Inside and outside working together – Inside sales, done properly, can be great for prospecting and getting the customer moving into the sales pipeline. But if your product or service is complex, requires input from multiple subject matter experts from the client organization, is considered a big ticket item, or necessitates a long-term contract, you will need a trained field staff to meet with C-level executives. They also will need to serve as the face of your organization, build and maintain multi-layered relationships, and provide the firm handshake and intelligent eye necessary to close the deal. Field sales professionals have the advantage of seeing the many facets of your customers’ operations and how your other products or services can become their solutions.
Get the most out of physical and practical demonstrations – Video conferencing can only go so far. While it may be easier to deliver information such as specs, videos, and customer testimonials over the internet, certain products need to be shown and demonstrated. Whether it’s a medical professional looking at your new device, a facilities manager inspecting your upgraded equipment, or a sell-side agent checking out your home, seeing is believing when it’s done in-person.
Gain presence at trade shows and conferences – Outside sales isn’t done solely at your customers’ offices. Trade shows, conferences, and other industry events are prime ways to get products and services in the public view. It requires a sales staff that is trained to be assertive without being overbearing. They must know how to confidently and swiftly demonstrate what they offer and answer sometimes very technical and direct questions from potential customers—while the competition lurks just around the corner.
Adapt to the sales environment of today – The field sales rep can no longer be a passive order taker. They have to explain, navigate, and be informed about their subject matter because their prospects are likely already informed before the meeting even begins. Game Face teaches a style that puts all parties at ease while helping the sales executive remain in control. Outside sales isn’t about pitching in person, it’s about leading along the path to a sale.