White Paper: Unlock the Potential of Inside Sales With a Consultative Approach

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Summary: Traditionally, many businesses relied on face-to-face meetings to win the sale. However, cost pressures have forced many B2B vendors to reevaluate that stance. A talented inside sales team can reduce travel costs and reach more customers more efficiently. However, in the race to reach more customers, sellers cannot afford to sacrifice quality for volume. The customer must still be part of the inside sales equation. Sellers can do this with a consultative approach. In Richardson's White Paper, Unlock the Potential of Inside Sales With a Consultative Approach, we look at how sellers use the consultative approach to turn volume into value. The white paper outlines; How to form a faster connection through the brevity of a value statement; Why building trust turns more interactions into better interactions; How sellers can use relevant insights to keep customers from disengaging; and The psychology behind the "framing effect" and how it can help customers overcome inertia.