inside sales versus telemarketing
TRANSCRIPT
BUSINESSMOJOSWe Believe, Business Never Sleeps
DRAWING THE LINE BETWEEN
AND
TELEMARKETING INSIDE SALES
The sales industry is revolutionizing by the minute. The number of processes and approaches to selling are sprouting too.
While we are arriving at new selling concepts each day, we must move forward only after clearing our understanding about
certain commonly mistaken concepts.
WE CAN DRAW THE LINE BETWEEN INSIDE SALES AND TELEMARKETING ON TWO BASIS:
People/ Professionals Process
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BUSINESSMOJOSWe Believe, Business Never Sleeps
Vs
Inside sales professionals not only require
vigorous but also continuous training. Regular call
monitoring, live call shadowing is required.
Telemarketers require minimal training and their
level of knowledge is limited to the product they
are selling.
VsTelemarketer is a person who makes X number
of calls per day to focus on data building by
asking scripted questions and sell a product with
the focus of building the brand.
On the other hand Inside Sales rep make calls
with a focus of selling by creating opportunities
over a call and building trust and relationship with
the prospect.
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BUSINESSMOJOSWe Believe, Business Never Sleeps
Vs
The KPI for a telemarketer is limited to the
number of calls and the number of positive
responses he was able to achieve within a day.
An inside sales professional will be scrutinized on
plenty of things, to name a few; the number of
appointments held, number of completed
product demos and number of leads generated
as per prospect criteria which needs to be defined
through BANT– Budget, Authority, Need and
Time strategy.
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BUSINESSMOJOSWe Believe, Business Never Sleeps
VsBefore making a call, a telemarketer has hardly
any research to do since all he needs to know is
the details of the product he is selling.
An inside sales professional, apart from the
subject matter knowledge has to research about
his prospects, their company and work profiles.
Their research is mainly to support and validate
their value proposition.
VsThe time taken to close a deal by a telemarketer
is within one or maximum two calls.
An inside sales rep could easily take up to 2 years
just to crack a deal. Since his intention is to build a
rapport he gives ample gap between his
follow-up calls.
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BUSINESSMOJOSWe Believe, Business Never Sleeps
Vs
The target segment for a telemarketer is vast
since they mostly deal with B2C products or
services.
B2CB2C
B2B
An inside sales professional’s target segment is
defined and limited in accordance with the
product or service. He most often has to contact
the top of the hierarchy in a company, the ones
who are the decision makers of a purchase.
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BUSINESSMOJOSWe Believe, Business Never Sleeps
Ticket amount or the deal size of a product sold
by a telemarketer is very small.
Vs
In Inside Sales the deal size of a product/service
sold is in huge.
The tools or technology used by a telemarketer is
usually an outdated call center software, dialer
based that is efficient enough to make calls.
VsThe inside sales industry extensively uses various
sales acceleration technologies, CRM and more.
Inside sales need to have a higher aptitude for
technology.
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BUSINESSMOJOSWe Believe, Business Never Sleeps
HOPE THE SLIDE HAS DRAWN A CLEAR DEMARCATION BETWEEN THE TWO
HAPPY SELLING!
ABOUT BUSINESSMOJOS - “We Believe, Business Never Sleeps”
““BusinessMojos enables businesses achieve the agility and acceleration via its lead
management offerings which include Inside Sales and Marketing. We work with Technology
Products & Services Businesses ranging from startups to established organizations by
employing a holistic approach (People, Process, Technology and Analytics) to their sales and
marketing initiatives. Our vision is to work as a true extended team of sales and marketing
experts for our clients.”
BUSINESSMOJOSWe Believe, Business Never Sleeps