This concept is and how to apply it to your business

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Selling your product or service goes far beyond knowing how to negotiate, just displaying it in a shop window, making a phone call or creating and advertising on a social network.

Currently, with the advancement of technology vp risk email database and digital transformation in companies, there are several sales formats and channels that, together, complement each other and transform your company into a true sales machine.

One of these formats is Inside Sales. Together with, for example, a good marketing strategy , drawn up with the sales team, a sharp team and perhaps aligned with the format also known as Outside Sales, it can make you and your business expand more and more.

Have you ever heard of this concept? Stay with us to find out more about it!

What is Inside Sales?
The concept of Inside Sales comes from English and, in literal translation, means internal sales . From there, you will basically sell internally, from within your own company.

This means that, especially if you have a lot of employees to manage, they will all make sales without having to leave the office and go out to meet potential customers.

To do this, they will use different means of communication to contact this potential client (or lead): phone call, email, WhatsApp message, video call via Skype, Zoom or other software designed for this purpose, among others.

In addition to Inside Sales, there are also modalities known as Outside Sales and Field Sales, which can serve as a complement.

In Outside Sales, the opposite of Inside Sales happens, and the sales team's salespeople offer, negotiate and sell the product or service externally, on the street, at a stand/physical store and even at the customer's home or business (in the case of B2B or B2B2C businesses, which we have already discussed here).

Field Sales, despite the different name and meaning “field sales” in the literal translation from English to Portuguese, is another name for Outside Sales, with both modalities being similar in their sales operations.

What is Inside Sales for?
The goal of Inside Sales, like any sales strategy, is to sell, of course. However, as previously mentioned, this modality, together with the company's marketing, plays a fundamental role in making the potential customer/lead convert into sales .

Remember that we mentioned that the Inside Sales professional contacts this lead via different means of communication?

For them to get in touch, this contact must first exist. And for it to exist, it needs to be attracted into the company's sales funnel.

See an example of a sales funnel below and how Inside Sales fits into this journey:


In this sales funnel, we have what is called the AIDA formula , made up of the phases of Awareness, Interest, Decision and Action.

The marketing team can work on all of them, but its greatest effort will most likely be focused on the first, Attention, where potential customers can be attracted through posts on social media , rich content such as e-books and infographics , blog posts, among others.

The sales team and the Inside Sales professional generally contact this potential customer when they are in the final stages of Decision and Action.

It is in these phases that an MQL (marketing qualified lead) usually becomes an SQL (sales qualified lead), which may or may not pass through the filter of an SDR, which acts as a link between the two, as we explain in this content .

This is when the customer is most prepared to close a deal – which doesn’t mean they can’t close a deal earlier, in any of the other phases of the funnel, okay?

The customer journey can end sooner or later than expected and can last days, weeks, months or even years.

According to a survey by Piperun, an online CRM system, approximately 36% of companies lack leads to be worked on in the Inside Sales format.

Therefore, it is important that a first approach in this format is done in a more consultative and less intrusive way.

The strategy must be very well aligned so that this potential customer does not lose interest in the product or service.