SPASigma Featured in The Distributor Channel article “Sales Training for Distributors – Don’t forget Inside Sales”
SPASigma was featured in a recent The Distributor Channel article, “Sales Training for Distributors – Don’t forget Inside Sales”, which discusses how for many distributors the first line of price negotiations has been switched to the inside sales team.
“Don’t forget about Inside Sales.”
Last week I threw out some thoughts on sales training for distributors. The response was great, but I received more than a half dozen challenges from inside sales groups. The overall feedback could be summarized as: Don’t forget about Inside Sales.
The comments reminded me of a couple of points:
- Outside Sale people may make the phone ring, but it is the service the customer receives when they call that keeps customers coming back (aka customer retention).
- Most customers gauge Distributor customer service by the quality of the Inside Sales team.
“the first line of price negotiations has been switched to the inside sales team”
Today customers look to inside sales for more. For instance, for most distributors, the first line of price negotiations has been switched to the inside sales team. Front line technical support falls on to inside sales to do some logistical matters like expedites, freight issues and invoice clarification.
“Proper pricing can improve the inside sales role.”
Proper pricing can improve the inside sales role. First, without a well-developed pricing system, inside sales teams devote lots of time looking up last prices paid and checking on price levels with their outside sales counterparts. Inside sales should be trained to spot poorly maintained price files and provide the feedback required to get these fixed.
“inside sales people should learn a few basic negotiating tricks to avoid being “duped” by procurement”
Second, inside sales people should learn a few basic negotiating tricks to avoid being “duped” by procurement professionals who have been trained in the science of negotiation. If you have not yet see the information provided by Strategic Pricing Associates or their sister company SPASigma, we recommend you check out this really funny video.
Click here to read the complete article.
It is not too late to join us at our upcoming Pricing Strategy Seminar and Negotiation Training Event in Las Vegas, NV !
Date: June 9-10, 2016
Location: The Mandalay Bay hotel in Las Vegas, Nevada
Click here for other SPA event dates and times.
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