The Hottest Trends in Inside Sales

Sales and Marketing Management

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.

Trends 179

Inside Sales Jobs Role

The Digital Sales Institute

What does the future hold for the inside sales jobs role for a salesperson and will its job description come to mean anything more than facilitating a customer’s purchase. What will the inside sales jobs role look like in three-to-five years?

How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). 4 Lenses to Optimize for Inside Sales Territories.

5 Reasons You Should Rethink Inside Sales

Sales Benchmark Index

Leading a large sales organization is becoming more challenging each year. Your market and buyers are changing rapidly. It seems like things used to change every couple years. Buyers you’ve sold to for years may soon be gone. What do you expect me to do,” they ask.

Inside Sales vs. Outside Sales: Which Is Best for You?

Sales Hacker

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. Then we’ll get into the nitty-gritty of what you need to look for when hiring salespeople to fill those gaps in your team.

What is Inside Sales? Sales Enablement Defined


Inside sales definition. Inside sales is a type of sales where representatives perform regular sales activities remotely rather than consistent face-to-face meetings. Inside sales relies greatly on technology, from mobile devices to CRM software and social media, to keep ongoing communication with customers and leads. The rise of digital technology has changed the way we do business, including how we sell.

Inside Sales vs Outside Sales


You’ll have sales leaders helping close deals. You’ll have outside salespeople prospecting or inside sales people helping close deals. However , when trying to scale, companies often need to specialize roles. Inside Sales. Inside Sales Compensation.

Inside Sales Power Tip 114 – Build Trust

Score More Sales

After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head.

Inside Sales Power Tip 131 – Homeostasis

Score More Sales

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since.

Inside Sales Power Tip 116 – Call Deep

Score More Sales

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. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers.

Inside Sales Power Tip 132 – Virtuality

Score More Sales

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.

Money Monday How to Focus on Buyers

Score More Sales

It is easy to get distracted in a sales career. One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers.

Buyer 253

Inside Sales Power Tip 105 – Compete

Score More Sales

It helps to have a competitive spirit if you have chosen sales as your profession. As a competitive person I am biased, but I’d venture to say that it is a requirement as a top seller. You compete to win sales opportunities. How about you?

Inside Sales Power Tip 110 – Deliberate Practice

Score More Sales

“Air Jordan,” as he used to be called said: “I’ve always believed that if you put in the work, the results will come. Where do you fit as a sales professional? In this Lifehacker post he discusses five ways to accelerate skill development.

Your Customers Are Telling You to Reconsider Inside Sales

Sales Benchmark Index

This article is written for the Sales Executive who believes that listening to Customers is a great way to drive revenue growth. SBI conducted over 12,500 Buyer Surveys last year across 19 different industries. The results are clear: your Buyers do not want to see you.

Inside Sales Power Tip 133 – Kill Crutch Words

Score More Sales

We all have words that have become our “go-to” words and phrases in conversation. When you talk and write for a living, which is what sellers do, it’s important to a) know what you are dealing with and b) work to make your language more impactful.

Inside Sales Event Supports Art and Science of Selling

Score More Sales

There are usually a few events each year where this happens and in this case, it was Boston this week for the American Association of Inside Sales Professionals ( AA-ISP ). See our page of links to resources and presentations from the conference.

How to provide short-term sales incentives and long-term results


Today’s sales environment is vastly different from what it was just a few years ago. Buyers, enabled by the internet, now do far more research prior to speaking with a salesperson and are more educated […].

How to “Seduce” Buyers with Passion Techniques

Smart Calling

An article in Men’s Health magazine discussed how “Words, wielded wisely, can be a powerful instrument of seduction.” ” It gave five romantic scenarios with what not to say, a better alternative, and why it worked. Art takes each of those scenarios and adapts them to sales. You’ll be able to use them in your own sales situations as well. The Art of Sales" Podcast Inside Sales Sales Recommendations (presentations) Sales Tips

Buyer 40

Lessons from the Inside Sales Leadership Summit 13

Score More Sales

It was a full day at Day 1 of the AA-ISP (American Association of Inside Sales Professionals) 5th Annual Leadership Summit in Chicago. I’m here with 450 others who live in the world of professional sales, and I feel like a kid in a candy store.

