April 10, 2015
By Michelle Amodio, TMCnet Contributor
The American Association of Inside Sales Professionals (AA-ISP) just received a big boost from inside sales software company Conversica by way of a sponsorship deal, and for those in the inside sales and marketing sector, this is pretty good news.
Specifically, for those who will be in attendance at the annual Leadership Summit and the association's regional conferences, at their disposal will be a font of information, education, and training seminars that will help navigate the many challenges that face inside sales reps.
"One of the basic problems that inside sales reps face is following up on an increasing onslaught of inbound leads to find those that are qualified and ready to buy," commented Mark Bradley, CEO of Conversica, in a statement to the press. "Our unique artificial intelligent platform automatically contacts, engages, nurtures, qualifies and follows up with leads via natural, two-way email conversations until the lead converts into a sales opportunity. Using our automated virtual sales assistant makes inside sales reps much more efficient, freeing up their time for more valuable selling activities."
Inside sales is cheaper typically to execute, but many companies have assumed that field sales – and the face-time it allows in front of prospects, based on their size or the complexity of their problems – drives greater success, differentiation and deal conversion. That’s no longer true, and sales teams nationwide are proving it every day. Of course, because it’s a different playing field, quite literally, than field sales, reps need to be armed with the right tools and training to make inside sales a benefit for both themselves and the companies they work for.
Information made available through the Internet has allowed prospects to research products and services to self determine their requirements. No longer does a prospect have to rely on a sales person to meter out information during the selling process; it's all at the fingertips of the buyer when they want it.
Given all of its benefits, every ounce of training from a myriad of resources can only help companies who have tapped the inside sales side of things.
Edited by Rory J. Thompson