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Inside Sales vs. Outside Sales: Which Is Best for You?

Sales Hacker

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. The truth is, though, that they’re just two sides of the same sales coin — and you likely need both in your company if you’re going to succeed.

What is Inside Sales? The Definition of Modern-Day Selling

OutboundView

Sales organizations today are commonly organized in two groups, outside sales and inside sales. Inside salespeople reach out to possible prospects and find new sales opportunities. But what is inside sales, really? Short history of Inside Sales.

B2B Lead Gen: Can you do it cheaper and better inside?

Pointclear

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Sales is sales.

B2B 141

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.

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

Pointclear

Outsourcing inside sales really does save you money while at the same time providing you the leads and revenue you need to be successful. This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. B2B TelemarketingRemember the old light beer tagline: “Tastes Great, Less Filling”?

Why would a company ever outsource anything?

Pointclear

Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. And, as Finkelstein says, “change the game on competitors, operating in bold, unexpected ways that are simply better” by outsouring your marketing and B2B sales lead generation. B2B Telemarketing

“The Inside Sales Industry Isn’t Actively Using Social Media Much”

Jonathan Farrington

“ We talk a ton about social selling, but few “in the trenches” inside sales reps and managers (based on this event anyway) are using it. Is it the good folks in marketing? And it’s more than just remote sales. They were just about…sales.

7 tips to improve your cold calling and lead generation

B2B Lead Blog - Inside Sales

In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that smart cold calling is still a very useful lead generation tool. Step 3: Throw away the scripts use call guides instead Telemarketers use scripts.

Personalize Communications and Win High-Value Clients With Account-Based Marketing

Sales and Marketing Management

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. An essential tool for doing that deep dive to gain intelligence about the account is your inside sales team or telemarketing firm. You’ll be well on your way to success with account-based marketing.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Marketing has also impacted the sales landscape.

Is Anyone Leading Lead Management?

Pointclear

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

Status quo, you know, is Latin for 'the mess we're in.'

Pointclear

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Marketing tries to qualify a greater number of prospects.

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. So why is selling really going inside?

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

Pointclear

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads.

Inbound or outbound sales—which one should you focus on?

Close.io

Wondering what the right sales approach for your company is? Should you build an inbound sales machine, set up an outbound sales team, or take a hybrid approach? Inbound sales is famous for being able to attract customers to any business, be cost effective, and scale really well.

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.

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.

A Conversation With Dionne Mischler: Transitioning SDR Teams From Inbound to Outbound

Costello

Dionne Mischler, CEO & Founder, Inside Sales by Design. With more than 20 years of sales experience, Dionne Mischler has made a name for herself in the field. What services do you offer with Inside Sales by Design? Defining “inside sales”.

The Ultimate Guide to Cold Calling

Nutshell

Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. Inside Sales” That Will Double Your Close Rate.

Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We field sales guys were, honestly, relieved.

Laurie Page: “Calling Should Ultimately Be Part of Your Touch Cadence”

Cience

As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients. The Bridge Group has been a powerful supporter of sales development.

The Ultimate Guide to Cold Calling

Nutshell

Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. Inside Sales” That Will Double Your Close Rate.

5 Ways that Sales Can Engage with Prospects without Blind Calling

Cincom Smart Selling

My recent screed regarding intrusive telemarketing calls ( Selling? That’s Not Selling ) was greeted with many constructive comments and a surprising number of positive reactions on the part of sales folks. As indicated in the previous piece, the role of Sales is changing.

An Open Letter to Social Sellers Everywhere

Tony Hughes

Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. The folly of Sales 2.0 When I train sales people I train them to execute.

One Sentence to Establish Immediate Rapport By Mike Brooks

Sales Training Advice

If you have to make cold calls as part of your sales process – either to set appointments or to find potential clients to sell your products and services to – then you know how hard it is to overcome initial resistance and establish rapport. Let’s face it, people don’t like to be bothered by a sales rep they don’t know. Think about your own reaction when you get a call at home from a telemarketer you don’t know. Sales Strategies

Three Ways to Connect With Your Prospects By Mike Brooks

Sales Training Advice

What’s the first thing that goes through your head when you get a call from a sales rep? In fact, when a telemarketer calls me up at home and says those words that immediately identify them as a sales person, the “How are you today?” One of the biggest mistakes sales reps make who have to call prospects – either to set an appointment, generate interest, or qualify and then send information – is they don’t acknowledge in any way what is going through the prospect’s mind.