Wednesday, November 21, 2012

Is Inside Sales An Art Or Science?

For a lot of marketers, defining whether inside sales is an art or science can be a very contentious topic. A good number of them would say that generating sales leads is an art, where only those who are in tune with the market energies and flow would be able to make a sale. On the other hand, there are also those who say that such appointment setting work is a science, with rules and tools that can be used to generate the B2B leads that your business will need. In other words, this is the type of work that anyone can do. But really, which is which?

Frankly speaking, inside sales is an amalgamation of the two. Let us use telemarketing as the medium, for example. It takes some communication skills to get in touch with your business prospects, grab their attention, and turn them into qualified sales leads. This is something that requires sensitivity to what the prospects say. At the same time, the data you collect during the call are then collected, analyzed, and a conclusion derived from the results. This time, the task requires a calculated approach.

As you can see from the example, it is clear that inside selling is both an art and science. Take one away and you will not get anywhere. It is the harmonizing the two exclusive parts that can spell the success or failure of your marketing campaign.

All that remains is you and your ability to put them together.