Today’s Essential Inside Sales Technologies

By Jeff Kalter

Photo-Mix / Pixabay

“Our research shows that inside sales roles are growing 15X faster than outside sales.” — Mary Shea of Forrester Research.

If you’re managing B2B sales, you’re likely either expanding your in-house sales team or seeking to grow it by outsourcing some or all of the function. Much of the tremendous growth spurt of the inside sales function is due to technology which has enabled reps to be productive without the cost of face-to-face meetings. So, whether you’re using internal or external resources, understanding the technologies that provide the foundation for success is essential.

As a telemarketing company that serves B2B organizations, we know the ins and outs of technology. After all, our success depends on it. So to save you some time when assembling your technology stack, here’s an inside look at what works for us.

  • Marketing Automation — Act-On

    Marketing comes with a sea of data and a glut of repetitive tasks. Yet keeping that data organized and mining it for insights can provide a competitive edge in the market. And those day-to-day tasks aren’t going anywhere.
    Rising to the challenge are marketing automation solutions which can provide you with a central marketing database and information on how leads and prospects are interacting with your company. They also empower you to automate marketing processes, magically handling the busy work so that reps can spend more time interacting with prospects.
    While many confuse marketing automation with email marketing, it goes a lot further, enabling you to track, orchestrate and optimize all campaigns whether they are on the phone, direct mail, email or via social media.
    Because it’s cost effective and easy to use, we chose Act-On as our marketing automation solution. Also, it allows us to use some techniques essential for optimizing marketing initiatives, such as drip campaigns, segmentation, lead scoring and A/B testing. Finally, it integrates well with Salesforce.com.

  • Customer Relationship Management — Salesforce.com

    You need a customer relationship management (CRM) system to manage customer data as well as your interactions with each client on the phone, live chat, social media or via your website. By having all the information about customers in one place, you can conduct relevant conversations, provide seamless service and drive sales growth.
    For CRM, we like Salesforce. It provides excellent visibility into all contacts, enables you to streamline your sales process and thus close sales more rapidly. Because it’s cloud-based, business development reps (BDRs), field sales people and other sales personnel can all access the same information at the same time. Plus, you can customize the dashboard to run reports that help with opportunity management, sales forecasting and more.

  • Market Intelligence — InsideView

    Market intelligence software provides information on markets, the companies within them and the people who work for them. It allows you to approach prospects armed with the insights you need to connect with the right people and have relevant conversations.

    InsideView makes it easy to stay on top of what’s happening with prospects and customers. All you have to do is set up a Watchlist, and you’ll find out about their Go to the full article.

    Source:: Business 2 Community

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