How to transition from outside sales to inside sales

Nutshell

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. According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1.

How to Turn a Field Sales Rep Into an Inside Sales Rep (And Still Make Quota)

Gong.io

New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch. . It’s the ultimate test to becoming a world-class inside sales rep. . Prospects use the first few minutes of a sales presentation to decide whether to pay attention or not. As well as reducing no-shows and late cancellations. –

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8 inside sales metrics worth tracking in 2020

Close.io

When you’re working in sales, you typically have specific goals to meet and targets to hit. So what action steps should you be taking toward your end-of-year sales targets? All sales people should be tracking metrics, but with so many to choose from, how do you know which are most relevant to your role? And, if you’re an inside sales rep or leading an inside sales team, here are the metrics that you should be tracking as you prepare for 2020.

Inside Sales vs Outside Sales: Pros & Cons

Xactly

Sales careers are often overshadowed by myths of being a high-risk and overly-competitive career choice; however, many sales reps will tell you that the job offers quite a bit of freedom when it comes to your earnings. Yet, alongside a motivating sales compensation plan, this competition drives the right sales behaviors and pushes sales teams to reach company goals and overachieve. Or, keep reading for more sales plan ideas. What is Outside Sales?

The Different Inside Sales Roles Explained

Factor 8

Fifteen years ago we had two kinds of reps: inside and outside. 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. Let’s dig in – starting with the top of the sales funnel or beginning of the buying process. We like Vengreso and Sales for Life for social media skills).

Debunking the Myth of "Inside Sales" | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Debunking the Myth of “Inside Sales” Jan 26, 2012. When somebody tells me they do inside sales, I want to choke. “Inside sales” makes it seem like people are locked into a room and nobody leaves until a sale is made.

How Sales Teams Can Change Their Approach During Coronavirus

InsideSales.com

The COVID-19 pandemic has considerably affected the way we work, and sales during coronavirus will be impacted. The characteristics and nature of sales personnel make them very adaptable and reactive to the environment. So how can they change their sales approach during coronavirus? Ideas to Adapt Your Sales Team Methods. The first approach that sales teams must take is one of care. Some sales reps may already have this set up but continue to visit clients.

Change Your Attitude with These Sayings

Mr. Inside Sales

Whenever a negative thought concerning your personal power comes to mind, deliberately voice a positive thought to cancel it out.” ON DEMAND SALES TRAINING THAT GETS RESULTS! The post Change Your Attitude with These Sayings appeared first on Mr. Inside Sales.

Sales Ready Leads: Quality vs. Quantity

Green Lead's B2B

Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. In an appointment setting program, this is due primarily to cancel rates, rejection rates, and the overall quality of the meeting. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. Cancel/Reject Rate. Canceled/Rejected.

Sales Qualified Leads (SQLs): Quality vs. Quantity

Green Lead's B2B

Executive Summary : Lead gen programs that manage to Quality metrics provide sales qualified leads (SQLs) that result in an overall higher ROI. In an appointment setting program, this is due primarily to cancel rates, rejection rates, and the overall quality of the meeting. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. Cancel/Reject Rate. Canceled/Rejected.

The Power of Optimism in Sales

Mr. Inside Sales

But the pessimist talks himself—and the customer—out of the sale. Because if you think the sale will close—or think it won’t—you’re right.”. Whenever a negative thought concerning your personal power comes to mind, deliberately voice a positive thought to cancel it out.” The post The Power of Optimism in Sales appeared first on Mr. Inside Sales. Frontline Reps Goal Setting Motivating Sales Teams Phone Sales Sales Tips Sales Training

Sales Leads Are a Perishable Asset

Sales and Marketing Management

The facts (research) show that just because some sales leads are six months to a year old, half of any given group of leads with the same age is still in the market to buy. Companies are not immune from the same issue – no (or slow) follow-up, no sale.

Leads 170

Tricks and Tips for Building and Running a High Performance #InsideSales Team

Smart Selling Tools

Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. This, from Josiane Chriqui Feigon’s new book The Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team. They are savvy and cynical about sales techniques.

Best B2B Cold Call Telemarketing Sales Appointment Making Setting Tips

Mr. Inside Sales

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. Actually, there is something more frustrating: having to then chase these sales prospects and never connecting with them again!

5 Secrets to a Successful Sales Hiring Interview – Guest Post by Alan Fendrich

Mr. Inside Sales

And a fair number of them never even went out and made sales calls. And if you don’t filter them BEFORE the interview to determine whether their values and personality styles are suitable for sales, then you are creating ONE BIG MESS for yourself. If your goal is to discover their personality and values in the actual interview, then you will NOT accomplish what a sales hiring interview MUST accomplish.

