sabe o que é Inside Sales?

Não se preocupe, pois vamos explicar mais sobre essa metodologia que tem ajudado as empresas em suas vendas. Então, confira neste post o que é a estratégia Inside Sales e saiba como ela pode ser aplicada na sua empresa.

O que é Inside Sales e quais seus benefícios?

A definição de Inside Sales, ou vendas internas, gira em torno do ato de identificar, nutrir e transformar leads em clientes remotamente. Ou seja, de dentro da empresa a equipe de vendas entra em contato com os clientes, sem a necessidade de estar fisicamente com eles.

Apenas utilizar os meios de comunicação online para gerenciar esse relacionamento, como telefone, e-mail ou mensagens instantâneas. O Inside Sales é comumente confundido com telemarketing. Então, o que diferencia esses dois tipos de metodologias de vendas?

O telemarketing é uma venda empurrada, que segue uma lista de contatos aleatórios. Também, tem foco no produto ou serviço que é oferecido e segue um script, desconsiderando as necessidades do consumidor.

Já o Inside Sales é uma venda consultiva com base nas necessidades do lead e no seu sucesso. Assim, quem adota essa estrutura é capaz de vender mais e melhor. Além de diminuir custos com deslocamento de vendedores e com a aquisição de cliente.

Que tal saber como colocá-la em prática em sua empresa? É só conferir as dicas a seguir!

Como implementar o Inside Sales em sua empresa?

Veja um passo a passo prático de como implementar as vendas internas no seu negócio.

Escolha boas ferramentas

Para começar o Inside Sales em sua empresa é preciso que ela tenha uma internet exclusiva para o time comercial, para garantir que ela não caia durante um atendimento. Além de headset para os vendedores e um CRM para gerenciar todas as informações dos leads.

Alinhe a equipe de marketing e vendas

Esse passo é importante, pois é a equipe de marketing que envia os leads qualificados para a de vendas começar o processo de negociação. Portanto, treine o pessoal para estabelecer gatilhos de passagem específicos, para que os vendedores recebam leads quentes e para que eles saibam como oferecer sua solução.

Utilize a abordagem Inbound Sales

Para conduzir os potenciais clientes na jornada de compra, desde o primeiro contato até a conversão, adote a abordagem Inbound Sales alinhada ao funil de vendas. Com isso, eles receberão um atendimento personalizado e de acordo com as suas necessidades, aumentando as chances de concretizar uma compra.

Monitore constantemente as vendas

Não monitorar as vendas é um erro que pode mascarar um processo durante a qualificação de leads. Pois, esse é um termômetro para dizer se as estratégias aplicadas pelo time de marketing ou as ações dos vendedores são eficientes ou não. Desse modo, pode-se fazer as correções necessárias e a tempo.

Agora que você já sabe o que é Inside Sales, já está pronto para melhorar seu processo de vendas e, assim, alavancar os seus resultados? Então, aproveite as nossas dicas para começar a estruturar sua empresa para implementá-lo.

Se você ainda tem alguma dúvida ou quer compartilhar sua experiência com essa metodologia de vendas, compartilhe com a gente. Deixe seu comentário!

Categoria

Conrado

Conrado Adolpho, empresário há 22 anos, é especialista em alavancagem rápida de micro e pequenas empresas. Formado em Marketing com especialização em Economia, autor, consultor, palestrante, estudioso de filosofia e ativista social. Idealizador do Método 8Ps - método de Marketing Digital e Vendas, que é utilizado hoje por diversas agências, faculdades e empresas por todo o Brasil, e instituições de alguns outros países. Tem como missão pessoal "Transformar o mundo através do empreendedorismo" e já ajudou mais de 8 mil pessoas através do treinamento Imersão 8Ps e impactou mais de 33 mil empresas através do Método 8Ps. Autor do best-seller brasileiro de marketing mais vendido do país e vendido também em Portugal: Os 8Ps do Marketing Digital.

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