INSIDE SALES VERSUS TELEMARKETING
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When you look at it from a distance; both inside sales and telemarketing may seem to be similar, but try looking at it at a micro level and the difference might take you by surprise. Call an Inside Sales rep as a telemarketer once and instantly watch his face turn red with anger, frankly I would get offended too. It is like calling the head chef of a renowned restaurant as a waiter. Both eventually work to serve food to their customers but the skills, and process is different for both. Drawing the line between inside sales and telemarketing is actually simple, take a look at the above slide on Inside Sales Versus Telemarketing for a clearer picture.
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INSIDE SALES VERSUS TELEMARKETING
- 4. Vs Inside sales professionals not only require vigorousbutalsocontinuoustraining.Regularcall monitoring,livecallshadowingisrequired. Telemarketersrequireminimal training andtheir levelofknowledgeislimitedtotheproductthey areselling. Vs TelemarketerisapersonwhomakesXnumber ofcallsperdaytofocusondatabuildingby asking scripted questionsandsellaproductwith thefocusofbuildingthebrand. OntheotherhandInsideSalesrepmakecalls withafocusofsellingbycreatingopportunities overacallandbuildingtrustandrelationshipwith theprospect. 3 BUSINESSMOJOS WeBelieve,BusinessNeverSleeps
- 5. Vs The KPI fora telemarketerislimited to the numberofcallsand the numberofpositive responseshewasabletoachievewithinaday. Aninsidesalesprofessionalwillbescrutinizedon plentyofthings,tonameafew;thenumberof appointments held, number of completed productdemosandnumberofleadsgenerated asperprospectcriteriawhichneedstobedefined through BANT– Budget,Authority,Need and Timestrategy. 4 BUSINESSMOJOS WeBelieve,BusinessNeverSleeps
- 7. VsBeforemakingacall,atelemarketerhashardly any research todosinceallheneedstoknowis thedetailsoftheproductheisselling. An inside sales professional,apartfrom the subjectmatterknowledgehastoresearchabout hisprospects,theircompanyandworkprofiles. Theirresearchismainlytosupportandvalidate theirvalueproposition. Vs The timetakentocloseadeal byatelemarketer iswithinoneormaximum twocalls. Aninsidesalesrepcouldeasilytakeupto2years justtocrackadeal.Sincehisintentionistobuilda rapport he gives ample gap between his follow-upcalls. 6 BUSINESSMOJOS WeBelieve,BusinessNeverSleeps
- 8. Vs The targetsegment foratelemarketerisvast since theymostlydealwith B2C productsor services. B2C B2C B2B Aninsidesalesprofessional’stargetsegmentis defined and limited in accordance with the productorservice.Hemostoftenhastocontact thetopofthehierarchyinacompany,theones whoarethedecisionmakersofapurchase. 7 BUSINESSMOJOS WeBelieve,BusinessNeverSleeps
- 10. HOPETHESLIDEHASDRAWNACLEAR DEMARCATIONBETWEENTHETWO HAPPYSELLING! ABOUTBUSINESSMOJOS-“WeBelieve,BusinessNeverSleeps” ““BusinessMojos enables businesses achieve the agility and acceleration via its lead managementofferingswhichincludeInsideSalesandMarketing.WeworkwithTechnology Products & Services Businesses ranging from startups to established organizations by employingaholisticapproach(People,Process,TechnologyandAnalytics)totheirsalesand marketinginitiatives.Ourvisionistoworkasatrueextendedteam ofsalesandmarketing expertsforourclients.” BUSINESSMOJOS WeBelieve,BusinessNeverSleeps