B2B, Inside Sales and Prospecting

What is Inside Sales? A Complete Overview

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. But what is it?

Inside Sales

Inside Sales Face-to-face Hiring Outside Sales

How to Build an Inside Sales Culture that Rocks Your Revenues

Sales and Marketing Management

FEBRUARY 11, 2021

Businesses need a strategy for building a strong, remote sales culture that is encouraging and supportive, even when your inside sales team is scattered across the country or around the world. We tend to think of inside sales reps as being reasonably autonomous. 6 Elements of Sales Culture for Inside Sales.

Inside Sales

Inside Sales Revenue Lead Rank How To

B2B Inside Sales Vs Outside Sales | With Pros and Cons

SendBuzz

APRIL 25, 2023

Are you unsure which sales team to focus on to drive your business’s sales? B2B Inside sales? Or Outside sales? Well, deciding between inside sales and outside sales can be tricky for businesses. What is Inside Sales? What are the Pros of Inside Sales?

Outside Sales

Outside Sales Inside Sales B2B Face-to-face

Webinars

Sales & Marketing Alignment: How to Synergize for Success

MORE WEBINARS

4 Ways Inside Sales Can Enhance Customer Experience

SBI Growth

MAY 21, 2020

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Inside Sales

Inside Sales Customer Prospecting Lead Gen

The Hottest Trends in Inside Sales

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

Inside Sales

Inside Sales Trends Outsourcing Services Face-to-face

The What, How, and Why of Effective B2B Inside Sales

Hubspot Sales

JULY 15, 2020

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. As time has gone on, many B2B companies have begun to incorporate that brand of sales — known as B2B inside sales — into their overall sales infrastructure.

Inside Sales

Inside Sales B2B Construction Outside Sales

We Are Hiring: Inside Sales, B2B.

MEDDIC

MAY 5, 2020

Inside Sales, B2B, any US city. There is nothing more fulfilling than succeeding the Sales Job at a Sales School! In just 2 years of existence, MEDDIC Academy has trained thousands of Sales Executives, and is expanding now with a 3 digits growth rate. The post We Are Hiring: Inside Sales, B2B.

Hiring

Hiring Inside Sales B2B Oracle

5 Must-Follow B2B Sales Influencers

Zoominfo

JUNE 12, 2019

We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.

Influencer

Influencer B2B Social Media Twitter

10 Inside Sales Ideas From Ken Krogue

Score More Sales

JUNE 3, 2014

Last week I had the pleasure of spending a day with Ken Krogue, co-founder of InsideSales.com , inside sales pioneer, and Forbes columnist It was great. A specialization model in inside sales yields a 7 point higher close rate – do you have specialists? In inside sales, leading indicators are effort and results.

Inside Sales

Inside Sales Lead Rank InsideSales Lead Scoring

Inside Sales Guide: Steps, Strategies & Benefits

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales?

Inside Sales

Inside Sales Ideal Customer Profile Benefit Top of Funnel

21 Important B2B Cold Calling Statistics

Zoominfo

OCTOBER 14, 2018

With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales. The Problem with B2B Cold Calling. Less than 1% of cold calls lead to a sale ( source ).

Cold Calling

Cold Calling B2B Decision Maker Data

5 Transition Statements to Requalify Existing Prospects and Clients

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. And why would you even want to do this? How about timeline? And so on….

Prospecting

Prospecting Sales Qualified Lead Face-to-face Decision Maker

Inside Sales Power Tip 151 – Speak WELL

Score More Sales

APRIL 5, 2014

Worse than that, I know of a client that lost a $400K deal because of several hurried email messages and lack of planning to be able to have more verbal conversations with a prospective customer. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Let us know. Close More Deals.

Inside Sales

Inside Sales Ideal Customer Profile Skype Video

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

Pointclear

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. The most successful organizations are realizing the vision of sales 2.0, The role of inside sales continues to expand and rise in prominence.

PointClear

PointClear B2B Prospecting Referrals

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

MARCH 22, 2019

Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. They talk over their prospects. And then they talk some more….

Prospecting

Prospecting Face-to-face Gatekeeper Inside Sales

Inside Sales Power Tip 145 – Execution

Score More Sales

DECEMBER 17, 2013

I promise you that if you have a valuable offering and you ARE out there engaging with probable prospective buyers, you will find interest every day or almost every day. On the other hand, if you don’t pick up the phone and call administrative assistants, and internal coaches at prospective companies, and c-level contacts, you WON’T.

Inside Sales

Inside Sales Lead Rank Lead Scoring Buyer

What is Inside Sales? Everything You Need to Know

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside Sales

Inside Sales Outsourcing Services Hiring Sales Qualified Lead

Inside Sales Power Tip 153 – Activity Gets Results

Score More Sales

APRIL 14, 2014

The act of dialing and emailing enough “more probable” potential prospects each day to give you enough prospects to talk with every day and every week. Unless you get 100% of your business through referral, you need to be prospecting every day. Inside Sales Power Tip 122 was about Keeping Your Focus.

