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How to succeed in inside sales: 10 money-generating tips

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Estimated reading time: 4 minutes 

Inside sales representatives play a big part in driving growth for businesses. They sell products or services remotely, using phone calls, emails and digital channels to connect with prospects and customers. 

If you want to know how to succeed in inside sales, check out my top 10 tips to build your sales strategy and personalize your interactions. 

10 inside sales best practices 

1. Know what you’re selling.

To be a successful inside sales representative, you need to have a deep understanding of what you’re selling. Customers will rely on your expertise to:

  • Communicate the value of what you’re selling.
  • Address their pain points and concerns.
  • Provide tailored solutions.

Get to know the specifications, features and benefits of the product or service you’re selling by continually:

  • Reviewing sales materials.
  • Attending training sessions.
  • Shadowing experienced sellers at your company.

2. Be creative while prospecting.

Thinking of new, innovative ways to reach potential customers can be a game-changer in inside sales. Nowadays, it’s one of the best ways to capture the attention of prospects in a crowded marketplace.

There are several sources you can turn to for unique ideas. Try:

  • Subscribing to industry newsletters.
  • Networking with other sellers to see what approaches they’re trying.
  • Seeing what sales influencers are doing on social media.

3. Respond to leads quickly.

When you get a lead, it’s best practice to follow up on the inquiry via phone or email within 24 hours. Waiting too long to respond could result in that prospect losing interest or considering other options.

In your initial response, you should:

  • Address the specific needs and interests of the customer.
  • Offer more resources or insights that show your expertise and reinforce the value you can provide.
  • Outline the next steps in the sales process.

Pro tip: Don't overlook the power of a personal phone call when responding to leads. Direct conversations build rapport, establish trust, and allow for real-time engagement that can be hard to get over an email.

4. Practice active listening.

When you think about the most important parts of an inside sales strategy, listening may not be the first thing that comes to mind. However, paying attention to your prospects’ needs and acknowledging their concerns is key to creating a long-term customer relationship.

Show you are actively listening in a conversation by:

  • Maintaining eye contact.
  • Using non-verbal cues, like nodding your head, to show you understand what the other person is saying.
  • Paraphrasing what the speaker said in your own words.
  • Avoiding distractions, such as your phone or email.
  • Taking notes during the conversation to ensure you remember important details.

5. Adapt your sales style.

There is no ‘one size fits all’ approach to sales. That’s why one of my top inside sales tips is to adjust your sales style to meet the preferences and needs of each prospect and customer.

Use the following strategies to add a personal touch to your interactions:

  • Tailor your pitch to address their specific challenges.
  • Pay attention to their communication style and whether they prefer to interact over the phone or through email.
  • Find common ground to establish rapport and build trust.

6. Have a follow-up strategy.

Following up with prospects and customers is one of the most important parts of any sales job. It’s your chance to address any remaining concerns and provide extra information that could help you close the deal.

The company you work for may already have guidelines for when you should reach back out to leads. If not, I recommend establishing a timeline for when you will send your follow-ups.

When creating this timeline, ask yourself:

  • How many times will I follow-up?
  • What will the follow-ups consist of?
  • What method(s) will I use to follow-up?
  • How spread apart will each follow-up be?

7. Be authentic.

Authenticity builds trust and credibility, allowing you to connect with prospects and clients on a deeper level. It also establishes rapport, which helps foster long-term customer loyalty.

Be yourself and let your personality shine through in your customer interactions!

8. Focus on relationship building.

Successful inside sellers concentrate on building long-term relationships with their clients over rushing through interactions to immediately close the sale.

Nurturing client relationships creates a sense of trust and mutual understanding, which leads to repeat business, happy customers and sometimes, even referrals.

9. Stay organized.

Between cold calls, initial inquiries and follow-up messages, it can be hard to keep track of who you’ve talked to and what you talked about.

Manage your time and productivity by:

  • Using your preferred method to keep track of leads, conversations and important details.
  • Creating a schedule for client appointments and prospecting.
  • Maintaining a tidy workspace to stay focused and efficient.

10. Learn to overcome rejection.

In the world of sales, there will be times when a prospect decides not to buy into whatever you’re selling. And that’s OK!

Take every “no” as an opportunity to refine your sales technique. In the future, it will help you expect common objections and prepare well-thought-out responses in advance.

Start a successful sales career at Schneider.

Reach new levels of success as an inside sales representative at Schneider. Learn more about our sales roles and find one that works for you. 
About the author
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Kylie started her corporate recruiting career at Schneider in 2021. In this role, she's responsible for bringing in successful inside sellers and freight brokers to the Green Bay STM location. Kylie transitioned to recruiting after several years of working in sales in the home interiors industry. She enjoys thrifting, DIY projects and spending time on the lake with her husband and English bulldog mix.

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