BUSINESSMOJOSWe Believe, Business Never Sleeps

DRAWING THE LINE BETWEEN

AND

TELEMARKETING INSIDE SALES

The sales industry is revolutionizing by the minute. The number of processes and approaches to selling are sprouting too.

While we are arriving at new selling concepts each day, we must move forward only after clearing our understanding about

certain commonly mistaken concepts.

WE CAN DRAW THE LINE BETWEEN INSIDE SALES AND TELEMARKETING ON TWO BASIS:

People/ Professionals Process

1

BUSINESSMOJOSWe Believe, Business Never Sleeps

PEOPLE/PROFESSIONALS

2

BUSINESSMOJOSWe Believe, Business Never Sleeps

Vs

Inside sales professionals not only require

vigorous but also continuous training. Regular call

monitoring, live call shadowing is required.

Telemarketers require minimal training and their

level of knowledge is limited to the product they

are selling.

VsTelemarketer is a person who makes X number

of calls per day to focus on data building by

asking scripted questions and sell a product with

the focus of building the brand.

On the other hand Inside Sales rep make calls

with a focus of selling by creating opportunities

over a call and building trust and relationship with

the prospect.

3

BUSINESSMOJOSWe Believe, Business Never Sleeps

Vs

The KPI for a telemarketer is limited to the

number of calls and the number of positive

responses he was able to achieve within a day.

An inside sales professional will be scrutinized on

plenty of things, to name a few; the number of

appointments held, number of completed

product demos and number of leads generated

as per prospect criteria which needs to be defined

through BANT– Budget, Authority, Need and

Time strategy.

4

BUSINESSMOJOSWe Believe, Business Never Sleeps

PROCESS:

5

BUSINESSMOJOSWe Believe, Business Never Sleeps

VsBefore making a call, a telemarketer has hardly

any research to do since all he needs to know is

the details of the product he is selling.

An inside sales professional, apart from the

subject matter knowledge has to research about

his prospects, their company and work profiles.

Their research is mainly to support and validate

their value proposition.

VsThe time taken to close a deal by a telemarketer

is within one or maximum two calls.

An inside sales rep could easily take up to 2 years

just to crack a deal. Since his intention is to build a

rapport he gives ample gap between his

follow-up calls.

6

BUSINESSMOJOSWe Believe, Business Never Sleeps

Vs

The target segment for a telemarketer is vast

since they mostly deal with B2C products or

services.

B2CB2C

B2B

An inside sales professional’s target segment is

defined and limited in accordance with the

product or service. He most often has to contact

the top of the hierarchy in a company, the ones

who are the decision makers of a purchase.

7

BUSINESSMOJOSWe Believe, Business Never Sleeps

Ticket amount or the deal size of a product sold

by a telemarketer is very small.

Vs

In Inside Sales the deal size of a product/service

sold is in huge.

The tools or technology used by a telemarketer is

usually an outdated call center software, dialer

based that is efficient enough to make calls.

VsThe inside sales industry extensively uses various

sales acceleration technologies, CRM and more.

Inside sales need to have a higher aptitude for

technology.

8

BUSINESSMOJOSWe Believe, Business Never Sleeps

HOPE THE SLIDE HAS DRAWN A CLEAR DEMARCATION BETWEEN THE TWO

HAPPY SELLING!

ABOUT BUSINESSMOJOS - “We Believe, Business Never Sleeps”

““BusinessMojos enables businesses achieve the agility and acceleration via its lead

management offerings which include Inside Sales and Marketing. We work with Technology

Products & Services Businesses ranging from startups to established organizations by

employing a holistic approach (People, Process, Technology and Analytics) to their sales and

marketing initiatives. Our vision is to work as a true extended team of sales and marketing

experts for our clients.”

BUSINESSMOJOSWe Believe, Business Never Sleeps