Inside sales has grown to become part of a larger integrated team of sales specialists all supporting the customer. This video defines what strong and productive partnerships looks like. It coaches reps to articulate the value they bring to a partnership and puts them in control of managing the virtual team throughout the sales process.
- For most of you who are working in the inside sales profession, it's very likely that you'll be assigned one or several field partners to work with. I've seen some partnerships crumble because the communication wasn't strong, expectations weren't set, and they didn't support each other. Some field sales partners don't always trust someone else calling on their accounts. They could be very territorial and refuse to share or delegate information. Instead, they might want full recognition and refuse to understand the value inside sales brings.
This is unfortunate and it doesn't need to be the case in today's sales organizations when the divide and conquer approach can double your sales results. When sales teams fail to unite for the common good, it becomes a drain on the productivity and the revenue for the entire territory. But partnering isn't an easy skill, whether you're working with field partners, resellers, or another internal partner. If you master this important skill you'll expand your sales footprint by creating strategic alliances and making sales happen.
But do you have what it takes to partner? Ask yourself some of these questions to determine your partner readiness. What qualities will you contribute to the partnership? Maybe it'll be your skills at building relationships or being a team player. What sales attributes do you have that make you memorable? It might be your prospecting knowledge, your tools expertise, or your ability to find the power buyers.
It could also be your excellent qualification and listening skills. What is about you that makes people want to partner with you? It could be your hard work ethic or your reputation. It could be your quick follow through, or even your ability to create an engaging presentation. And last, what is it about you that encourages people to put you in the driver's seat? Maybe you're extremely trustworthy in your business dealings, or ethical in wanting a win-win partnership.
You could be the one to take charge and show initiatives on new projects, or you could be flexible and open to new ideas. I've found the most successful partnerships usually start off on the right foot, they setup expectations and make agreements on how they're gonna work together. They compare their work styles and ask each other questions such as, what is your preference on how to work on an account? What are your strengths? How would you likely support each other? How do we come together regularly to discuss and review our opportunities? Do you want to be updated on each one, or you'd just rather have a weekly check in call? Some successful partnerships are like marriages where they check in with each other several times a day to support, protect, and depend on each other for their success.
Everyone wins when this happens, the customers, the reps, and the company. It's time to be proactive and initiate a partnership. Start trusting yourself to work with others and be open to collaborating as equals and expand your sales reach.
- Understanding the qualities of successful inside sales pros
- Using the right sales tools
- Social selling with LinkedIn
- Improving your response rate
- Building a foolproof qualification plan
- Getting past gatekeepers
- Handling objections
- Closing the sale