Sharing customer and business information

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Sharing customer and sales information is essential for effective collaboration between inside sales and field sales. In the process of setting up sales negotiations, inside sales must convey detailed information heard from customers to field sales. This is because if field sales approach sales negotiations without understanding the information in advance, not only will the order rate decrease due to insufficient preparation, but there is also a possibility of losing the customer's trust. Information shared from inside sales to field sales is generally BANT (Budget, Authority, Need, Timeline) information. By accurately conveying information about the budget, decision maker, customer needs, and time until implementation to field sales, you can deepen your preparation and understanding when approaching sales iceland consumer email list negotiations. In addition, the customer's enthusiasm and willingness to purchase are also important elements in the information sharing from inside sales to field sales. If you have specific information such as what concerns the customer has and how urgency they feel, field sales can take a more accurate and personalized approach when negotiating. Information sharing is generally done using customer management tools such as SFA and CRM. In addition, by utilizing chat communication tools and holding regular sharing meetings between both teams, detailed coordination can be achieved without any information being missed.

Share information and provide feedback to each other
After the lead is handed over from inside sales to field sales, mutual feedback at the end of the sales negotiation is also important for continuously improving the quality of the sales process. After the sales negotiation is completed, the field sales will report the details and results of the negotiation to the inside sales, and will provide feedback on how useful the BANT information, customer needs, and enthusiasm that the inside sales heard in advance were at the sales negotiation site. This process is a good opportunity to check the accuracy of the advance information and make adjustments as necessary. Meanwhile, the inside sales will review the lead generation and hearing process based on the feedback from the field sales, and consider what appeals were effective in the sales negotiation, or whether there was any important information that should have been communicated in advance. By conducting a review, the inside sales approach can be continuously improved through the PDCA cycle, such as improving the talk script and improving the accuracy of the hearing process.