Increase B2B sales during the Covid-19 pandemic by expanding or initiating your use of inside sales!
CNI Recruiting is pleased to provide this article on Inside Sales for our current and future clients and friends. CNI Recruiting is a direct-hire recruitment firm that has been recruiting top talent for small and midsize businesses (SMB) for over ten years. Our recruiting method is so successful that we offer a nine month guarantee in the event of resignation or termination for any reason. Our referral fee is 20% of candidate first year base salary. There are no advertising, subscription, or additional charges of any kind and you pay our referral fee only if you hire our candidate. If you are searching for a recruitment firm, no matter which description you use, i.e. recruiter, recruitment, recruiting, headhunter, talent acquisition, job recruitment, etc. you will find that CNI Recruiting is the right firm for you.
Over the past decade the use of B2B inside sales has increased significantly as a percentage of total sales. In addition almost every dimension of inside sales has expanded. Initially inside sales involved only lead generation, qualification and setting appointments for outside sales professionals. However, inside sales has evolved to include responsibility for the entire sales cycle, i.e building and maintaining prospect and customer relationships, identifying and responding to requirements, and closing. Many inside sales professionals sell complex, big ticket solutions to customers of all sizes. Over the past few years the line between inside and outside sales has been blurred and although inside sales professionals rely primarily on phone, email and other software applications, they make occasional on-site sales calls.
One of the drivers for the increased use of inside sales is improved technology that has enhanced the ability to communicate and interact with prospects and customers without in-person visits. This includes Social Media, Market Intelligence, Lead Sourcing, Customer Relationship Management, Social Intelligence, Email, Email Tracking, Scheduling, Collaboration and Productivity applications and the use of Artificial Intelligence. Of course, these technologies are available to outside sales as well, but their impact has been greater on inside sales because they have allowed inside sales to approach the high touch nature of outside sales.
Other drivers for the increased use of inside sales include the productivity gains and reduced cost associated with limited travel and because inside sales compensation is significantly less than compensation for outside sales. In addition it is easier and faster to recruit inside sales professionals than outside sales professionals. Of course, the travel restrictions related to Covid-19 are also driving the increased use of inside sales. In the near future, inside sales will experience even greater use with the increase of virtual conferences and trade shows.
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