Clarify the definitions and differences between face-to-face and non-face-to-face sales, and explain how to maximize results.
**Benefits** - Understand the characteristics of sales methods and optimize strategies - Define contact methods according to lead characteristics - Expand results through a design that integrates both sales methods 'PROBiZZ' supports the maximization of sales results through clear definitions and distinctions between face-to-face and non-face-to-face sales. Many companies operate with ambiguous distinctions in their sales methods, leading to a reliance on individual approaches. 'PROBiZZ' organizes the roles and objectives of inside sales (non-face-to-face) and field sales (face-to-face), allowing for a redesign of the sales structure. By designing processes according to the appropriateness of each contact channel and the temperature of leads, it reduces unnecessary negotiations and missed opportunities. In particular, non-face-to-face sales are utilized for nurturing and information gathering before negotiations, efficiently connecting to high-probability orders. Face-to-face sales are designed to focus on situations where human interaction is crucial, such as discussions with decision-makers and closing deals. Additionally, all contacts and progress are centrally managed in a CRM, enabling operations and improvement cycles based on KPIs. 'PROBiZZ' enables the maximization of results by building a sales structure that optimally combines face-to-face and non-face-to-face approaches.
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basic information
To enhance the results of sales activities, it is essential to understand the characteristics of both face-to-face and non-face-to-face interactions and to design accordingly based on the objectives. Non-face-to-face sales (inside sales) demonstrate high efficiency in processes such as initial contact, information gathering, and ongoing follow-up. Face-to-face sales are suited for building trust and closing complex deals, making it an area where human resources should be concentrated. "PROBiZZ" reviews the entire sales flow and clearly designs the division of labor between face-to-face and non-face-to-face interactions. Additionally, by defining the approach methods for each customer phase, it enables consistent lead nurturing and deal conversion. Criteria that tend to become subjective are standardized through the clarification of templates and interview items. All actions are recorded in the CRM, accumulating data that allows for analysis and improvement. "PROBiZZ" supports the establishment of reproducibility of results through the optimization of sales forms and business design. **Strengths and Features** - Role design and optimal division of labor by sales form - Support for approach design by deal phase - Centralized management of progress and results through CRM integration
Price information
For those who want to design the optimal combination of face-to-face and non-face-to-face sales. At "PROBiZZ," we provide materials introducing support plans and cost estimates tailored to your industry and structure. Along with case studies, please feel free to download them for free and use them as a reference in your considerations.
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Applications/Examples of results
- A company that primarily engaged in face-to-face sales and had limitations on activity volume introduced a sales system utilizing non-face-to-face sales and CRM. The number of touchpoints increased, leading to improved negotiation numbers and order rates. - A company where sales methods were left to individual representatives and varied implemented method definitions for each phase and KPI management. The quality of responses and team collaboration stabilized, strengthening organizational capability. - A company where digital initiatives and sales activities were not linked achieved sales digital transformation (DX) and maximized results through the integration of processes among marketing, inside sales, and field sales.
Company information
Engine Co., Ltd. offers the inside sales support service 'PROBiZZ' to structurally solve sales challenges for companies. Aiming to streamline the sales process and maximize results, customization tailored to corporate needs is possible. An experienced dedicated team handles everything from creating target lists to outreach and setting up business meetings. Through data-driven strategy design and KPI management, continuous improvement and reproducibility of results are achieved. Additionally, we support the visualization and analysis of sales activities by utilizing the latest tools and technologies. With a proven track record across various industries, we provide services backed by reliability and performance. Engine Co., Ltd. offers a new standard of sales support that realizes the "systematization" of sales and the "reproducibility" of results.
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