Sales · Saas

What touch points should I consider for inside sales?

Anonymous

July 14th, 2015

I know inside sales as a concept means multiple touch points between seller and prospect. We've done more traditional points - call, email, office visit - but what other non-traditional touch points should we be considering? What has worked well for your sales team?


Vijay MD Founder Chefalytics, Co-owner Bite Catering Couture, Independent consultant (ex-McKinsey)

July 14th, 2015

Touch points for inside sales generally overlap with more traditional marketing elements.

Things you could look at include
  • Visits to the website (esp if you send links or do content marketing)
  • Downloads of whitepapers or views of training/ product videos
  • Use of tools (ROI calculators, etc)

There are some great ideas if you look for videos from Jay Simon from Atlassian on how to follow a prospect to close.  They push the envelope with their "no commissioned salesperson" model.

Also, just definitional question: inside sales typically means they don't go into the field.  How does the office visit touchpoint work for you guys?

Jesse Landry

July 14th, 2015

Agree with Heidi...

Keep things casual and work together to try and add value to one another.

It takes a little time but the payoff is tremendous when done right. You gain a partnership, friendship, mentorship and trusting relationship simply because you took the time to understand each other....


Richard Harris Top 25 Inside Sales Leader, Public Speaker, 40 Most Inspiring Leader, Sales Trainer, Start-Up Advisor, SalesHacker

July 14th, 2015

You are right to build a cadence of # of touches over a specific time period. What I think you want to do is be sure that Social Selling is invovled as Jesse mentioned. It does not always have to be that efficient but I definitely love Jesse's approach.

Sometimes people say social selling and do not always understand what it means. So I will provide this and apologize if its redundant to anyone reading the thread. 

This means that a sales rep will engage the prospect with no expectation of a response. Specifically this means doing some research on the prospect, the company, their industry, etc. You do this to build rapport and trust. There is no CTA in social selling outreach.

Examples:

"Hey, found this article about ______, thought you would like it."
"Hey, just saw your press release about the new product. Congrats, seems very cool!"

Hope this was helpful.




Heidi Fortes Growth Hacker, Sales Expert, Communication Maven, Culture Architect

July 14th, 2015

Agreed with most of the points above.  Linkedin, Twitter are great ways to get in touch online especially for an inside sales force that doesn't do external sales activities.

As long as the messages on those interactions are kept brief and casual they usual work pretty well as establishing an initial connection. 

Jesse Landry

July 14th, 2015

Hi Sadie,

Have you considered connecting on LinkedIn, following on Twitter, signing up for Newsle to follow your contacts and share their content?

Same can be said for following the companies you are looking to partner with - Find them on social channels, pay close attention to their content or exciting news, then share away...

I am convinced I was able to close my last engagement by simply staying on top of news about their company. Once I saw a piece of news I reached out to congratulate them on the press. 

Currently in the midst of an email campaign, then I will send LinkedIn connections (Same day as 1st email), set a follow up date (Usually 4 biz days from initial email), then watch my feeds like a hawk for any news I can use to stay relevant.

Hope this helps and always down to talk off line to provide clarity.

Laurelle Johnson, MBA

July 14th, 2015

I agree with Jesse, but narrow the research down to the executive that you think will listen to you and have the most decision making power.  Then find out where they volunteer or participate in a group of some sort and SHOW up there as well.  Best way to bond is when both parties are participating in an activity together. 

Dan Morris VP Sales at Zootly. Startup Sales Strategy Expert Building A B2B Sales Team In New York City.

July 14th, 2015

I've always found that sending relevant articles or short emails such as those Richard suggests directly to your prospect works well. It's also less transparent to all your competitors (often ex co workers you're connected to socially).

That said if your sales process is longer than a couple of months these less time intensive actions such as likes and re-tweets can be a good additional way of keeping your name in their mind.

Nathan Terrazas

July 14th, 2015

Sadie- 

This may be a bit off topic, but what are you doing in way of partnerships? While they take time to develop, a few solid partnerships with "aggregators," people, orgs, that would grant you expedited access to multiple opportunities, could really catapult your sales. Just a thought! 

Good Luck,
Nate