Inside Sales

Inside Sales Hiring Referrals Twitter

4 Forever Changes Transforming B2B Revenue Activities

Sales and Marketing Management

DECEMBER 14, 2020

Marketing is the sales development team. The B2B buying process isn’t as linear or predictable as most companies assume. Will these demos then steer prospects to a custom portal on a website where they are invited to collect what they find and share out to their buying team members? All selling is inside selling.

B2B

B2B Revenue Top of Funnel Margin

Inside Sales Power Tip 149 – Columbo Conversations

Score More Sales

APRIL 4, 2014

Good sellers solve prospecting puzzles. What other movies, video, or TV episodes are good for sales professionals to see? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Inside Sales

Inside Sales Conversion Twitter Google

Inside Sales Power Tip 116 – Call Deep

Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email.

Inside Sales

Inside Sales Lead Rank Lead Scoring Decision Maker

Inside Sales Power Tip 134 – Show Appreciation

Score More Sales

SEPTEMBER 30, 2013

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. What social selling tool can do that for you?

Inside Sales

Inside Sales Decision Maker Lead Rank Lead Scoring

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

APRIL 5, 2014

Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it. Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great! We all have them. Expand Your Pipeline.

Inside Sales

Inside Sales Positioning Territories Insurance

Inside Sales Power Tip 132 – Virtuality

Score More Sales

SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Thousands of outside rep jobs have even been eliminated.

Inside Sales

Inside Sales Face-to-face Travel Outside Sales

Inside Sales Power Tip 147 – Be Three Again

Score More Sales

JANUARY 7, 2014

Imagine just for a moment if you had such curiosity for your prospective buyers. Why is your first contact in Operations rather than Sales? Why is your sales opportunity stalled if you thought you talked to everyone involved and there was perceived need for your services? Inside Sales Power Tip – Listen.

Inside Sales

Inside Sales Call-back Lead Rank Lead Scoring

Inside Sales Power Tip 125 – Grit

Score More Sales

JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. They have grit. Increase Opportunities.

Inside Sales

Inside Sales Lead Rank Lead Scoring Outbound

Three Ways to Get a Prospect to Respond

Mr. Inside Sales

JUNE 23, 2019

This is a good question and many sales reps are wondering the same thing: With so many ways of being contacted, why is it harder to reach them? The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them. It’s the same for your prospects.

Prospecting

Prospecting Face-to-face Decision Maker Call-back

The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Mr. Inside Sales

AUGUST 26, 2018

Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales. I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using.

Cold Calling

Cold Calling B2B How To Inside Sales

Inside Sales Power Tip 131 – Homeostasis

Score More Sales

SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. Calling is more effective than many other forms of prospecting still. The post Inside Sales Power Tip 131 – Homeostasis appeared first on Score More Sales.

Inside Sales

Inside Sales Lead Rank Lead Scoring Buyer Persona

Inside Sales Power Tip 144 – Know NO

Score More Sales

DECEMBER 9, 2013

It’s not much different in the B2B world. What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. No Means Many Things in Sales. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile

Inside Sales Power Tip 122 – Keep Your Focus

Score More Sales

JULY 8, 2013

Those who follow the blog may have seen mention that I have worked with and for 21 sales managers during my corporate selling career – at a number of technology, distribution, and financial services companies as an inside sales rep or outside rep. I have also managed sales teams. What moves you to action?

Inside Sales

Inside Sales Lead Rank Lead Scoring Distribution

Inside Sales Power Tip 142 – Distraction Plan

Score More Sales

NOVEMBER 25, 2013

If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Have 12 conversations at any level to learn the answers to questions to determine if we may have opportunities at the prospect company. Increase Opportunities. Expand Your Pipeline.

Inside Sales

Inside Sales Lead Rank Lead Scoring Outbound

Inside Sales Power Tip 130 – Know Your Buyer

Score More Sales

SEPTEMBER 3, 2013

Want to get slowed down as a sales prospector and waste a lot of time? Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Once I “get” it, and if I see the value, I’m now a more probable prospect. LinkedIn Power Tips.

Inside Sales

Inside Sales Buyer Lead Rank Lead Scoring

The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Mr. Inside Sales

AUGUST 26, 2018

Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales. I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using.

Cold Calling

Cold Calling B2B How To Inside Sales

Inside Sales Power Tip 143 – Sales Message Makeover

Score More Sales

DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? The post Inside Sales Power Tip 143 – Sales Message Makeover appeared first on Score More Sales.

