[IDEATECH Co., Ltd.]
[Interview with successful companies in inside sales] First half of the year | The factors contributing to the goal achievement of the inside sales department are 3rd place “Providing high-quality content” and 2nd place “Fast follow-up”. ?
*IDEATECH Co., Ltd.*
Press release: September 3, 2024
**
[Interview with successful companies in inside sales] First half of the year | The factors contributing to the goal achievement of the inside sales department are 3rd place “Providing high-quality content” and 2nd place “Fast follow-up”. ?
*~On the other hand, many people have expressed concerns that “managing and analyzing customer data takes time” and “the list of prospective customers lacks accuracy”~*
* “Respy(R)️”, which realizes one-stop research data marketing (* * https://ideatech.jp/service/research-pr*
* ■Survey overview *
– Survey name: Survey of companies with successful inside sales – Survey method: Internet survey planned by research data marketing “Respy(R)︎” provided by IDEATECH
– Survey period: August 29, 2024 to August 30, 2024
– Valid answer: 108 people working in BtoB companies who achieved 100% or more of the goals set within the inside sales department in the first half of the year.
*The composition ratio is rounded to the second decimal place, so the total does not necessarily add up to 100.
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* ■More than half of the leads for inside sales come from owned media or advertising*
* “Q1. Where do you conduct inside sales on leads? (Multiple selection)” * (n=108)
56.5% of leads came from owned media, 53.7% came from advertisements, and 45.4% came from seminars/webinars*
That was the answer.
Q1. Where do you conduct inside sales on the leads you get? (Multiple selection) * ・Leads via owned media: 56.5%*
* ・Leads via advertising: 53.7%*
* ・Leads via seminars/webinars: 45.4%*
・Leads via press release: 41.7%
・Leads via SNS: 40.7%
・Leads via exhibitions: 38.9%
・Others: 0.9%
・Don’t know/can’t answer: 6.5%
* ■It has been revealed that the leads that lead to the most business deals are “leads via owned media” *
For those who answered anything other than “I don’t know/can’t answer” in Q1, * When asked “Q2. Where do you think inside sales to leads lead to the most business deals?” * (n=101), *
30.7% of leads are from owned media, 16.8% are from exhibitions, and 14.9% are from seminars/webinars*
That was the answer.
Q2. Where do you think inside sales to leads obtained lead to the most business deals?
* ・Leads via owned media: 30.7%*
* ・Leads via exhibitions: 16.8%*
* ・Leads via seminars/webinars: 14.9%*
・Leads via SNS: 14.9%
・Leads via press release: 12.9%
・Leads via advertising: 6.9%
・Others: 1.0%
・Don’t know/can’t answer: 2.0%
* ■More than 70% say they use email during inside sales*
* “Q3. Please tell me the means by which you conduct inside sales. (Multiple selection)” * (n=108)
72.2% answered “email,” 57.4% answered “web conference,” and 49.1% answered “telephone.”*
Q3. Please tell me the means by which you carry out inside sales. (Multiple selection)
* ・Email: 72.2%*
* ・Web conference: 57.4%*
* ・Telephone: 49.1%*
・SNS: 46.3%
・Direct message: 30.6%
・Others: 0.9%
・Don’t know/can’t answer: 4.6%
*More than half say they call within 30 minutes of a lead taking action* For those who answered “Call” in Q3, we asked * “Q4. How long after a lead takes action do you make a phone call?” * (n=53) *
26.4% answered “30 minutes or more but less than 60 minutes,” 24.5% answered “5 minutes or more but less than 30 minutes,” and 13.2%* answered “on the same day.”
Q4. How long after a lead takes action do you make a call?
* ・Less than 5 minutes: 9.4%*
* ・5 minutes or more but less than 30 minutes: 24.5%*
* ・30 minutes or more but less than 60 minutes: 26.4%*
・More than 60 minutes and less than half a day: 7.5%
・During the day: 13.2%
・Next day: 5.7%
・Within 3 days: 5.7%
・Within 1 week: 7.5%
・After 1 week: 0.0%
・Don’t know/can’t answer: 0.0%
* ■“Effective targeting” and “quick follow-up” are key factors in achieving goals for inside sales departments*
* “Q5. What do you think were the factors that helped the inside sales department achieve its goals for the first half of the year? (Multiple answers allowed)” * (n=108)
66.7% said “effective targeting,” 65.7% said “quick follow-up,” and 51.9% said “providing high-quality content.”*
Q5.What do you think were the factors that helped the inside sales department achieve its goals for the first half of the year? (Multiple answers)
* ・Effective targeting: 66.7%*
* ・Prompt follow-up: 65.7%*
* ・High-quality content provision: 51.9%*
・Improved telephone communication skills: 38.9%
・High quality lead acquisition: 37.0%
・Use of CRM system: 29.6%
・Others: 0.9%
・Don’t know/can’t answer: 3.7%
* ■Points such as “strengthened customer targeting” and “prepared dialogue scenarios” *
For those who answered anything other than “I don’t know/can’t answer” in Q5, * “Q6. If there are any factors other than what you answered in Q5 that helped the inside sales department achieve its goals for the first half of the year, please feel free to tell us. (Free answer)” * (n=104), we received 50 answers such as * “Strengthened customer targeting” and “Developed dialogue scenarios.”*
* -Free answers/partial excerpts- *
– * 61 years old: Improved customer targeting. *
– * 62 years old: Preparing dialogue scenarios. *
– * 53 years old: I listened to their requests and made PR accordingly. * – * 44 years old: Narrow down your customer base. *
– * 36 years old: Because I was able to obtain high-quality leads. * – * 49 years old: Being able to use SNS well. *
* ■More than 60% said they place importance on “analyzing customer data” when conducting inside sales*
* “Q7. What do you value most when conducting inside sales? (Multiple answers allowed)” * (n=108)
60.2% answered “analyzing customer data,” 51.9% said “practice communication,” and 50.0% answered “creating and vetting potential customers.”
