Wise inside sales leaders invest the time and resources required to ensure that their sales reps become experts in the products and services that they are trying to sell.
Top performing inside sales reps understand that knowledge is power. With deep and relevant product knowledge, you can guide, educate, and advise prospective customers on how to succeed with what you have to offer compared to your competition.
While product knowledge will not mask inadequate sales, communication, and negotiation skills, you can, as an inside sales rep, create confidence in your customers by knowing:
- Value and Differentiation: What your products and services provide better than the competition
- Target Clients & Success Stories: Who your best clients are and why
- Fit: When your products and services are not a good fit and why
- Buying Triggers: What critical issues or problems your products and services address
- Marketplace: Overall trends in your industry relevant to your target buyers