Inside Sales

Inside Sales Lead Rank Lead Scoring Call-back

Inside Sales Power Tip 115 – Be Social

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. Increase Opportunities.

Inside Sales

Inside Sales Trade Show Ideal Customer Profile Telecommunications

Inside Sales Power Tip 129 – Get More Leads

Score More Sales

AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. I think you’ll like what Kyle says in the video.

Inside Sales

Inside Sales Lead Rank Lead Scoring Leads

Inside Sales Power Tip 127 – Share Stories

Score More Sales

AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. Start crafting your messages, and contact us if you are a B2B midmarket company and want 30 minutes of time to discuss your story lines to lead with.

Inside Sales

Inside Sales Lead Rank Lead Scoring Cold Calling

Inside Sales Power Tip 138 – Confidence

Score More Sales

OCTOBER 28, 2013

Quit wasting your time and damaging your company’s brand – re-tool your sales messaging. Be on a colleague’s phone call with prospective buyers to hear what they are asking about and what they are focused on in their position. I have also been a coach to other vendors at companies I was in a sales role with.

Inside Sales

Inside Sales Call-back Lead Rank Lead Scoring

Inside Sales Power Tip 114 – Build Trust

Score More Sales

MAY 20, 2013

Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. The post Inside Sales Power Tip 114 – Build Trust appeared first on Score More Sales.

Inside Sales

Inside Sales Lead Rank Lead Scoring Call-back

Inside Sales Power Tip 121 – Shorten Your Message

Score More Sales

JULY 1, 2013

” You can read the whole e-mail prospecting scenario along with his results, then try it for yourself. Understand what the insight is that will benefit your prospective customers – and incorporate that into messaging. The post Inside Sales Power Tip 121 – Shorten Your Message appeared first on Score More Sales.

Inside Sales

Inside Sales Lead Rank Lead Scoring Outbound

Best B2B Cold Call Telemarketing Sales Appointment Making Setting Tips

Mr. Inside Sales

SEPTEMBER 8, 2018

Learn the best outbound B2B telemarketing sales appointment setting tips, techniques and strategies for making effective lead generation cold calls over the phone. Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of meeting.

Telemarketing

Telemarketing Cold Calling B2B Sales Qualified Lead

Inside Sales Power Tip 123 – Snail Mail

Score More Sales

JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Do you think that this personal touch might impact any one of 150+ prospects?

Inside Sales

Inside Sales Hiring Lead Rank Lead Scoring

How to transition from outside sales to inside sales

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Outside Sales

Outside Sales Inside Sales Hiring Face-to-face

What is Inside Sales? A Complete Overview

How to Build an Inside Sales Culture that Rocks Your Revenues

Webinars

Trending Sources

B2B Inside Sales Vs Outside Sales | With Pros and Cons

Webinars

4 Ways Inside Sales Can Enhance Customer Experience

The Hottest Trends in Inside Sales

The What, How, and Why of Effective B2B Inside Sales

We Are Hiring: Inside Sales, B2B.

5 Must-Follow B2B Sales Influencers

10 Inside Sales Ideas From Ken Krogue

Inside Sales Guide: Steps, Strategies & Benefits

21 Important B2B Cold Calling Statistics

5 Transition Statements to Requalify Existing Prospects and Clients

Inside Sales Power Tip 151 – Speak WELL

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

One Powerful Way to Learn More About a Prospect

Inside Sales Power Tip 145 – Execution

What is Inside Sales? Everything You Need to Know

Inside Sales Power Tip 153 – Activity Gets Results

4 Forever Changes Transforming B2B Revenue Activities

Inside Sales Power Tip 149 – Columbo Conversations

Inside Sales Power Tip 116 – Call Deep

Inside Sales Power Tip 134 – Show Appreciation

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Inside Sales Power Tip 132 – Virtuality

Inside Sales Power Tip 147 – Be Three Again

Inside Sales Power Tip 125 – Grit

Three Ways to Get a Prospect to Respond

The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Inside Sales Power Tip 131 – Homeostasis

Inside Sales Power Tip 144 – Know NO

Inside Sales Power Tip 122 – Keep Your Focus

Inside Sales Power Tip 142 – Distraction Plan

Inside Sales Power Tip 130 – Know Your Buyer

The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Inside Sales Power Tip 143 – Sales Message Makeover

Inside Sales Power Tip 115 – Be Social

Inside Sales Power Tip 129 – Get More Leads

Inside Sales Power Tip 127 – Share Stories

Inside Sales Power Tip 138 – Confidence

Inside Sales Power Tip 114 – Build Trust

Inside Sales Power Tip 121 – Shorten Your Message

Best B2B Cold Call Telemarketing Sales Appointment Making Setting Tips

Inside Sales Power Tip 123 – Snail Mail

How to transition from outside sales to inside sales

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