Top 14 Sales Skills Every Sales Rep Must Master

InsightSquared

The best sales teams consistently deliver for their organizations, plain and simple. This is no mistake, as the elite teams are relentless in their development of sales skills. Superb sales skills do not come naturally to every young rep. Sales Process Adherence.

How to avoid the "just checking in" circle of death

Close.io

But here’s the thing: So are hundreds and hundreds of other sales people trying to get your prospect's attention. Especially when you consider the rise of social media tools, like LinkedIn, being used in sales – there’s little doubt in my mind that your prospects are being hit with “check-ins” from all directions. A lot of sales people make this mistake, so by you doing it, you’re going to be viewed by your prospects as being just like every other sales “pro.”

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Let's take a look at what sales metrics are. Sales Key Performance Indicators (KPIs).

Churn 87

The New Face-to-Face: Lead Generation Without Events

Sales Hacker

Here are two other ways to organically connect with leads using LinkedIn Sales Navigator. In between the Zoom all-hands screenshots and kids-as-coworkers posts, I’ve seen plenty of actionable tips from sales leaders on how to manage remote teams , how to address COVID-19 in your selling and more. And one of them is sales and marketing having to hit the proverbial pause button on B2B events. So what can sales and marketing teams do in the meantime?

Tooth Fairy Has COVID-19

Factor 8

I’ve canceled pipeline meetings and instead I’m asking my team to tell me about what they’re learning. We’re doing it with a fervor that actually outpaces how we approached sales. We use a chore point system (sales leaders, you’d love my bonus and SPIFF plan). The post Tooth Fairy Has COVID-19 appeared first on Factor8 | Inside Sales Training. Last week the tooth fairy didn’t come to my house due to the Coronavirus. Hey, if a tiger can get it, so can a fairy.

MindTickle Introduces Model Pitch: A New Way for Self-Guided Practice and Improved Message Consistency

Mindtickle

With the increasing adoption of working remotely , sales organizations are re-evaluating processes and operating procedures. With this change, many sales organization are facing one or more of the following challenges: Fewer face to face meetings – With more buyers starting to work from home, they are canceling in-person meetings. Field sales are have had to transition to primarily inside sales tactics. Sales Readiness Skills Development

Using BANT Methodology for Improving Sales Team Productivity

Salesmate

If you belong to the sales and marketing initiatives, you will be aware of it. We have previously discussed 7 tried and tested sales methodologies in a brief article. In this article, we’re going to break down BANT for you and help you understand how it will enable your sales team to be more efficient. And this framework has been heavily used within sales strategies for decades. Here, the BANT sales qualification framework adds strength to your sales strategy.

How to Reposition Your Product & Outreach to Provide Value Today (4 Steps)

Sales Hacker

The state of business and sales today is uncertain. What we’re not talking about as much is the aftereffect of this crisis and prepping for what this will mean for sales. Repositioning your products and sales outreach in reaction to current conditions is critical. But your sales teams need to be repositioning with future conditions in sight. 4-Step Product Repositioning to Modernize Sales Outreach. Now It’s Your Turn: Take Your New Sales Outreach to Market.

5 Secrets to Get Better Prospecting Leads | Sales Motivation and.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Secrets of a Motivational Sales Speaker. How to Sales Prospect in a New Industry. Sales Prospecting Questions that Work. phone sales tips.

How to manage all of your sales meetings in one place

Close.io

We all know the feeling when we glance at our calendar and discover how jam-packed it is with sales meetings, leaving you no time to focus on outreach or prospecting. Sales reps manage a lot as it is — running and reviewing their meetings, conducting a demo, or trying to close the deal. But I promise you, when you get a good grip on your sales meetings, you’ll be on your way to success and closing more deals. As sales professionals, we spend most of our time in meetings.

B2B Appointment Setting

OutboundView

B2B companies will realize early on if they don’t have enough sales opportunities. A CRM, sales automation software, calling, database, and reporting tools. There are hundreds of different tools your sales organization could have to help with B2B appointment setting. A key piece of information to look for is the cancellation policy. But behind the scenes the appointment setting company will be configuring the sales stack, training their team, and so on.

B2B 32

Selling to bad-fit customers will kill your SaaS startup

Close.io

Your sales reps want to close deals. They'll cancel their subscription. You can capture this information in your favorite sales CRM and manage your sales pipeline more effectively. You can make sure that everyone in your sales funnel is likely to use and benefit from your solution. That's why qualifying your prospects properly early on in your sales process is so crucial. Here's an example: Our sales CRM does not have a mobile app as of 2019.

Churn 46

Stupid, Damn Sales Scripts @#$%&?!!!

