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 233

Your Inside Sales Valentine

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To make this a practical and valuable day, I thought I’d send a message to those in an inside sales career – sellers and sales managers alike. A Valentine for Inside Sales. Sales is an admirable profession that adds to society rather than taking away.

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Inside Sales: Listen Up!

No More Cold Calling

What salespeople—and sales managers— need to understand is that calls are either hot or cold. Then you follow up with a generic email or LinkedIn message. I was perplexed at first, as I don’t usually work with inside sales teams.

10 Inside Sales Ideas From Ken Krogue

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Last week I had the pleasure of spending a day with Ken Krogue, co-founder of InsideSales.com , inside sales pioneer, and Forbes columnist It was great. A CSO Insights study found that companies who had put CRM into their sales process only increased revenues by 17%.

Inside Sales Power Tip 151 – Speak WELL

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These are not universally used yet, but more innovative sales teams are using Skype video calls, Google Hangouts, and other means to facilitate seeing each person on the call. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Inside Sales Growing by Leaps and Bounds

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The state of the profession known as Inside Sales – or Remote Professional Selling – is thriving. While outside sales positions are on the decline, Inside Sales positions are growing at a phenomenal rate. Does that sound like your sales environment?

Inside Sales Power Tip 114 – Build Trust

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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 149 – Columbo Conversations

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What other movies, video, or TV episodes are good for sales professionals to see? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Inside Sales Power Tip 146 – Strengths

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Sales teams that perform the best tend to have specialists at every part of the sales pipeline. How can you focus on your strengths to grow your pipeline and ultimately your sales? email lori@scoremoresales.com | View My LinkedIn Profile.

Inside Sales Power Tip 152 – Be Coachable

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Over my selling years, I had 22 sales managers whom I directly reported to. Somehow, even in my early sales days, I learned to find someone upbeat, positive, and skilled who I could emulate and hopefully be coached by even if they were not my manager.

Inside Sales Power Tip 115 – Be Social

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If you make regular time in your calendar to do some searching for those referral partners who are adjacent or within your niche and can refer multiple people your way over time, you could grow sales tenfold. The post Inside Sales Power Tip 115 – Be Social appeared first on Score More Sales.

Inside Sales Power Tip 113 – Energy

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She routinely searches on LinkedIn and other sources for potential buyers who are more probable to buy from her based on 5 criteria she has set (based on her best recent new customers) to determine her best fit buyers.

Energy 277

Inside Sales Power Tip 142 – Distraction Plan

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Are you in sales and get distracted easily? It creeps in when a sales rep goes to look up one thing online, sees something else, goes there, sees something else, and eventually you don’t get done what you originally set out to do.

Inside Sales Power Tip 145 – Execution

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In sales it is all about execution – the art of making things happen. If your title is sales rep or business development or account executive, you should be talking with these folks more than a dozen times a day. Must be in a B2B sales role.

Inside Sales Power Tip 140 – Study Buyers

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He regularly receives 200-300 emails in a day and cannot be bothered with most sales “pitches” Like other C-level executives I speak with, he says that sales people can seem lazy and are not persistent. email lori@scoremoresales.com | View My LinkedIn Profile.

Study 244

Inside Sales Power Tip 144 – Know NO

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No Means Many Things in Sales. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. email lori@scoremoresales.com | View My LinkedIn Profile.

Inside Sales Power Tip 100 – Personalize

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Do you get cold calls, e-mails, tweets, and LinkedIn messages from people trying to sell you things? If you are an inside sales person, it is important to put yourself in the receiver’s shoes – the person who you are trying to connect to.

The Advanced Guide to Inside Sales: Strategy, KPIs, and Tools for Success

Sales Hacker

Inside sales jobs are growing at a staggering rate, and it’s not hard to see why. Most companies offer uncapped commissions for their inside sales positions. Almost any lifestyle you can imagine for yourself is possible with an inside sales role. LinkedIn.

Inside Sales Power Tip 138 – Confidence

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It is a tricky thing in sales careers when it comes to confidence. How could even a confident person be confident as a newer sales rep? Quit wasting your time and damaging your company’s brand – re-tool your sales messaging.

Edgy Conversations for Inside Sales – Interview with Dan Waldschmidt

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If you are in Inside sales – send a follow up email to assure a potential buyer that you have their back, even if they are not going to buy today. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Being Seen in an Inside Sales Job

Closer's Coffee

Look at any job description for an inside salesperson and there is something very important missing. Inside sales representatives work with customers to find what they want, create solutions and ensure a smooth sales process. INSIDE is the main job descriptor.

Inside Sales Power Tip 150 – Positive Attitude Wins Business

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Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it. Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great!

Inside sales job descriptions you can steal in 2020

Close.io

But here’s the thing about job descriptions: A job-seeker spends, on average, only 14 seconds reviewing a job description before deciding whether to apply, according to a report by LinkedIn. In this post, we’re sharing three inside sales job descriptions that you can steal and personalize for your business in order to attract the right sales talent in 2020! Job description template: junior inside sales professional. ? Proven past success in sales.

Inside Sales Power Tip 143 – Sales Message Makeover

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Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities.

Inside Sales Power Tip 153 – Activity Gets Results

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Inside Sales Power Tip 122 was about Keeping Your Focus. Inside Sales Power Tip 145 was about Execution - while action and execution are similar, I don’t think we could talk about it enough since it is so critical for your success. The right activity gets results.

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?

Inside Sales Power Tip 129 – Get More Leads

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What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting. One-two Punch – LinkedIn plus SalesLoft = Easy Leads System. Both LinkedIn and SalesLoft have free versions, that’s why I am mentioning this strategy.

Inside Sales Power Tip 130 – Know Your Buyer

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Want to get slowed down as a sales prospector and waste a lot of time? We get calls from companies every week who want us to evaluate or use their sales tool. Instead the message is the same one they leave a VP Sales about how this tool will help my sales team.

4 Ways to Achieve Better Personalization with Inside Sales: How a Data-Driven Approach Will Help Your Reps Work Smarter. @TechTarget

Smart Selling Tools

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. As a sales technology and data provider, a key element of our process, similar to any provider in this space, is onboarding.

Inside Sales Power Tip 147 – Be Three Again

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Yes, I’m half-kidding, but also know that if you have NOT been around little kids for a while, you are really missing out on the basics of people skills as well as sales fundamentals. Why is your first contact in Operations rather than Sales? Inside Sales Power Tip – Listen.

Inside Sales Power Tip 148 – Be a Sponge

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It is challenging and stressful to get a new sales position – even if you already work for the company in another position, or if you already have been in sales elsewhere and consider yourself a pretty good seller. email lori@scoremoresales.com | View My LinkedIn.

Inside Sales Power Tip 139 – Less Words More Sales

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Yesterday’s sales talkers must now become today’s succinct “sales message givers.” ” Start with these three steps to craft better messaging: Step 1: Write out bulleted points or write the entire sales message that you say to potential buyers.

Inside Sales Power Tip 141 – Get a Second Opinion

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In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales Power Tip 137 – Build Your Network

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Networks are important for sales professionals. Here are a few ideas on how: Create a group within LinkedIn where you can create content that helps your market niche. The one thing you cannot get back in your sales role is time.

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.

Inside Sales Power Tip 126 – Stop Calling High

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It is a bit easier today with more and better tools to help determine when to reach out, and with newer strategies like using InMail – LinkedIn’s version of email which receives a better response than traditional email.

Lessons from the Inside Sales Leadership Summit 13

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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.