Today’s digital revolution has changed the way businesses work. The major change caused by this revolution is especially in their sales. Now they are using methods like B2B inside sales and B2B outside sales to generate sales. So what are B2B inside sales and B2B outside sales and how do they work? This post is all about these popular sales types adapted by businesses in the modern world.
What is B2B Inside Sales?
When businesses reach out to their potential clients by using phone calls, e-mails, video chats, and other sources rather than meeting face to face is B2B Inside Sales. It is also known as remote or virtual sales.
These changes in Businesses today are possible with new technology like email, VOIP (internet calls), and video meetings, making it easy for sales staff to work from their computers without traveling anywhere. Thus, B2B sales are becoming very popular these days.
What are the Processes, Skills & Techniques of Inside Sales?
B2B inside sales are more organized and predictable than outside sales. It usually focuses on small deals and the number of opportunities, rather than the size of each deal. To get good results, the inside sales team comes up with daily and weekly goals like creating proposals sending emails, and booking meetings. B2B inside sales representatives handle many tasks to manage their sales including emailing, researching, and calling. The main steps in the B2B inside sales process are finding potential customers, building trust, arranging product demos, and closing deals.
To do well in B2B inside sales, representatives need to follow discipline and know how to use technology to generate sales. They also need basic sales skills like communication, listening, and knowledge of the product.
Advantages and Disadvantages of Inside Sales
Advantages:
- Lower Costs
Inside B2B sales usually cost less as compared to outside sales for a few reasons. This is because inside sales representatives work remotely, so there are no travel expenses. Companies that have tighter budgets can leverage inside sales since inside sales representatives often have lower salaries and bonuses than outside sales representatives.
- Easier Organization
It is usually easier to manage inside B2B sales teams and they are more organized than outside sales teams. They work in a more structured way, and most tasks, like setting up meetings and making calls, can be done remotely.
- Flexibility
Virtual sales are more flexible than outside sales since you are free to operate from anywhere. You don’t have to worry about travel, flights, and the hassle of meeting in person. Inside sales lets you work from anywhere, no matter where you are.
Disadvantages:
- Less Personal Connection
Not meeting face-to-face can make it difficult to build trust. It becomes a big problem when trust is important or when products need to be seen in person.
- Tech Maintenance
Even though the cost is lower, you need to stay up to date with all your tech tools and updates since inside sales rely heavily on technology.
What is B2B Outside Sales?
When the sales staff of a business meets clients in person rather than using communicable tools like phones, e-mails, or online, it is called B2B outside sales. It is a traditional way of approaching clients where a salesperson travels to meet clients at places like restaurants, trade shows, or conferences to discuss deals with them.
What are the Processes, Skills & Techniques of Outside Sales?
Outside sales are becoming more organized with technology and best strategies, but they are still less rigid than inside sales. The biggest difference is that sales representatives meet their potential customers in person, face-to-face. They change their schedules to meet their important customers wherever they want. They develop trust and try to develop long-term relations rather than making quick sales.
For inside sales, representatives need to be very good at understanding and connecting with people. Having strong business knowledge and understanding of B2B sales strategies is also important.
Advantages and Disadvantages of Outside Sales
Advantages:
- Outside Sales Is More Personal
Meeting face-to-face builds a personal connection which builds trust between two parties. This makes customer relationships stronger.
- Selling High-Ticket Products is Easier
Running an outside sales team is more expensive, but it’s worth it because these teams build strong relationships and trust with clients. This makes it easier to sell expensive items.
- Not As Much Tech Upkeep
The use of technology is important in this modern world, but it is not as important in outside sales as it is for inside sales. However, the use of tech tools can be very beneficial for outside sales teams, still, there is not much need for tech upkeep.
Disadvantages:
- High Costs
Having a B2B outside sales team means you have to provide them with higher salaries, bonuses, and travel expenses that will cost you more than having an inside sales team.
- Long Process
The process of outside sales is longer than inside sales. Meeting with someone takes more time compared to the use of digital tools. Building trust can also become a challenging task in outside sales.
- Less Flexibility
Since you don’t work remotely, it is a less flexible option than inside sales where you can connect with anyone from anywhere by using digital tools.
Inside sales are often more tech-focused, but inside and outside sales can benefit greatly from using digital tools like CRM (Customer Relationship Management systems). Both types of sales play a great role in the success of any business.