Be consistent and well organized while trying to be absolutely unique and personalized (take a direct customized marketing perspective).
Many inside sales reps fall down because they simply aren’t great organizers. So for example they call a prospect and then forget to follow up even with tasks set or reminders being provided by their CRM. This lack of organization or lack of concentrated focus can make for gaps in their process and inconsistency. Consistent doesn’t mean multiple touches and follow up it means committing to follow through. So if you tell a prospect you will get them information do it and if you say you are going to follow up do it. These are simple tactics that have been successful for me during the years that I conducted inside sales for a couple of different companies.
The last part is customizing and being unique with your prospects by taking a direct marketing approach. Treat each prospect as unique. Actually understand what their challenges are, what’s new and or exciting with their business and how you can help them in some capacity. In the current information age we live in, sloppy or unprofessional tactics can ruin a good inside sales professional’s chance of securing new business very quickly. I recently read the blog of a fast growing Value Added Reseller where the CEO had posted a terribly written note that he received from a realtor who was trying to win his business. Literally he scanned and posted the letter into his blog. He was making the point, besides the terrible penmanship, that there was no value in the note it was all about the experience level of the realtor not about anything relevant to what was on the CEO’s mind. Imagine the follow up call by that realtor and how that must have went?