Inside Sales Power Tip 104 – Think Win-Win

Score More Sales

When you work as a sales professional you are representing your company, its products, and services to the many potential buyers that you come across. You also represent the buyer to your company. There is no downside to seeking value for all parties involved.

9 Tips for Building an Inside Sales Force that Works

Sales Benchmark Index

In a recent post, I discussed 5 reasons sales leaders should consider inside sales. This post is for sales leaders looking for further education on inside sales. Perhaps this is a strategy worth consideration to help make the number.

Leveraging Inside Sales


A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. The reasons for inside sales (SDR/BDR) team growth vary, but one fact is clear: buyers seem to be fine with alternatives to face-to-face meetings.

3 Things Inside Sales People Must Stop Doing Today – Contest

Score More Sales

In sales we know how to push the envelope a bit – how to be bold and how to find ways to stand out. I get bombarded with requests to look at new products and services. This is a 1999 sales tactic and it needs to stop.

The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership.

How to Negotiate to Close More Deals

Mr. Inside Sales

And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. It’s not an effective sales strategy…. The answer is to learn the fine art of negotiating. Here’s how to change that.

The Different Inside Sales Roles Explained

Factor 8

Fifteen years ago we had two kinds of reps: inside and outside. Thanks to awesome technology like WebEx and Zoom , fifteen years from today we’ll have one: rep. If you’re growing or starting up a team, you’re wise to spend time researching the type of rep that will best suit your sales process, talent pool, and customer preferences. And if you’re researching roles in sales, even better. We like Vengreso and Sales for Life for social media skills).

Forget Social Selling, and Sell Socially

The Pipeline

There are two trends unfolding of in sales which to date have accidentally intersected, which should be proactively encouraged and facilitated by B2B sales organizations. There is a lot of to be gained via the social interactions that can be gained while “visiting”.

Inside sales – it is a new dawn and sales training needs to shine

Sales Training Connection

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. Sales Coaching. 2013 Sales Momentum ®.

10 Inside Sales Predictions for 2011


Comment on The Bridge Group's ten predictions for inside sales in 2011. Roles will continue to segment. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Some reps will focus on converting inbound inquiries to opportunities while others will be proactive and target specific accounts. Rather than just “how many calls did you make?”

How to Compensate A Telesales Staff To Set Appointments

MTD Sales Training

With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams.

Winning contact strategies used by high-performing inside sales teams


New Leads360 study analyzes the contact practices of more than 400 inside sales teams, identifying the methods and actions that drive best-in-class sales performance. But how quickly should sales follow-up?

5 Tips to a Clean, Profitable Sales Pipeline for Inside Sales Managers

Sales Hacker

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process.

How To Love Your Sales Role

Score More Sales

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. This Valentine’s Day week let’s talk about loving your career and why it is so important to you and others around you. Don’t be a downer to them.

How To 299

How to Measure Sales Fitness

Sales and Marketing Management

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Where will it end and how will jobs be affected? Sales technologies, on the other hand, aid the process of generating revenue and should never cause fear, uncertainty or doubt. .

How To 179

How to Build Trust in Selling

Score More Sales

It takes time to build trust. Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them.

How To 283

How To Be Social In Sales – Listening

Score More Sales

We have written about social sales relationship building and social sales research. Social listening is an art because of nuances you are looking for, and patterns to see. It could be to better learn about the CFOs or Directors of IT whom you sell to.

How To 279

How to Move Customers Forward – AMP Up

Score More Sales

My colleague and friend Andy Paul knows what it takes for sellers to stand out and grow sales. He just published his second book, AMP Up Your Sales – Powerful Strategies that Move Customers to Make Fast, Favorable Decisions. What is value in sales?

How to Create a Lead Experience That Converts


When your sales team receives an online inquiry, what does the lead experience look like? How are your reps following up? Every sales leader wants to create a contact strategy that yields the best results. Are your sales reps really following up?

Leads 60

Help Buyers by Getting a Few Steps Ahead

Score More Sales

While listening to a presentation at a conference recently, the presenter got me thinking differently. The presenter was Sean Burke and his talk was called, The World’s Youngest Billionaires Guide to Social Selling. Learn more about your potential buyer’s world. If so, HOW?

Buyer 272