Inside Sales is the sales structure with an internal team – without the need to travel or commute – that uses e-mail, telephone, social networks and video conferencing as forms of communication with potential customers, creating a lean and cost-effective sales operation with high potential for return on investment (ROI). It has been used to complement the new sales processes, focused on evangelizing customers, optimizing salespeople’s work, increasing sales and drastically reducing costs of any size business.
This method of sales got popularized through the motion picture “The Wolf Wall Street”, where the character played by Leonardo Di Caprio has developed a method to sell anything through telephone. Still today, Jordan Belford is recognized as one of the most famous and relevant salesmen in the market. But the Inside Sales format as we know today, and mainly has its application by Software-as-a-Service companies, started with Salesforce and, later, also perfected by Hubspot.
Why are Inside Sales so popular? An operation based on Inside Sales can sell both for Inbound and Outbound leads, for small, medium or large companies (enterprise) and is even compatible with a mix of Field Sales when necessary, depending on the type of customer or on the strategy developed by the company who`s selling to. In other words: it is fully adaptable to the company’s needs.
According to a Harvard Business Review article, the reduction in the cost of the sale operation can be in the 40% to 90% range, when comparing an Inside Sales operation with field salespeople.