Q7. Please tell us what you value most while conducting inside sales. (Multiple answers)
* ・Customer data analysis: 60.2%*
* ・Communication practice: 51.9%*
* ・List creation and scrutiny of potential customers: 50.0%* ・Development of follow-up strategy: 45.4%
・High quality lead acquisition: 44.4%
・Content production: 43.5%
・Customer education and development: 25.0%
・Others: 0.0%
・Don’t know/can’t answer: 3.7%
* ■More than 40% feel that “managing and analyzing customer data is time consuming” and “the list of prospective customers lacks accuracy” in inside sales*
* “Q8. Please tell me about the challenges you feel in inside sales. (Multiple answers allowed)” * (n=108)
45.4% said “Managing and analyzing customer data is time consuming,” 40.7% said “List of prospective customers is not accurate,” and 37.0% said “Follow-up is often delayed.”*
That was the answer.
Q8. Please tell us about the challenges you feel in inside sales. (Multiple answers)
* ・Managing and analyzing customer data takes time: 45.4%*
* ・Possible customer list lacks accuracy: 40.7%*
* ・Follow-up is often delayed: 37.0%*
・Communication with customers does not go smoothly: 35.2%
・Lack of high-quality content: 34.3%
・Inside sales personnel’s skills vary: 30.6%
・Insufficient information sharing within the team: 28.7%
・Not able to effectively utilize CRM system: 27.8%
・Others: 0.0%
・Nothing in particular: 4.6%
・Don’t know/can’t answer: 2.8%
* ■Approximately 90% of respondents answered that the collaboration between inside sales and field sales is going well*
* “Q9. How well do you feel the cooperation between the inside sales team and the field sales team works at your workplace?” *
(n=108), *19.4% answered “It’s going pretty well,” and 66.7% answered “It’s going somewhat well.”*
Q9. How well do you feel the cooperation between the inside sales team and the field sales team works at your workplace?
* ・Very successful: 19.4%*
* ・Somewhat successful: 66.7%*
・Not going very well: 10.2%
・Not going well at all: 0.9%
・Don’t know/can’t answer: 2.8%
* ■Summary*
This time, we conducted a survey of successful companies in inside sales targeting 108 people working at BtoB companies who achieved 100% or more of the goals set within the inside sales department in the first half of the year.
First, the lead route that led to the most business deals was “leads via owned media” at 30.7%, followed by “leads via exhibitions” at 16.8%. Additionally, more than half of the reps called within 30 minutes of the lead taking action, and this quick response seems to be one of the factors that helped them achieve their goals.
Furthermore, many reps support “effective targeting” (66.7%), “quick follow-up” (65.7%), and “providing high-quality content” (51.9%) as success factors for inside sales. Masu. On the other hand, issues such as “It takes time and effort to manage and analyze customer data” (45.4%) and “Lack of high-quality content” (34.3%) have also been brought to light. Even if we achieve our goals, we will need to respond quickly to these challenges.
This research reveals that the key to success in inside sales is effective targeting, quick follow-up, and high-quality content. Based on these factors, companies can increase the number of business deals and achieve inside sales success by providing content that meets customer needs and responding quickly.
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https://ideatech.jp/download/172/?utm_source=pr_240903
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* ■Company profile*
Company name: IDEATECH Co., Ltd.
Representative: Tomoo Ishikawa, President and Representative Director Address: Maison Aoyama 1001, 2-7-26 Kita-Aoyama, Minato-ku, Tokyo 107-0061 Establishment date: February 2010
Business content: 1. IDEA content business
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・Anniversary marketing “AniP(R)︎” service
・Q&A marketing “X-Questions(R)︎” service
2. IDEA Marketing Business
3.IDEA design business
4. IDEA Sales Business
5. PR strategy consulting service
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