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Compare 15 inside sales tools | Selection method and points to note

 inside sales

Have you ever stumbled, “I want to start inside sales, but I don’t know what kind of preparation I need…”?

After reading this article, you will know what kind of tools you need and how to choose. Select the best tool for your company and aim for a smooth launch of inside sales.

Table of Contents

  • 3 benefits of inside sales
    • (1) Travel time can be shortened
    • ②Increase the number of business negotiations that can be held in a day
    • (3) Improved contract rate
  • Three tool selection points
    • ①Does it have all the necessary functions?
    • ② How much does it cost?
    • ③ Is it simple and easy to use?
  • 15 tools that can be used for inside sales
  • 5 recommended MA tools
    • BowNow | Available for free
    • Pardot | Domestic market share No.1
    • SATORI|Anonymous leads can also be approached
    • ListFinder | MA tool for BtoB companies
    • Marketo|A tool for connecting with customers
    • Comparison table
  • 4 recommended SFA tools
    • JUST SFA|Customizable SFA
    • SalesCloud|Can be linked with MA tools
    • Next SFA | Retention rate 96.3%
    • Chikyu | SFA tool for BtoB companies
    • Comparison table
  • 3 Recommended CRM Tools
    • kintone | More than 20,000 companies have introduced
    • Zoho CRM | Free Trial
    • HubSpot | Free to use
    • Comparison table
  • Business card management tool
    • SanSan | Business card management tool share rate 83%
  • online business negotiation tool
    • Zoom|Used worldwide
    • Microsoft Teams | Easy account opening
  • 3 points to note when introducing tools
    • 1) Costly and time consuming
    • (2) Installation and initial settings are difficult
    • (3) Coordination between departments is essential
  • summary

3 benefits of inside sales

Here are three benefits of working with inside sales.

  1. Reduce travel time
  2. Increased number of business negotiations that can be held in a day
  3. Increased close rate

(1) Travel time can be shortened

In inside sales, sales activities are carried out through non-face-to-face communication such as telephone, email, and video calls. Unlike field sales, where sales activities are conducted face-to-face by visiting customers directly, there is no travel time required.

Being able to communicate with a large number of customers while staying within the company greatly improves sales efficiency.

When conducting business negotiations in inside sales, basically non-face-to-face format using video call tools such as Zoom and Skype is taken. In the case of face-to-face implementation, travel time is required to visit customers, but in the case of non-face-to-face implementation, travel time is not required.

Since it does not take time to travel back and forth, it is possible to conduct business negotiations with other customers during that time, so the number of business negotiations that can be conducted in a day increases. This allows us to cope with an increase in the number of customers and a shortage of manpower .

(3) Improved contract rate

Inside sales involves nurturing your customers over time. By making multiple phone calls and emails and providing information that meets the customer’s needs, we can gradually increase the customer’s willingness to buy.

You can improve the closing rate by prioritizing the customers who are particularly motivated to buy among the large number of prospective customers .

In addition, you can communicate with more customers by increasing the number of business negotiations that can be held in a day. Therefore, the number of closed deals will also increase.

Three tool selection points

Here are three points to consider when selecting the tools you need for inside sales.

①Does it have all the necessary functions?

First, compare whether the functions that meet your purpose are installed. If you are using a tool for the first time, you may not be able to use it if it has too many functions, so choose a tool that has only the functions you need .

If you’re not sure which tool to choose, use a free trial to see if it has the features you need.

② How much does it cost?

The fee structure of the tool varies greatly depending on the tool, as some tools can be used for free, while others require an initial or monthly fee. Depending on the tool, there are cases where multiple pricing plans are available and you can upgrade as needed.

If you are at a loss between multiple tools, it is better to choose a tool that has all the functions and can reduce the cost among them. For detailed pricing, please check the individual product websites, as there may be cases where it is necessary to inquire.

③ Is it simple and easy to use?

