The Key Differences Between Inside Sales vs Outside Sales

Closer's Coffee

Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. The outfield, in cricket and baseball, is the area in the field of play furthest from the batsman or batter relative to their counterparts playing infield. But, there are other things to consider.

What will happen in channel sales because of COVID-19 (Coronavirus)


Gartner 2020, How Your Business Can Respond to Coronavirus. As conferences are canceled and company-wide travel is suspended in most organizations, partner engagement doesn’t have to miss a beat with PRM. Have you thought about what this means to your indirect sales teams?

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5 Ways These Remarkable Channel Leaders are Improving Their Partnerships


Being a channel manager isn’t an easy job. While a Google search will provide plenty of “best practices” for channel management, we wanted to take a deeper dive. In this post, we sought advice from leaders that are on the front lines of channel management.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Warning: If you’re supposed to be productive today, bookmark this post and come back to it.

The Ultimate List of YouTube Channels for Sales Professionals


Thanks to the influx of information made available online in the last decade or so, modern business professionals are thriving. But, we say, if you aren’t using YouTube to hone your skillset, pick up new tips and tricks, or stay up-to-date on industry news, you’re missing out.

Move the Deal Episode 12: Growth for Both: Balancing Direct and Channel Sales with Michael DeRosa

Miller Heiman Group

With a distinguished career in the world in learning and development, DeRosa has a passion for training sellers to be their best. The mission of DeRosa’s team is to be “world-class in underwriting and best in class in sales.”. Staying Connected to Customer Needs.

Direct Mobile Dials are Fueling B2B Communication Channels


Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. Email is still a popular tool to reach out as well.

The Future Of Sales Is Virtual….

Partners in Excellence

According to so many, we’ve discovered that we can accomplish so much more through Zoom, Teams, Skype or any number of video conferencing platforms. While there will be a need for face to face, it will be the smallest part of the customer engagement process.

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6 steps to adapt effectively

Sales and Marketing Management

Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality. Nearly eight in 10 (79%) B2B companies say they are very likely or somewhat likely to sustain these shifts for 12+ months post-COVID.

How Tesla Is Threatening An American Sales Tradition

Sales Benchmark Index

However, dealerships are attractive to automakers for one giant reason: they take manufacturer’s inventory and sales expenses off their books. Tesla decided to sell directly to their customers. Across the nation dealers attemepted to block the move.

Sales Scrum #Podcast – Episode 1 Premieres Today

The Pipeline

Podcasts are not unique these days and as with previous iterations of in-depth communication and interaction, it will all come down to the content. The guests, the quality of conversation, our ability to challenge your thinking and have you say, “that’s cool!”

If You Want to Enact Change, Breaking Through the Noise Is Key

Sales and Marketing Management

Author: Jimmy Verrett Take a moment to look around, and I suspect you’ll quickly find anecdotal evidence to support what research now confirms : Increased consumption of content is shortening attention spans. This trend makes it challenging to hold an audience’s attention.

Rethinking The Sales Organization

Partners in Excellence

Hire a bunch of people, give them territories with goals and turn them loose to sell. There were variations of that theme, sometimes we used indirect sales organizations, like manufacturer’s reps, resellers, channel partners, and others to sell for us.

How to Adapt & Succeed When Pivoting to an Inside Sales Strategy

Sales Hacker

One of the professions that’s seen the most pandemic upheaval due to COVID-19 is outside sales. Sellers who typically meet with clients and customers face-to-face have been forced to sell remotely. And this can be a difficult adjustment to make.

Sales Today Is Truly a Balancing Act

Increase Sales

Source Nielsen 2015 Financial Channel Track) One out of three people still want that human touch. However, with a greater emphasis in this instance on developing (not train) the tellers or other banking associates, there is an opportunity to change customers’ behaviors.

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How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders. Today, getting in the door is more difficult than executing face-to-face sales calls. Download this tool to rapidly improve your prospecting results.

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The Ultimate Guide to Managing and Hitting Quotas With a Remote Sales Team

Hubspot Sales

Remote work is the new normal for many professionals, and salespeople are being tasked with meeting and exceeding their sales quotas while making a swift transition to working from home. Here’s what they had to say. Establish clear communication channels.

Quota 86

How to Make a Remote Sale

Sales and Marketing Management

When speaking to somebody on the phone, they can hear the difference when you smile. Potential customers are risk-averse and reevaluating their budgets and priorities while trying to decipher the winds of the market. To balance reason with emotion.

How To 300

Increasing Sales Tool Adoption – A Proven Customer Perspective

The ROI Guy

We recently asked the developer of a very successful ROI/TCO tool what it took to get the tool to have such a big impact on driving incremental business, increasing competitive win rates and reduced discounting. The short answer – “You can’t just build it and expect folks to come.

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People May Not Answer The Phone – But They Listen To Voicemail

The Pipeline

Communication takes many forms, and for the most part for most of our interactions with others, we accept that not only are there different ways to communicate information, and information you want to lead to specific actions. I have to work extra hard not to laugh when a seller tells me that “their first contact has to be direct!” Direct would be there in their office, face-to-face. I am not here to tease you, so here we go.

Missing the Obvious in B2B Marketing Actions

Increase Sales

What was surprising was what contributed to distrust and a lack of credibility. . So much is written about B2B marketing actions specific to content marketing, context marketing, websites and face to face B2B networking events.

