CHAPTER 29
Value-Added Inside Sales
Your company is sitting on a gold mine of sales opportunities. Your company has established credibility, delivered value, and captured value. And there are hundreds of these unmined opportunities waiting for you to deliver and capture more value.
These opportunities come from the dozens of customer touch points your inside sales team has every day with customers. Every touch point is an opportunity to create value for the customer and differentiate your value-added solution. You read in Chapter 19 that outside sales professionals average only 11 face-to-face sales calls per week. Their average sales call lasts 45 minutes. That’s just over eight hours of face-to-face selling time per week.
Organizations are ...
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