When choosing a tool, it is a good idea to refer to demo screens and select a tool that is simple and easy to use. If the usage screen is complicated, it is easy to stumble in the initial stage of operation.

Also, if you are using the tool for the first time or if there are few IT personnel in your company, we recommend a tool with a well-established support system . Choose a tool that offers free customer support and tool operation support.

15 tools that can be used for inside sales

What tools can be used for inside sales? We will introduce five main types of tools (MA, SFA, CRM, business card management, and online business negotiation).

  1. 5 recommended MA tools
  2. 4 recommended SFA tools
  3. 3 Recommended CRM Tools
  4. Business card management tool
  5. online business negotiation tool

5 recommended MA tools

MA tool is an abbreviation for marketing automation tool, and it is a tool that can automate part of the marketing process.

  1. BowNow | Available for free
  2. Pardot | Domestic market share No.1
  3. SATORI|Anonymous leads can also be approached
  4. ListFinder | MA tool for BtoB companies
  5. Marketo|A tool for connecting with customers

BowNow | Available for free

BowNow is an MA tool provided by Cloud Circus Co., Ltd.

It features a simple management screen and does not require complicated settings, so it can be said that it is easy to introduce even if there are few IT and marketing personnel. The continuation rate is 98.4%, which shows the ease of use.

You can continue to use it for free for a long time, so you can introduce it without worrying about the cost. If you want to use the mail delivery function and the function to link with Salesforce, you need to upgrade to the paid version.

Recommended for companies like this

BowNow is a big feature that you can continue to use it for free. Therefore, it is recommended for companies that use MA tools for the first time or companies that want to try the tool without spending money.

BowNow makes it easy to create an account from the site below, so it doesn’t take much effort or time. If you are even slightly interested, please check the product site and create an account.

Pardot | Domestic market share No.1

Pardot is an MA tool operated by Salesforce, specializing in BtoB marketing.

Parot is specialized in email composition and makes it easy to create emails that people will read. Email templates and editors are available, making it easy to create emails and improve email open rates.

In addition, you can use the report function and easily check the results of your marketing measures on the screen. By understanding which measures were particularly effective, you can decide which measures should be continued.

Recommended for companies like this

Pardot specializes in B2B marketing, which makes it suitable for B2B companies. It also has extensive form and email creation capabilities, making it a great choice for businesses looking to improve the content on their website or focus on email marketing.

The monthly fee starts from 150,000 yen, which is relatively expensive , so it is recommended for companies that are accustomed to using the tool .

SATORI|Anonymous leads can also be approached

SATORI images

SATORI is a domestic tool that has been introduced by more than 1,000 companies. The biggest feature of SATORI is that it can approach anonymous leads .

With ordinary MA tools, leads with unknown company names, personal names, email addresses, etc. cannot be analyzed and approached. However, even if personal information such as company name and email address is unknown, SATORI can analyze the degree of interest based on the pages viewed and classify it into segments.

And you can approach with pop-up display and push notification suitable for each segment. If these approaches deepen customer interest and lead to inquiries and requests for information, anonymous lead information can be obtained.

Recommended for companies like this

SATORI has a lot of pop-up display and push notification functions. Therefore, it is recommended for companies that want to enhance their website .

Also, in addition to the initial cost of 300,000 yen, the monthly cost is 148,000 yen, so it is suitable for companies that can afford to introduce the tool . When introducing the tool, be sure to fully understand the features of the tool through requesting materials and making inquiries.

ListFinder | MA tool for BtoB companies

ListFinder is a domestic tool for BtoB companies. The main feature is that you can organize prospective customer information and select customers who are highly motivated to buy .

In addition, business card information managed by SanSan and customer data accumulated in Salesforce can be linked. Therefore, customer data can be managed and analyzed immediately after installation.

In addition, since the consultant will support the initial introduction free of charge, it is safe even if it is the first time to introduce sales tech. In addition, the monthly cost starts from 39,800 yen (initial cost is 100,000 yen), which is relatively easy to use among paid tools .