Increase Sales

When will organizations learn that sales scripts are stupid when they fail to engage customers and worse yet tick off customers? I realized early on into the conversation with the salesperson she was “sales script” trained. However, I also noticed she lacked active listening skills because her sales training was driving her behaviors. Damn sales scripts @#$%&?!!! Damn sales scripts @#$%&?!!!

How the Hell Do I Prospect Right Now? Part 2

Factor 8

My advice: keep it short, zero sales, and very human. You may not be taking sales calls, but if you’ll give me five minutes, I might be able to save you some money right now / make things easier right now. A quick pivot into exploring for sales opportunities starts to smell. Connecting with people is probably a big reason you got into sales in the first place. How are sales? Have they had to change or cancel plans?

When a Sales Manager is Thrown into the Job

Pipeliner

One route into the position of a sales manager is promotion from having been a highly successful salesperson. They are suddenly saddled with the responsibility of the entire sales team. Fortunately, though, sales management is a craft that can be learned. Sales Management

The Reopening Economy and the Changing Sales Role

The Brooks Group

As we talk to CEOs and sales executives and take a look at trends affecting the economy during the COVID-19 pandemic, a clearer picture of our future is starting to come into focus. Here at The Brooks Group, we have conducted a Sales Leader survey each week since mid-March, when many businesses were forced to close and workers who could do so, set up shop from home. And what will the “next normal” look like for sales leaders and their representatives?

Demand Gen - Nature, Nurture, or Both?

Green Lead's B2B

37% of prospects that were nurtured move on to further sales activity from an introductory meeting, 12% higher than those not nurtured. Similar to b2b inside sales teams, we book meetings with C/VP level executives on our clients' behalf and only get paid when the meetings take place. The ROI is easy to calculate as clients only pay when the sales rep completes the meeting. Inbound leads as a result of the nurturing campaign were routed to their inside sales team.

13 Time Management Hacks for Sales Reps

Hubspot Sales

Time Management Skills for Sales Professionals. Here are a few examples: PandaDoc , which integrates with HubSpot, is a good tool for reps who send sales collateral and quotes. When I was in outside sales, I would organize my leads by location and always have the date of my last contact for each lead noted. This tactic also applies to inside sales. Prospects cancel all the time, so salespeople should always be prepared to pivot into other profitable activities.

Note To Sales People in 2017 — It’s Time To Up Your Game

A Sales Guy

If you’re a sales person and you give a s**t about your clients, your personal development, your career, and your company, then I have a message for you. In the past 15 years, there have been crazy advancements in the area of sales tools, from CRM’s that do just about everything except your laundry to data or insights applications that deliver a full dossier of your client’s life straight to your phone or desktop. Sales management is about leadership.

Selling Through Uncertainty

criteria for success

Or more specifically, “As brick-and-mortar stores are temporarily closed and retailers move to online-only sales, we help them monitor information so they can make decisions quickly.”. A Problem-Solving Guide for Sales Managers, Sales Leaders, and Salespeople. When selling through uncertainty, make sure you work with sales leadership and marketing to adjust your message to meet market needs. The Ultimate Guide to Sales Targeting. A Guide for Sales Leaders.

How To Win Back Lost Customers (14 Ways)

InsideSales.com

Whether great customer experience becomes more important to driving sales than product or price is yet to be seen, but many industry experts believe so, and the following statistics back this up. Over half of Americans have canceled a transaction due to bad service. Measure customer expectations and set goals for your sales and service teams. Integrate surveys within your sales platforms. Better, But Inside Sales Makes 7x More Calls.

Churn 43

Demand Gen - Nature, Nurture, or Both?

Green Lead's B2B

37% of prospects that were nurtured move on to further sales activity from an introductory meeting, 12% higher than those not nurtured. Similar to b2b inside sales teams, we book meetings with C/VP level executives on our clients' behalf and only get paid when the meetings take place. The ROI is easy to calculate as clients only pay when the sales rep completes the meeting. Inbound leads as a result of the nurturing campaign were routed to their inside sales team.

The Complete Guide to SaaS Sales

Nutshell

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. Whether you’re brand-new to the SaaS sales game or just want to improve your sales techniques in an ever-changing software field, this complete guide will walk you through everything you need to know about slinging SaaS.

Churn 81

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. Sales and marketing lead generation tools follow this suit. Marketing needs to understand they are supporting sales. Sales 2.0.

The True Value of Exceptional Customer Service & “Moments of Truth”

Jonathan Farrington

Isn’t it a shame that sometimes the customer, who you worked so hard to win, cancels the order during the initial stages because someone somewhere has let them down? News: Over at Top Sales World , we have announced last week’s Top Sales Blog Post and also this week’s Top 10 Posts – I do think the quality is just getting better and better! Before I get into today’s topic, thank you all for my exceptionally bulging mailbox today.