Why Did The Move from Inside to Outside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

Outside Sales and Business Development – Be Best Friends

Quota Factory

Do you have reps who prospect on the phone and qualify before handing over to a team of more seasoned reps who close the sale? If this is your sales model then you probably work hard to align both teams and to ensure that everyone works together as best they can – not an easy task.

Trending Sources

Determining Who Goes Where: Assigning Reps to Inside and Outside Sales Positions

Sales Tips & Techniques

The role of each representative within a sales organization is essential, but people only reach their full potential if they are put into the right position within that company. Read full story → Sales Management

Sales 11

The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

DiscoverOrg Sales

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. At ABM Orkestra , we have helped dozens of companies solidify their account-based marketing strategy. The most common issue we see is the difficulty Sales has sticking to the same accounts on a long-term basis, which is necessary for an account-based approach.

The Fearless Sales Leader

Steven Rosen

The Fearless Sales Leader . In our industry, sales leaders are accountable for achieving the company’s sales objectives and sales objectives equal success. Sales leaders believe it is their job to develop their sales managers.

Are Inside Sales and Consultative Selling Mutually Exclusive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I don''t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing you would think that inside sales is king.

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership.

The Silver Bullet for Sales Ops to Drive Revenue and Lower Costs

Sales Benchmark Index

I hear this lament often from Sales Ops leaders. The highest priorities on your plate are often about reacting to the sales team. Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. Notice that I illustrated “service” companies?

A Career in Inside Sales – Survey Says Yes

Score More Sales

Just a few years back, we were unsure how many sellers there are out there, let alone inside sales professionals. Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data.

Top 4 Questions, 2 Words of Advice about Sales CRM

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. SALES 2.0

CRM 74

Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader.

How Your Marketing Turns on Sales Objections – Part 01

Increase Sales

Marketing, in today’s business world, is what attracts sales leads. Yet, much of today’s marketing is not achieving this positive reaction instead we are witnessing the turning on of just the opposite – sales objections. Your company. The Sales Objection of You.

The July Edition of Top Sales Magazine is Published

Jonathan Farrington

. We are delighted to announce that July’s edition of the Top Sales Magazine has been published – slightly later this month due to the July 4 th celebrations in the US. “How to Write an Effective Sales Team Policy” by Diane Helbig. For years, I was an outside salesperson.

Inside Sales Gains Prove Valuable to Bottom Line Revenues

Score More Sales

Last week, the American Association of Inside Sales Professionals (AA-ISP) met for their annual Leadership Conference, which was held this year in Chicago. The teams we are working with are all remote sales teams. No more wasted sales calls.

Why is Selling Going Inside?

Jonathan Farrington

Trend data reveal that sales organizations are shifting resources from outside to inside sales. Inside sales growth is 30% faster than their outside sales counterparts. . “ Customers everywhere increasingly prefer virtual interactions with sellers.

Inside Sales Influencers – First Annual Rankings

Score More Sales

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog.

Should Sales People Be On Quota?

Partners in Excellence

He asked a question, “Should sales people be on quota?” Pat went on to describe that many sales managers he talks to have other goals/metrics they use–certain numbers of activities, other measures. So should sales people be on quota?

Quota 37

Choose Activity Goals to Grow Sales

Score More Sales

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. It’s called call reluctance, and many sales professionals have it, believe it or not.

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. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. I started my career a field or outside sales person.

How Significant is the Migration to Inside Sales?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees.

Study 31

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

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.

Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the  Why Sales Organizations Fail.           What prevents a sales organization from achieving success? The Build stage is when the sales organization is first establishing itself.

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. This research yields compelling insights into how Buyers want to engage with your sales force. How much does your outside sales force add to your costs?

If You Are One of the One in Two, Here Are One or Two Things You Should Do ….

Jonathan Farrington

am reliably informed that at least one in two front-line sales professionals are going to be behind quota at the end of this week – the end of Q2. If you are someone who is responsible for organizing sales team development for your company, read on, I am about to save you a lot of money.

Top Sales Insights and Lessons from Sales 2.0 Boston

Score More Sales

Being at Sales 2.0 in Boston this week, I spent a full day away from the office but it is critical to see what others are talking about when it comes to sales enablement, sales strategy, new selling tools, and in increasing company revenues.

PowerViews with Bob Perkins: Inside Sales is Here to Stay

Pointclear

My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible.

What Is the Makeup and Function of the Ideal Sales Force?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The million dollar question. So many studies are conducted - but only on large companies. So many findings are published - but they don''t apply to your company. The Science of Sales Longevity.

Study 37

What Is the Make up and Function of the Ideal Sales Force?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The million dollar question. So many studies are conducted - but only on large companies. So many findings are published - but they don''t apply to your company. The Science of Sales Longevity.

Study 37

How to Seal the Sales Deal with Real-Life Results

No More Cold Calling

Give your prospects real insight to your sales results. Here’s how to set up and tell the sales story. Whether you’re in inside or outside sales, you sell. To close a sale? Telling a story is engaging, quickly captures attention, and proves you’re a “real guy,” not someone parroting the company line—after all, anyone can get the basics from your corporate website. Read, “ How to Attract Sales Prospects in a Tech-Focused World ”.).

12 Sales Metrics that Matter Most-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. However, the number of salespeople who achieved one hundred percent of quota varied greatly by sales organization.

Top 10 Tips for E-Mail Success in Sales

Score More Sales

If you believe that, then you should become a student of communication if you are an inside or outside sales professional. With the great success, re-tweeting, and re-posting of our Top 10 Tips for Voice Mail Success in Sales , we are now posting our top tips for E-Mail success.

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 ). Linda Connly, Sr VP, Global Inside Sales / Midmarket at EMC gave a keynote talk.

How KPI’s Can Ruin Your Sales

Klozers

Managing a team of Field Based Sales Reps can throw up many different challenges as we endeavor to hit those ever increasing sales targets. Most sales managers will have a mixture of KPI’s they are working with, which will no doubt include some activity based targets.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

The New Era Of The Cold Call

Jonathan Farrington

The trend for inside sales is not coming — it has arrived and is sitting at our doorstep. Fuel and labor costs have soared and, because of intense competition, the prices of our products and solutions have largely flat-lined — as have sales achievement levels.

Salespeople are AWESOME

Score More Sales

Sales professionals are what make the business world go around. Lack of sales expertise, revenue generation strategies and actual sales efforts are what kills most new businesses. Sales pros rock the business world by helping buyers better understand their options.

Thinking of Buying Sales Training? Then Think Very Carefully

Jonathan Farrington

Over the past few weeks, I have been sharing my thoughts on the significant changes taking place within the “sales space” – specifically, the way that we sellers sell. In B2B, 20% of “outsidesales jobs will have disappeared by the end of 2012.

The Trend That is Changing Sales - Harvard Business Review

HeavyHitter Sales

  My latest Harvard Business Review article titled The Trend That is Changing Sales was based upon in-depth research with over one-hundred vice presidents of sales at leading high technology companies and business services providers.     Sales Cycle Complexity.

In the Scramble for 2013 Sales Team Planning

Score More Sales

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. I remember one company that did this in February. For a growing company, this can be such a great week to reach people by phone and get things done.