Recommended for companies like this

With ListFinder, you can immediately link information managed by SanSan and Salesforce. As such, it’s recommended for companies already using these tools.

In addition, since you can use the free consulting service at the beginning of the installation , even companies that are new to the tool can use it with peace of mind .

Marketo|A tool for connecting with customers

Marketo is an MA tool operated by Adobe. More than 5,000 companies around the world have introduced it. Marketo allows you to collect all of your customer’s activity history and use that data to create emails with information tailored to your customer’s interests.

Personalized emails are highly effective. If the email open rate increases, the number of inquiries and document requests from customers will also increase.

In addition, the simple dashboard makes it easy to use, and the detailed reporting function allows you to check the results of your measures.

Recommended for companies like this

Marketo specializes in email marketing, so it is recommended for companies that want to create emails easily using the email creation feature.

In addition, since it can be linked with over 700 external systems, it is also recommended for companies that already use SFA and CRM tools . There is a possibility that it can be used well by linking with the tools used in the company.

Comparison table

Bow Now Pardot SATORI ListFinder Marketo
Scale of introduction ◎No.1 domestic market share ◎Over 5,000 companies worldwide
price ◎Available for free △From 150,000 yen per month △Initial cost 300,000 yen

Monthly cost

From 148,000 yen

〇Initial cost 100,000 yen

Monthly fee from 39,800 yen

support system ◎Seminar available ◎Seminar available ◎Consulting service available

 

4 recommended SFA tools

SFA is an abbreviation for Sales Force Automation, which is a sales activity support tool.

  1. JUST SFA|Customizable SFA
  2. SalesCloud|Can be linked with MA tools
  3. Next SFA | Retention rate 96.3%
  4. Chikyu | SFA tool for BtoB companies

JUST SFA|Customizable SFA

JUST.SFA is a service that can be customized without programming knowledge .

It is possible to build an SFA system that matches various sales systems, and it is easy to link with external systems. In addition, you can rest assured even when you use the tool for the first time because you will be supported from installation to operation.

Please contact us for detailed pricing. A free trial is available, so let’s experience the features of the tool with the free trial first.

Recommended for companies like this

JUST.SFA is customizable so you can build the system that best suits your purpose.

In addition, you can receive support from the start of operation to the establishment after operation, so you can start using it with confidence even if you do not have IT personnel in your company. Utilize customized systems and support, and aim for the optimal tool operation for your company.

SalesCloud|Can be linked with MA tools

SalesCloud Images

SalesCloud is a sales support tool provided by Salesforce that integrates all sales-related data .

SalesCloud can not only manage the information of contacts and deals of customers, but also analyze the data and predict sales. In addition, the workflow function can automate the sales process and task allocation.

With our mobile app, you can check the progress of your sales activities anytime, anywhere. It is a very convenient tool because you can check the data at any time, even when you are on the way to a client or when you are out of the office.

Recommended for companies like this

SalesCloud is operated by Salesforce, and is very famous and used all over the world. It is well known and has security measures in place, so even companies using the tool for the first time can use it with peace of mind.

In addition, since it can be linked with Slack, it is recommended for companies using Slack in-house .

Next SFA | Retention rate 96.3%

“Next SFA” is an SFA that thoroughly pursues usability and visibility. It can be operated by drag and drop, so no specialized knowledge is required .

In addition, items can be added and edited without programming, so you can customize them as needed. Even companies that have never introduced SFA can use it with peace of mind thanks to a full support system, such as post-operation hearings.

If you have any questions, you can ask and consult with the person in charge, and seminars on SFA operation are held regularly. The initial cost is free, and the basic usage fee is 50,000 per month for 10 users, making it relatively easy to introduce.

Recommended for companies like this

Next SFA specializes in ease of use and post-operation support. Therefore, even if you have no knowledge of SFA or are using the tool for the first time, you can rest assured.

In addition, items (dates and strings) that you want to display in the project list can be easily added, so it is also recommended for companies that want to customize it once they get used to it. By using Next SFA, you can improve your company’s sales system.

