What is Outside Sales? Full Guide for SMBs

by Creating Change Mag
outside sales

After learning about outside sales and how beneficial they can be, you’re probably looking to implement it into your own business! 

Fortunately, I’ve compiled several tips for outside sales teams, including the following things: 

  • Invest in CRM software 
  • Ensure your marketing and sales teams are aligned 
  • Adopt flexible business practices 
  • Give the Crumpled Letter Approach a try
  • Have excellent interpersonal skills (or hire people who do!) 
  • Utilize the power of storytelling. 

Let’s look at these tips in closer detail! 

Get a Good CRM 

Investing in a good customer relationship management (CRM) system can revolutionize your outside sales approach!

For example, a robust CRM system offers a centralized platform where you can do the following things: 

  • Track and analyze customer interactions.
  • Help to maintain consistent and personalized communication throughout the sales journey.
  • Streamline business processes 
  • Track each sales rep’s achievements 

Further, CRM software provides valuable insights into customer behavior and preferences. 

As a result, sales reps can target prospects more effectively and close deals faster! 

Align Marketing & Sales 

Aligning your marketing and sales teams is crucial for achieving seamless business operations and enhancing customer experiences. 

By creating a unified front, both teams can do the following things: 

  • Share valuable customer insights
  • Streamline sales tasks 
  • Boost conversions

Also, this connection leads to the following things: 

  • Fosters better communication
  • Reduces redundancy
  • Ensures that all efforts are targeted towards a shared business goal

Simply put, aligning marketing and sales departments increases revenue and enhances customer satisfaction.

Adopt Flexible Approaches 

Embracing flexible sales strategies is crucial in the ever-changing business environment!

When you think outside the box, it allows your sales team to tailor their approach to individual customer needs and respond to market variations promptly. 

As a result, your team can enhance customer satisfaction and increase sales. 

Further, a flexible approach does the following things for a business: 

  • Encourages innovation 
  • Promotes continuous learning within the team
  • Fosters resilience  
  • Ensures your business stays competitive, no matter the circumstances

Try the Crumpled Letter Approach 

The Crumpled Letter Approach is a unique and creative sales technique often employed by outside sales reps. 

This strategy involves sending a crumpled letter (literally) to potential clients, capturing their curiosity, and immediately differentiating you from the standard sales pitches they receive!

This unconventional method aims to pique the recipient’s interest, prompting them to read your message. 

In an ideal scenario, the Crumpled Letter Approach instigates further conversation about your product or service! 

Be Magnetic in Person

Being a magnetic sales representative can significantly increase the success of your outside sales efforts. 

With an engaging personality and charismatic communication style, you’re more likely to build rapport with potential clients.

As a result, prospects are more receptive to your sales pitch. 

On top of that, your magnetic presence can enhance your reputation, leading to more referrals and a wider network of prospects! 

Use Storytelling 

Storytelling is an exceptional sales tactic because it allows you to connect with your prospects on a deeper, more emotional level.

Connecting with your clients makes your pitch more memorable and engaging

Also, by unfolding a compelling narrative around your product or service, you help the potential client envision how it fits into and improves their own story, increasing its perceived value. 

This emotionally resonant approach to sales often leads to the following things:  

  • Higher conversion rates (because it differentiates you from competitors)
  • Creates a stronger bond with the prospect 
  • It makes your products or services more appealing

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