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Inside sales
We nurture leads through process management and data analysis using SFA.
Do you need help with any of these challenges?
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Want to perform high-precision targeting according to the strategy and acquire new customers efficiently
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Want to produce results by setting appropriate KPIs and managing and analyzing the pipeline
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Want to develop limited sales personnel and approach high-probability prospects continuously
We provide flexible support for the acquisition of new customers, pipeline management, and nurturing (lead nurturing).
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High-precision targeting performed by the dedicated team for inside sales
We create an effective targeting list using the project know-how of the Altius Sales Base, a dedicated team for inside sales mainly consisting of employees who have experienced sales-related outbound operations, and the dedicated tool.
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Process management and analysis using quantitative data
Utilizing STARMAN, an original SFA tool (sales support tool) dedicated to inside sales, we visualize the status of the sales process.
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One hundred and thirty systematic training modules
We have our original training program with 130 systematic modules that provide know-how on inside sales.
Fields of services provided
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Altius Link groups renowned global contact center
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Altius Link’s inside sales services
Provide high-quality operations that that ensure both quality and acquisition numbers
Altius Link’s inside sales services
- create high-probability deals for which two or more pieces of BANT information (budget, authority, needs, timeframe) are obtained
- stably provide deals at the rate of deal creation three to four times higher than it used to be before the introduction
Strengths of Altius Link’s inside sales services
1.High-precision targeting performed by the dedicated team for inside sales
Create an effective targeting list using the project know-how of the Altius Sales Base, a dedicated team for inside sales based in Shinjuku and Sendai, and the dedicated tool. We can meet the growing outsourcing needs.
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Dedicated facilities for inside sales (Shinjuku/Sendai)
Dedicated facilities have been established in Shinjuku and Sendai. By bringing together employees who have experienced sales-related outbound operations, we accumulate operational know-how and provide homogenous services.
Center size Shinjuku: 1,120 seats/Sendai: 250 seats
*As of October 1, 2024 -
Scoring of prospective companies using the dedicated tool
We create a list of prospective companies from which we are highly likely to receive orders by utilizing Rating 2.0, a prospective company scoring engine provided by uSonar Co., Ltd. By utilizing it to perform inside sales activities, we can drastically increase the probability of order.
Follow-up system by sales specialists
Sales coordinator
Motomu Sekiguchi
Worked for a foreign capital company specializing in inside sales for eight years. Engaged in sales outbound operations for B2B, inside sales, and the launch of the marketing organization. Joined Altius Link after that and promoted the consulting services in the company-wide inside sales operations and the sales personnel development project as a key member. Active in multiple fields, such as the launch and execution of in-house inside sales activities and sales consulting services for external parties.
Altius Sales Base Overall Manager
Yusuke Ichiba
Engaged in over 100 sales operations regardless of B2B/B2C. Involved not only in the establishment of operations but also in a wide range of operations from management to consulting. Currently managing multiple sales operations as an overall manager of the dedicated sales facility located in Shinjuku. Excel at a wide range of operations for the manufacturing, IT, service sectors, etc., regardless of industry. Has top-class skills for the design, establishment, and start of operations among sales personnel.
One hundred and thirty systematic training modules
Altius Link has its original training program with systematic modules that provide know-how on inside sales, and a lot of employees have completed this training and experienced sales operations. By standardizing the operations and taking advantage of support from experienced members, we keep improving the operations toward the achievement of the KPI targets to increase project sales.
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Number of sales-related curricular contents
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Number of participants in the sales personnel development training (supervisor)
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Number of members of the sales-related community
For operators
| Roles of sales reps | Cold calling |
|---|---|
| Types of business models | Development of scenario strategies |
| Creation of rapport | Interviewing on challenges and needs |
| Conclusion of contracts | Prediction of needs |
| Understanding of industries | Prediction of obstacles |
| Products/services | Setting of next actions |
| Creation of scenarios | Decision-making flow |
| Business terms | Acquisition of BANTC information |
| Communication skills | Closing techniques |
| Development of introductory strategies | Compliance |
Roles of sales reps / Cold calling
Types of business models
Development of scenario strategies
Creation of rapport
Interviewing on challenges and needs
Conclusion of contracts
Prediction of needs
Understanding of industries
Prediction of obstacles
Products/services
Setting of next actions
Creation of scenarios
Decision-making flow
Business terms
Acquisition of BANTC information
Communication skills
Closing techniques
Development of introductory strategies
Compliance
For supervisors
| What is inside sales? | Operational manual | Evaluation criteria |
|---|---|---|
| Inside sales | Basic terms | SFA management |
| Forecasting | Specification confirmation sheet | Scenario design |
| KPI management | Call plan | Definition of roles by sales position |
| Monitoring evaluation criteria | List of tasks | Compliance |
| VOC (voice of customer) and analysis | Training plan | Sales manual |
| Monthly report | Collection of market/industry information |
What is inside sales?