Chikyu | SFA tool for BtoB companies

“Chikyu” is an SFA tool made in Japan and already used by many companies such as OMRON and Sumitomo Realty & Development. Despite its relatively low price, Chikyu is equipped with sufficient functions.

In addition, the usage screen is simple, initial settings are easy, and operation can be started in 1 to 2 months on average . The retention rate is also very high at 99%, making it a tool that you can start using with confidence.

Recommended for companies like this

Chikyu is a very well-known tool, as it is also used by large companies in Japan. So if you don’t know much about SFA tools, I recommend trying Chikyu first.

Initial settings are easy, so it is also recommended for companies that want to start tool operation with a sense of speed .

Comparison table

JUST SFA SalesCloud Next SFA Chikyu
Scale of introduction ◎Used by famous domestic companies
price △for inquiry ◎Monthly fee from 50,000 yen
support system ◎operation support available ◎Seminar available ◎Seminar available

 

3 Recommended CRM Tools

CRM, short for Customer Relationship Management, is a tool that can be used to manage customer information.

  1. kintone | More than 20,000 companies have introduced
  2. Zoho CRM | Free Trial
  3. HubSpot | Free to use

kintone | More than 20,000 companies have introduced

Kintone is a famous service used by about 20,000 companies. With kintone, you can check the communication between employees on a single screen, making it easier to visualize the progress of work.

You can create an original application based on a sample without special IT knowledge. It is an easy-to-implement tool that can be easily customized. The initial cost is free, and you can use it from 780 yen per month per user, so you can start using it easily. Additionally, a 30-day free trial is also available.

Recommended for companies like this

Kintone is well-known and offers a free trial, so if you don’t know which tool to use, we recommend trying it first. In addition, the monthly fee is relatively low, so it is recommended for companies that want to operate the tool while keeping costs down .

Zoho CRM | Free Trial

Zoho CRM is a service specialized in customer management and can also be used as a sales support tool . You can create an account for free and use the database for free. Since customer data and the history of sales activities can be linked and recorded, the efficiency of sales activities will increase.

In addition, a paid plan is available from 1,440 yen, making it a relatively low-priced tool. Try the free plan first, then switch to a paid plan if you want more data storage or features.

Recommended for companies like this

Zoho CRM makes it easy to create an account without registering payment information such as a credit card. You can start using it immediately, so you can feel free to use it if you want to try CRM.

Additionally, Zoho CRM Certified Partners provide consulting services to assist with operations. Therefore, it is also recommended for companies that are concerned about the operation of the tool.

HubSpot | Free to use

Hubspot is a free service provided by Hubspot Inc.

You don’t have to worry about the cost because it is free and unlimited after registration . Moreover, despite being free, it can be accessed by an unlimited number of users.

In addition to CRM tools, Hubspot also offers MA and SFA tools. By using these tools in combination, you can expect even greater results.

Recommended for companies like this

Hubspot is a free and fully usable tool. Therefore, it is ideal for companies who want to use the tool at the lowest possible cost .

Plus, it’s especially recommended for businesses already using Hubspot’s products. Data can be linked immediately, further improving operational efficiency.

Comparison table

kintone Zoho CRM HubSpot
Scale of introduction ◎Installed by over 20,000 companies
price ◎From 780 yen per month ◎From ¥1,440 per month ◎Available for free
support system ◎Consulting service available

 

Business card management tool

A business card management tool is a system that allows you to manage business cards received from business partners online.

SanSan | Business card management tool share rate 83%

SanSan is a well-known tool currently used by more than 8,000 companies.

With SanSan, you can scan business cards using your smartphone, so you can immediately digitize the business cards you receive. Furthermore, it supports 11 languages, so you can rest assured when doing business with overseas companies.

Also, if you use the “online business card” function that can be sent by URL, you can exchange business cards during online transactions. Even now that telework is being promoted, it is possible to manage the information of the other person in detail .