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Sales Lessons from the World Series

John Barrows

We have access to more information about our prospects than ever before. If you want to be a champion, you have to use the data. If you know Friday afternoons are the best times to make calls, schedule call blocks for Friday afternoon. He knew what it takes to win.

6 B2B Sales Trends for Amazing Success in 2019

Sales and Marketing Management

Author: Sabrina Ferraioli “A trend gains power over time, because it’s not merely part of a moment, it’s a tool, a connector that will become more valuable as other people commit to engaging in it.". — Seth Godin. Social selling, unlike social media marketing, is a one-to-one methodology.

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The Dos and Don’ts of Engaging Your Lead in Person

Sales and Marketing Management

Author: Ryan Myers We’ve all been caught in a tricky text thread, the kind where you absentmindedly respond to a friend’s question with a simple “OK” and then suddenly find yourself getting the cold shoulder. If only you’d had that conversation face-to-face! Perhaps that’s why so many people in sales — a full 65 percent , according to Chief Marketer’s 2018 B2B Lead Gen Trend Survey — prefer in-person meetings. Everyone knows what you’re in the room to discuss.

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8 Myths About Modern Selling That Destroy Growth

Anthony Iannarino

The internet is full of content, much of it designed to capture attention—and clicks, likes, and shares. The more controversial the idea, the more attention it is likely to garner. A phone call is often something less than a face-to-face meeting, even if it meant not having to travel.

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Worried About Q3 & Q4? Sales Engagement Tools to the Rescue

Sales Hacker

Overnight, face-to-face demos and sales meetings transitioned to digital connections and distance selling. I’m going to show you how to use tools like sales engagement platforms and CRMs to smooth out the stress of adapting to a new sales landscape.

Tools 63

How Marketing can Partner with Sales to Drive Results

Sales Benchmark Index

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. Engage the Sales Force to Understand the Buyer.

Executive Coaching, Sales Coaching, Coaching Is Not Transactional

Increase Sales

The argument was to justify additional income. Of course, many coaches do not have a proven process and possibly this is why they are turning to online solutions. I don’t know about these coaches, but my sense is they are attempting to capitalize on the quick fix mentality.

Sales Engagement Platforms: How to Stay Ahead of the Curve in Any Economy

Sales Hacker

Whether you’re ready or not, the COVID-19 outbreak has irrevocably changed the way you and your business is going to approach sales. Adapting to these new sales challenges isn’t going to be easy, but it’ll be a whole lot easier with the right strategy and tools in place.

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

Sales Hacker

We’re all talking about it, and we’re all doing our best to adjust to the current crisis. We hope everything will snap back as soon as possible when bans are lifted, and people can get back to in-office and face-to-face work.

Spend More Time Selling and Less on Everything Else

Anthony Iannarino

Research: You might need to research your prospective clients to find their contact information. You might need to research your client’s industry vertical to understand their world better and develop a theory as to why they should change.

The Eroding Distinction Between Inside And Field Sales

Partners in Excellence

There’s a lot written about the shift from field sales to inside sales. I had a very large corporate customer, I spent my days wandering from office to office meeting face to face with my customers. A visit to the customer was never required.

Inside Sales Is Only Great For Transactional Commoditized Products!

Partners in Excellence

And the costs of selling were starting to spiral out of control. The top management team was asking me what to do. Instead, I suggested some completely different models–perhaps leveraging channel partners, or moving much more of the sales function inside.

Sales Replanning without Anxiety: An Enablement Leader’s Practical Perspective on Executing an Effective Virtual Business Review


Business reviews are especially critical at the moment in aligning sales and management teams to adjusted targets, current quarter forecasts as well as a unified and standardized message. Enablement leaders will have to reinforce a lot of the messaging, so keep it to just the essentials.

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The Social Media Complacency Current

Increase Sales

Social media is a great marketing channel. In these interactions, people get to know other people and trust begins to build. Yes social media postings can also open the door to trust. This complacency then begins to affect their daily productivity.

Creating Crap At The Speed Of Light!

Partners in Excellence

The article is filled with a lot of data, much taken out of context, much from research that has been questioned or even discredited, but it supports the authors’ points and what they have to sell. In reality, these high performers are leveraging everything available to them.

Keep Your B2B Sales & Sanity Intact During the Coronavirus Outbreak

Sales Hacker

In sales, it’s normal to deal with slow seasons, bad seasons, and horrible seasons. But none of those compare to the current situation. This is a lot to take in and adjust to. What to expect? How do you compensate for the lack of B2B face-to-face meetings ?

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How to Measure Sales Fitness

Sales and Marketing Management

With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. On the flip side, if the salesperson showed up to the meeting fully prepared having read his previous colleague’s CRM notes, the decision-maker would be happy to have a meeting. They know how to demonstrate value. Let’s look at the day-to-day life of a sales rep, starting with traditional face-to-face meetings.

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Reaching Out to Buyers When They’re Inactive on Social Media


Are you unable to reach your buyers on social media while conducting your digital prospecting ? This can make reaching out to buyers difficult. and Bernie Borges, two of Vengreso’s Co-founders, talk about how to reach buyers who are not active on social media.

3 Tips For Managers and Reps To Keep Momentum In Place During COVID19

In this webinar, Justin Michael, RVP Sales at YOUAPPI and XANT CEO David Boyce provide tips for managers and reps to keep momentum during the coronavirus pandemic but focusing on three key principles. RELATED : How To Lead From Home. How to Build the Digital Relationship.