Are you investing wisely in your ability to sell virtually? Increasing numbers of companies (81% according to a recent study from the Wharton School of Business) are investing in digital technologies to improve market coverage and increase client engagement. Digital inside sales – characterized by a virtual, solution-based, method that leverages digital channels and tools – have increased in importance, especially since the COVID-19 outbreak. Virtual sales interactions are unlikely to go away anytime soon. In fact, according to a recent Forrester report, more than half of people in a remote working situation want it to continue. That includes your prospects and customers.

In my experience working with clients and their sales capabilities, I’ve found that higher returns are more likely with a holistic approach rather than investments in individual digital tools and tactics. Clients can increase pipeline, convert more leads and improve sales resilience.

It’s time to regroup and make sure you have everything you need – from infrastructure to insights to instant digital marketing – to help digital inside sales teams drive powerful results. Here are three keys to bear in mind.

1. Increase pipeline, both short and long term

I’ve found that successful digital inside sales strategies are grounded in a “through-cycle” mindset – a long-term strategy to maintain current sales teams while overlaying an additional team to add virtual manpower against a greater number of accounts. Digital inside sales teams integrate with existing sales teams to grow their pipeline by servicing a greater number of accounts at every step in the customer journey. Coverage expands beyond generating top-of-the-funnel demand and early-stage pipeline to improving continuous net-new and existing customer engagement. To generate positive returns faster, some companies are using a managed services approach to build their team and grow expertise while modernizing infrastructure, resources and processes.

2. Convert more leads

It is impossible to plug every leak in the sales funnel manually. An effective digital inside sales approach leverages AI and machine learning for complete visibility and decision support. Built-in propensity models help sellers prioritize, focusing their efforts on the best opportunities based on both revenue potential and KPIs. As you refine your approach, look for capabilities that deliver real-time insights in context, not just more data to be sifted and aligned.

3. Lock in sales resilience

The only constant used to be change. Now, it is disruption. To remain relevant, today’s businesses must stay agile no matter what market forces throw at them. Here, digital inside sales can help because they are far more agile than traditional field sales teams. The specific design of your digital inside sales capabilities should allow you to shift and scale with speed, consistency, and quality.

Enable your sales team with performance-driven sales methodology
Think intelligent sales – not just product or solution – to revitalize your revenue and re-ignite growth. Get more insights and strategies in a new guide from N3, now part of Accenture: “How Digital Inside Sales Benefits Your Bottom Line.”

 

 

Jeff Laue

Senior Managing Director – Accenture Operations, Digital Inside Sales Business Lead

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