Inside sales
- Operational manual
Basic terms - Evaluation criteria
SFA management
Forecasting
- Operational manual
Specification confirmation sheet - Evaluation criteria
Scenario design
KPI management
- Operational manual
Call plan - Evaluation criteria
Definition of roles by sales position
Monitoring evaluation criteria
- Operational manual
List of tasks - Evaluation criteria
Compliance
VOC (voice of customer) and analysis
- Operational manual
Training plan - Evaluation criteria
Sales manual
Monthly report
- Operational manual
Collection of market/industry information
3.Process management and analysis using quantitative data
Altius Link owns STARMAN, an original SFA (sales force automation) tool dedicated to inside sales, and visualizes the status of the sales processes of each company. When not using our original SFA, we prepare a similar environment according to the tools that client companies use.
Process management using STARMAN
As up to 10 stages and up to 30 interview items for each stage can be set discretionally, we can accumulate and analyze quantitative data according to the products each client company wants to sell.
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Visualization of bottlenecks through pipeline management
We develop appropriate approaches by accurately understanding the progress toward goals, visualizing bottlenecks, and identifying factors.
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Data analysis by utilizing a BI tool
We maximize sales results by analyzing accumulated quantitative data with one click and swiftly conducting the examination of the effects of implementation strategies and development of new strategies.
Examples of inside sales achievements
As a dedicated team for inside sales, the Altius Sales Base has a track record of engaging in inside sales operations and knowledge and know-how obtained from hundreds of projects in various industries, the retention rate is at the highest level in the industry at 95% or more.
| Sector/industry | Outline of operations |
|---|---|
| IT services | Make proposals, such as the adoption of an MA tool and provision of support for its operation for major companies. Hold interviews on marketing strategies. |
| IT services | Attract attention to the needs of research and development institutions for big data analysis, submit quotations, and make appointments. |
| Major real estate website | Inside sales with real estate appraisal websites as products to sell. Collect two pieces of BANT information and hand them off to the next process. |
| Major restaurant-related online service | Add new restaurants to the restaurant-related online service. |
| Encourage the existing restaurants to use the service. | |
| Major distributor | Approach the companies that have requested quotations on the e-commerce website that sells software, hardware, etc. via telephone or e-mail. Inside sales operations from the preparation of quotations to business negotiations and the processing of applications made on the e-commerce website. Make calls to some of the companies that have made inquiries in the past. |
| Real estate | Outbound operations to invite the customers who have made inquiries to the support desk to visit the physical store or participate in online meetings via telephone. B2C operations targeted at prospective purchasers and renters. |
| Collect inside sales information, such as BANT information and family structure/household income. | |
| Hardware manufacturer | Inside sales for hardware targeted at corporate customers. |
| Acquisition of large new customers to handing them off to the sales department. From the preparation of quotations for small customers to business negotiations with them and the processing of applications they made on the e-commerce website. | |
| Hardware manufacturer | Approach the customers listed in the SFA system with computers and related products, such as servers as products to sell. |
| Conduct operations from the identification of key persons and understanding of the usage status to the approval of the sending of documents/sales visits. | |
| Automaker | Notification of special campaigns for customers of the financial service and invitation of customers to the showrooms of the official dealers. |
| Notify the customers who have visited the stores in the past of the test drive campaigns and invite customers to the showrooms of the official dealers. | |
| Manufacturing | Propose boiler products for factories, hold interviews on the timing of replacement and the products that are currently used, and make appointments. |
| Advertisements | Propose online marketing strategies for B2B and make appointments for online business negotiations. |
Sector/industry
IT services
Make proposals, such as the adoption of an MA tool and provision of support for its operation for major companies. Hold interviews on marketing strategies.
IT services
Attract attention to the needs of research and development institutions for big data analysis, submit quotations, and make appointments.
Major real estate website
Inside sales with real estate appraisal websites as products to sell. Collect two pieces of BANT information and hand them off to the next process.
Major restaurant-related online service
Add new restaurants to the restaurant-related online service.
Encourage the existing restaurants to use the service.
Major distributor
Approach the companies that have requested quotations on the e-commerce website that sells software, hardware, etc. via telephone or e-mail. Inside sales operations from the preparation of quotations to business negotiations and the processing of applications made on the e-commerce website. Make calls to some of the companies that have made inquiries in the past.
Real estate
Outbound operations to invite the customers who have made inquiries to the support desk to visit the physical store or participate in online meetings via telephone. B2C operations targeted at prospective purchasers and renters.
Collect inside sales information, such as BANT information and family structure/household income.
Hardware manufacturer
Inside sales for hardware targeted at corporate customers.
Acquisition of large new customers to handing them off to the sales department. From the preparation of quotations for small customers to business negotiations with them and the processing of applications they made on the e-commerce website.
Hardware manufacturer
Approach the customers listed in the SFA system with computers and related products, such as servers as products to sell.
Conduct operations from the identification of key persons and understanding of the usage status to the approval of the sending of documents/sales visits.
Automaker
Notification of special campaigns for customers of the financial service and invitation of customers to the showrooms of the official dealers.
Notify the customers who have visited the stores in the past of the test drive campaigns and invite customers to the showrooms of the official dealers.
Manufacturing
Propose boiler products for factories, hold interviews on the timing of replacement and the products that are currently used, and make appointments.
Advertisements
Propose online marketing strategies for B2B and make appointments for online business negotiations.
Please feel free to contact us by telephone or using a form to request documents or explanations on our services.