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Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

The smartasses are some of the remaining 74% who think they are selling that way but simply ask a few lame questions prior to plunging ahead with their ill-timed demos and presentations. They are still selling transactionally. Business, Auto and Professional Liability Insurance. Commercial Real Estate.

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What is Inside Sales? Everything You Need to Know

Gong.io

When you book a demo with one of the team, you’re speaking with an insides sales representative. Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. AMs (Account Managers).