When we talk about structuring the sales team, we are referring to Inside Sales.
A sales team that applies this methodology is made up as follows:
Sales Development Representatives - These are the ones who work with customers who have shown interest through specific actions, such as downloading a material or filling out a form.
Business Development Representatives – Focus on customizing customer estonia whatsapp number database solutions and maintaining long-term relationships with customers by keeping them up to date with offers, discounts, new products and promotions.
Sales Process
Inside Sales representatives work with prospects sent to them by the marketing department. Within the sales process, they carry out lead identification and nurturing actions using automation software.
They contact potential customers and seek to accompany them, educate them and guide them towards the purchase.
The Inbound Sales sales process is carried out thanks to Inbound Marketing and a content strategy in which specific materials are created to attract users according to the phase within the sales funnel in which they are.
Inbound Sales works with four stages:
Identify. The consultant works to identify and convert visitors into leads.
Connect. The representative contacts the potential customer to gain their trust.
Explore. The goal is to educate and achieve qualified leads ready for sales.
Advise. The advisor details the product or service offering and provides all the information so that the lead can make a purchasing decision.
In this case, users are the ones who come to the company attracted by the various relevant contents that capture their attention and resolve their concerns. The material can be published on the company's blog or sent by any other means that is part of the strategies developed by each business.