Inside sales is both an art and a science. In order to succeed, you need to identify your target market, but you also need to know how to hold relevant conversations with decision makers you care about most.

Reach more of the right prospects with these inside sales strategies:

3 Steps to Mastering Inside Sales

Segment your contact data to identify your target audience:

If you’re cold calling prospects, you need to first understand your buyer personas. Before you pick up the phone, think about the titles, job functions, company sizes, and industries in your current database. Demographic and firmographic information will help you determine who your best buyers are, so you won’t have to waste time reaching out to people not likely to buy from you.

Shorten the sales cycle by holding educated conversations with decision makers:

Before picking up the phone, learn as much about your contact as you can. This will put you in a position to hold a relevant conversation and keep them on the phone longer. Here are a few things to consider:

  • What does their company do?
  • What are their current job responsibilities?
  • Did they recently win an award?
  • What types of content do they engage with on social media?
  • How can your product or service help solve their problem?

As an inside sales professional, it’s important to educate and engage your leads in different stages of the sales cycle. The more you know about your leads, the easier it’ll be to provide what they need to make a decision. You can use a sales enablement tool, to find key information and speed up the process.

Master cold calling efforts by leaving effective voicemails and sending relevant emails:

Decision makers are busy and may not pick up the phone the first time you call. But don’t worry. As long as you’ve done your research, you can leave an effective voicemail. A voicemail is a great way to introduce yourself and your company, creating curiosity about your product or service. Start by introducing yourself and make sure that you address their pain points. You may also want to provide an attention-grabbing statistic. In other words, give them a reason to call you back.

The same idea applies to emails. Did you know that 33% of email recipients open email based on subject line alone (source)? If you want leads to respond to your prospecting emails, you need to send relevant content.

Key Takeaways About Mastering the Art of Sales and Truly Learning How to Succeed at Inside Sales

ZoomInfo can help you supercharge your sales prospecting efforts and master the art and science of inside sales. Get access to demographic and firmographic information, direct dial phone numbers and email addresses, and much more. Contact ZoomInfo today for more information.

About the author


ZoomInfo combines the leading business contact database with best-in-class technology to pinpoint, process, and deliver the marketing and sales intelligence you need— exactly when and how you need it, to always hit your number.

Subscribe to the ZoomInfo blog.

B2B marketing, growth, sales and more.

    Related Content