Online business negotiation tool

The online business negotiation tool is a system that allows voice and video calls.

Zoom|Used worldwide

Zoom image

Zoom is a well-known tool used by organizations all over the world. In particular, it has become widely used during the corona crisis, and its name recognition has increased significantly.

Since it is free and easy to start using, there are probably many companies that have already introduced it. No special settings are required, and the screen is simple and easy to use , so let’s install Zoom first.

Microsoft Teams | Easy account opening

Microsoft Teams is the system provided in place of Skype for Business. It is used by organizations such as companies and schools all over the world. It’s easy to get started with a Microsoft account, and a paid registration is required to use the unlimited video conferencing system.

In particular, if you subscribe to the Microsoft 365 Business Basic plan for 540 yen per month, you will be able to record and transcribe Teams meetings. If you want to hold a meeting with a large number of people for a long time, it is recommended to subscribe to a paid plan.

3 points to note when introducing tools

Here are three things to keep in mind when using tools.

  1. costly and time consuming
  2. Difficult to install/initialize
  3. Cooperation between departments is essential

1) Costly and time consuming

There is an initial cost and a monthly fee to install the tool. Of course, if you use a free tool, you won’t have to pay, but the functionality will be limited accordingly.

Furthermore, when introducing a new tool, it is necessary to formulate initial settings and an operation plan. Especially when using a tool for the first time, it tends to take time and effort to select the tool.

Estimate your budget well in advance and set aside time to implement the tool.

・Let’s secure IT human resources (DX human resources internal link)

If you have IT personnel in your company, the initial settings will be completed smoothly. In addition, even if you stumble during tool operation, you can immediately respond.

If you don’t have IT personnel in your company, hire new ones or train your own. You can accumulate know-how about IT tools by participating in seminars provided by IT tool operating companies and learning about tool operation methods .

Crowd Circus Co., Ltd., famous for its MA tool “BowNow”, regularly holds seminars on digital marketing. You can also learn how to operate “BowNow”, so it can be said to be a very useful content.

(2) Installation and initial settings are difficult

Although it depends on the IT tool, there is a disadvantage that the initial setting is difficult.

Furthermore, without sufficient knowledge of IT tools and a clear introduction purpose and operation plan, there are cases where tool operation stumbles along the way. Once you stumble on the operation, you may stop using the tool as it is.

What do you need to do to get the most out of your tools?

・Take advantage of the free trial

A free trial is recommended to prevent mismatches after tool operation.

Try out some tools for free before introducing them. By considering and comparing multiple tools, it becomes easier to understand which tool is best for your company.

Also, some tools are free to continue using. It is also recommended to use the free tool first and then switch to a paid tool if necessary.

・When in trouble, consult a consultant

If you encounter a problem that you cannot solve within your company, or if you are unable to formulate a tool operation plan, we recommend that you consult with a consultant.

Our consulting services cover not only tool installation, initial settings, and operation planning, but also post-operation support. Our IT tool professionals understand the current situation within your company and help you select the best tools and ensure smooth operation .

Consulting is expensive, but you can expect results. Let’s absorb the knowledge and know-how of IT tools from the consultant.

(3) Coordination between departments is essential

Merely introducing a tool cannot be expected to have sufficient effects. You need to work on tool implementation and share information across the company.

For example, if the person in charge of data entry neglects to enter data, the data cannot be collected and analyzed. So you have to get into the habit of data entry.

In particular, collaboration between the sales and marketing departments is essential. Smooth sales activities can be achieved by sharing information collected by the marketing department, such as customer attributes (industry, job title), and the level of purchase motivation analyzed from behavior history with the sales department.

Summary

This time, I introduced a tool that can be used to work on inside sales.

Features and prices vary greatly depending on the tool, so carefully compare from various perspectives and select the tool. If you are unsure about which tool to choose, we recommend that you consult a consultant and receive support even after operation.

Establishing a solid operation plan and regularly reviewing and improving the measures that use the tools will yield great results.

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