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Inside Sales Framework: Everything that You Need to Know
September 17th 2021
Sales Best Practices
Best Inside sales framework
As per 2020 statistics by Spotio, 37% of high-growth companies worldwide are embracing the technique of inside sales as their primary sales model. Some of them are even making inside sales a priority to witness faster growth and better customer engagement. While inside sales can be a powerful technique to increase the productivity of sales reps and cut down on sales costs, it can also be quite challenging to leverage its potential if you don’t have a good inside sales framework in place.

Yes, an inside sales framework can make or break the functioning of your sales reps. Helping your team align their goals to maximize their performance can help you master the art of inside sales.

Here’s a quick step-by-step guide that’ll help you develop an effective inside sales strategy.

Table of contents:

  • What is an Inside Sales Framework?
  • How to Develop an Inside Sales Framework?
  • Is the inside sales framework always helpful?
  • Inside sales strategy & tips

What is an Inside Sales Framework?

Inside sales framework is a simple guide that’ll help you/your team take a more rational action while dealing with your prospects. It is developed by analyzing the various stages of your customer buying journey.

We know predicting the flow of sales calls is difficult. However, having this framework in place will structure how you manage and convert your prospects. More importantly, it will align the activities of your sales team to your objectives.

How to Develop an Inside Sales Framework?

The inside sales framework varies significantly from one organization to another, and there’s no right or wrong way to define it. It is developed primarily by keeping in mind your prospect’s needs and buying journey. However, we shall now dive deep into discussing a basic sales framework that’ll help you get started.

Here are the 5 most powerful inside sales techniques that are the key pillars of your framework.

Step 1: Sales Prospecting

Sales prospecting is a simple strategy used to find and reach out to new customers. It is the first and foremost step in your inside sales flowchart. It helps the sales reps identify new prospects and evaluate whether they are a good fit for your product.

Here’s a quick three-step process to get your prospecting right.

  • Firstly, begin with charting out potential customer personas. During this process, you’ll understand two crucial things - the pain points of customers and the value proposition of your product
  • Then, search for people matching your customer persona. Leverage the world of the internet (social media, networking, and referrals) to the maximum potential
  • Finally, get in touch with them via call, email, or SMS.

Read more to know how you/your team can make the perfect sales cold call while prospecting.

Step 2: Qualifying

Pursuing a prospect without knowing their potential could cost you a lot of time and energy. That is why this step is a crucial part of your inside sales model.

Qualifying is the process of asking questions to understand the ability of your prospect to purchase your product. Here are two frameworks that would come in handy to qualify any prospect during the inside sales process.

  1. BANT: BANT stands for Budget, Authority, Need, and Timeframe. It is a great way to understand the challenges of your prospect. It will help you determine
    • If the prospect has the budget to purchase your solution (B)
    • Does the prospect have the authority to make the final purchase decision (A)
    • What are the primary needs of the prospect (N)
    • How long would the prospect take to make the purchase decision (T)
  2. SPIN: SPIN helps you ask the right questions to your customer to get the right information. Here’s how it works:
    • S - Start by asking the current situation of the prospect. This way, you’ll know their needs/requirements
    • P - Then, ask questions that’ll help the prospect understand the challenges they are facing
    • I - Move on to asking questions that’ll help the prospect understand the impact of the challenges on their business growth
    • N - Finally, ask questions that’ll help the prospect see through the value of your product/service

Step 3: Nurturing

Nurturing is the stage where you work on developing your relationship with the prospect.

During this stage, all you need to do is give the right nudges at the right time to help the prospect make a better purchase decision. These nudges could be in the form of additional information about the product/service to address any concerns the prospect may have. Most companies nurture leads through automated email and SMS campaigns.

Also, this is the stage where most prospects open up about their objections and reservations, so as a sales rep, it is essential to step in and instill confidence by handling the objections suitably. Here’s a guide to help you understand how you can respond to common sales objections

Step 4: Reinforcing

This step gives you an additional chance to reinforce the value of your product/service to your prospect. Most often, companies prefer to do it via

  • Presentation
  • Demo
  • Or an in-person meeting

One must also note that this step can make or break your relationship with the prospect. Hence putting in a great deal of effort to help the prospect experience the product/service and realize its worth is significant.

Step 5: Follow-up

Before you follow up with your prospect, ensure that you’ve given them enough time to make a decision. Most often than not, sales reps rush through this step and come across as desperate. So, if you genuinely care for your prospect, then you must give them an ample amount of time to decide.

If you believe your prospects need multiple follow-ups, then ensure you plan them well in advance.

Is the Inside Sales Framework Always Helpful?

Yes, certainly. The above framework is suitable for any organization. However, making changes to the framework to define each step better based on your customer buying journey will be more effective.

In short, any inside sales strategy or framework defines a win-win approach for both organizations and customers. It helps you (organizations) understand customers better, allowing customers to recognize the value of your offerings.

Inside Sales Strategy & Tips

Here are 3 important inside sales techniques that’ll help you as you interact with your prospects/customers:

  • Sell the conversation: Every prospect is looking for a unique solution to address their needs/wants. As a sales rep, it is utmost important to research your prospect's needs and align your conversation to address them. This will not only keep them engaged, but will also help them see the value of your product/service.
  • Be an active listener: Every conversation with your prospect will give you cues about their needs, wants, and intent. If you pay close attention, then you shall be able to identify them and drive the conversation in your favor.

    Here are a few signs that a prospect is likely to purchase your product/service:

    • Asks questions
    • Asks opinions
    • Spends considerable time on your website exploring your products
    • Enthusiastic to know about your product
    • Expressive of their needs and wants
    • Agrees with you throughout the conversation
  • Actively resolve objections: Every prospect you converse with has objections. Objections are simply reasons that prevent prospects from becoming your customers. Most times objections are usually related to budget, trust, and value of your product.

    It is important to predict possible objections and handle them effectively during each stage of the customer buying journey. Handling objections will instill a sense of trust and fasten your prospects' purchase decision.

    Know more on how to effectively handle common objections.

ABOUT THE AUTHOR
Swathi Chintala
Contributing Writer
ABOUT THE AUTHOR
Swathi Chintala
Contributing Writer
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