【Sales】Build an internal sales team
Posted: Mon Jan 20, 2025 10:44 am
Due to various factors such as the declining birthrate, aging population, and changes in working styles, the working population and working hours are less than in the past, and improving sales efficiency in corporate activities has become a top priority. Many companies see this as a challenge.
In this context, more and more companies are beginning to adopt "inside sales", that is, sales methods that do not leave the office. And MA tools (marketing automation tools) are an integral part of inside sales operations.
In this article, we will introduce the steps to start inside sales using BowNow.
What is Inside Sales?
First, what do you mean by "Inside Sales"? There are different types of inside sales and different people may use it to mean different things, so for consistency, the following graphic shows the different types of inside sales.
The role of inside sales can be divided into three main categories.
BDR: This is the department that contacts companies you have absolutely no contact with. There are many ways to do this, including phone appointments, letters, and DMs to new lists.
SDR: This is a method of contacting companies that have responded to inquiries, downloading documents, etc.
OS: This is a synonym for field sales (door-to-door sales). It refers to the sales force that conducts actual business negotiations, but not in person or online.
* CS is the abbreviation of Customer Success. This is a team that follows up with customers after they sign a contract. (CS is the abbreviation of Customer Success.
At this point, we will introduce SDR and BDR, which is the preliminary stage of business negotiation.
Steps to use BowNow: BDR case
Search in the Find a Company section for unknown users who have visited a company website where the company name is known but the personal information is unknown.
Check company information of unknown users.
By phone or form DM method
BDRs are best suited for companies that have minimal website content, few replies or lists, but have the knowledge and sales resources to sell out.
While you can work with lists that you have never contacted before, you can use BowNow to narrow your list down to companies that may be interested in your company.
Because BDRs approach people without knowing an individual's name and email address, BowNow's company search capabilities can be used effectively to maximize appointment rates.
Steps to use BowNow: SDR case
Create content
View your history in BowNow.
Determine the triggering action and charge the user.
SDR processes user actions such as email clicks, document georgia telegram number database downloads, and page views in the form of follow-up calls. To do this, content must be created to create responses.
If you don't have any content, start by creating at least one white paper, email newsletter, or article.
If you set up a white paper, you can use BowNow to create a form for downloading the document and send emails through BowNow to track each user's activity log. Based on this history, you can approach them.
However, there are many companies that don't have enough resources to handle every response. In this case, you can set up trigger actions in advance (Figure 3).
For example, don't ask for information, but ask for a quote.
If you have enough resources, you may want to handle every response. You need to consult with your sales department to decide the level of approach.
In this context, more and more companies are beginning to adopt "inside sales", that is, sales methods that do not leave the office. And MA tools (marketing automation tools) are an integral part of inside sales operations.
In this article, we will introduce the steps to start inside sales using BowNow.
What is Inside Sales?
First, what do you mean by "Inside Sales"? There are different types of inside sales and different people may use it to mean different things, so for consistency, the following graphic shows the different types of inside sales.
The role of inside sales can be divided into three main categories.
BDR: This is the department that contacts companies you have absolutely no contact with. There are many ways to do this, including phone appointments, letters, and DMs to new lists.
SDR: This is a method of contacting companies that have responded to inquiries, downloading documents, etc.
OS: This is a synonym for field sales (door-to-door sales). It refers to the sales force that conducts actual business negotiations, but not in person or online.
* CS is the abbreviation of Customer Success. This is a team that follows up with customers after they sign a contract. (CS is the abbreviation of Customer Success.
At this point, we will introduce SDR and BDR, which is the preliminary stage of business negotiation.
Steps to use BowNow: BDR case
Search in the Find a Company section for unknown users who have visited a company website where the company name is known but the personal information is unknown.
Check company information of unknown users.
By phone or form DM method
BDRs are best suited for companies that have minimal website content, few replies or lists, but have the knowledge and sales resources to sell out.
While you can work with lists that you have never contacted before, you can use BowNow to narrow your list down to companies that may be interested in your company.
Because BDRs approach people without knowing an individual's name and email address, BowNow's company search capabilities can be used effectively to maximize appointment rates.
Steps to use BowNow: SDR case
Create content
View your history in BowNow.
Determine the triggering action and charge the user.
SDR processes user actions such as email clicks, document georgia telegram number database downloads, and page views in the form of follow-up calls. To do this, content must be created to create responses.
If you don't have any content, start by creating at least one white paper, email newsletter, or article.
If you set up a white paper, you can use BowNow to create a form for downloading the document and send emails through BowNow to track each user's activity log. Based on this history, you can approach them.
However, there are many companies that don't have enough resources to handle every response. In this case, you can set up trigger actions in advance (Figure 3).
For example, don't ask for information, but ask for a quote.
If you have enough resources, you may want to handle every response. You need to consult with your sales department to decide the level of approach.