Inside Sales: what is it and how do we use it to pass 10,000 customers

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Inside Sales is selling arrangement carried out within the company. The seller takes advantage of technology to hold meetings remotely, reducing displacement costs and increasing productivity. It is ideal for sales with a higher level of complexity.


Your company needs to close contracts and has a sales team? So it’s likely that you’ve heard some of these complaints by their sales representatives:

“My client had a last-minute compromise, and I missed the afternoon’s work going back and forth for a meeting that did not happen”

“I was stuck in traffic and arrived when the client could not meet me”

“I need more resources for my visits, the value I receive today is not enough for my displacements”

“The client had no idea what I was present, I think actually he did not know what he was looking for”

The list is huge. I’m sure that if you do an exercise, be able to complete more than one page to the reasons related to logistics and costs. Not to mention the lack of understanding by the customer, the problem that your company can solve.

All these mishaps are the basis for negative arguments from the sellers – and waste time. In other words, it means the loss of sales and hence revenue to keep your business running.

The output is to invest in Inside Sales. This modality that, in short, means selling within your company, has been gaining strength in Brazil. Taking advantage of technological facilities, such as the internet and the phone, you can reduce traveling costs and increase productivity.

No, Inside Sales is not telemarketing

The Inside Sales expression came up with the initial objective to differentiate the new model of complex sales made remotely, from traditional telemarketing. Used by American companies since the early 50s and adopted in Brazil in 90 years, the format has a lot of rejection by consumers.

Here goes an extra explanation, since this difference is crucial for you to understand better the concept we are discussing. The traditional telemarketing is focused on a single connection to a predefined script, in which the seller often unprepared, urges you to buy the product almost mechanically.

Already Inside Sales model works best for the sale of more complex products, which require a higher level of knowledge of the seller. Thus, through a series of virtual meetings, the business is closed.

As the company takes advantage of Inside Sales

“I like to go out to sell, and the traditional model has worked!”

If this statement is going through your head at this point, see the following issues:

  • The cost that your company has to close a deal might be less if your employees spend more time in remote contact your Lead , rather than move to it?
  • The purchase of your product requires a level of complex decision making and could be powered with educational content and questions remotely answer?
  • The cost of having an employee on the street without selling makes a difference in your budget?

If the answer to one of them has been positive, it means that you can take much advantage of Inside Sales. More specifically, will have advantage in regard to lower costs by increasing the productivity of its sales force.

This is because, with the implementation of a quality content production strategy and a remote approach model will have more qualified business opportunities. It also prevents move to talk to Leads that are not yet buying time or had only a point doubt.

The sales models are mutually exclusive?

We are talking about a new possibility, which can be worked jointly with the traditional sales model. The two models are not mutually exclusive and complement each other in many respects. They are applied according to the object of sale and the marketing process that the company is used to doing.

Inside Sales applies to the sale of products or services in more complex that it takes a few meetings, conducting demonstrations, building implementation plans and a time of maturation for purchase. These characteristics are more common in the B2B sector, but can be found in more complex B2C products such as tourism and education.

About marketing, it is important to understand that for the model of Inside Sales happen efficiently, it is important to think of a positioning strategy based on quality content production. One way to do this is to provide free materials through landing pages to capture qualified contacts and facilitate the approach of the seller.

The change in the model should happen gradually, to allow the teams to adapt to the new processes. In addition, the implementation requires tests to see what is the response of your prospects.

It is crucial to have tools that facilitate the promotion model, sales and management of contacts, since they tend to start happening with greater intensity and in greater numbers. For this, you can count on the RD Station Marketing , which integrates the best market sales platforms.

Inside Sales works in Brazil?

Many Brazilian companies are already taking advantage of the content and Inside Sales model marketing to sell more at a lower cost. It is increasingly common to see the migration of sales models, with investment in quality content production to ensure a better and better online positioning Leads.

New technologies allow companies to expand its service territory. With web conferencing tools, it is possible that a Porto Alegre company meets a client in Manaus without spending a penny on airfare and lodging.

Here at Digital result, we’ve been more than 10 thousand customers with the model of Inside Sales. Our sales team is in Singapore, where contacts Leads from all over Brazil and other countries. Even in Colombia, Mexico and Portugal, where we are physically, almost all sales are made remotely from our office.

If you still have doubts about the viability of this sales model for your company, download our eBook Inside Sales: The Complete Guide .