Inbound sales accounts are traditionally viewed as the campaign with a much easier orientation compared to outbound sales accounts. Unlike outbound sales, inbound sales is the setup where the customers are the ones contacting you and that initiates the sales call.
However, Inbound sales accounts are much more demanding in the sense where there is a much greater focus on the rate of conversion. When it comes to the volume of sales calls received versus the drop-offs – where the sales representative fails to make a sale, these are situations that can be quantified through the use of numbers.
In the objective of converting more and trying to infuse value that is geared for customer loyalty, numbers do tell the story – only when we quantify these numbers into statistics that support a situation or tendency that verifies our assumption. These assumptions are often based on the “gut-feeling” of a sales person’s instinctive trait when it comes to making a sale. Through numbers and statistics, the old adage or sales beliefs are best given credence when verified under proven data to back up the claim.
Enter Analytics and Business Intelligence where even inbound sales account types are getting the benefit in the form of both insight and data driven actions that help further refine our rates of conversion. Both analytics and Business Intelligence are designed to be integrated as the essential backbone of sales teams that are the ones receiving sales calls from potential customers.
Currently, here are the scenarios where Analytics and Business Intelligence are bolstering the performance of inbound sales campaigns:
By continuously gathering data, we are gaining insight on recurring factors that hinder the sale. By taking action on such data driven scenarios and comparing benchmarks for improvement, we are able to refine our sales call further, therefore we are positioning ourselves.
While many view inbound sales campaigns as a much easier venture compared to outbound sales campaigns that involve cold calling to create opportunities, it is easy to get complacent and rely on the recommended routine to satisfy sales quotas. In a competitive industry such as retail or telecommunications, inbound sales campaigns are in need of technology such as analytics and business intelligence in order to pilot a program that is geared for success and constant improvement as the campaign moves forward.
When it comes to outsourcing inbound sales teams, companies should look for providers that are progressive in its methodology and offers the most value to the business or brand. Global TeleForce has over six years of experience in the sales arena and our data-driven veteran sales team all operate under an analytics / business intelligence program in order to help you win your market. This way, we guarantee results to our clients and partners when it comes to outsourcing.
To know more about our inbound sales program, contact us today AU +1300 77 88 62 or PH +63 917 5680402 | +63 917 5166897 or email us at: email@example.com
Publish Date: January 5, 2018 5:00 AM
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