Will Outside Sales Recover When the Pandemic Ends?

Zoominfo

The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. What is Outside Sales?

The Difference Between Inside and Outside Sales, Explained 

Crunchbase

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. What is inside sales? In short, inside sales is remote sales.

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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 vs Outside Sales

OutboundView

You’ll have sales leaders helping close deals. You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Let’s take a look at the two: inside sales vs outside sales, and see how they square up. . Let’s start with inside sales, as the rising stars in most sales organizations. . Inside Sales.

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. In soccer, the outfield players are positioned outside the goal area. As companies seek to grow their sales numbers it’s not always clear which sales approach to take.

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. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. 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. Sales Cycle.

An SDR’s Field Guide to Sales Territory Mapping

Zoominfo

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.

How to turn an outside sales rep into an inside sales rep

Close.io

Nevertheless, this saying has become widely used in the world of sales to defend the old-school art of outside sales. As technology has evolved, the way sales teams operate has evolved as well. Old outside sales practices like knocking on doors and attending events are becoming obsolete thanks to the power of digital communications and inside sales CRM solutions. After all, once an outside sales rep, always an outside sales rep, right?

The Difference Between Inside Sales and Outside Sales is Now Just A Title

DialSource

Overnight, the concept of inside sales vs outside sales essentially disappeared. Field sales teams were grounded, and in response, many businesses scrambled to make internal changes. For now, field reps will not be flying out to various locations to meet with prospects.

The State of Field Sales in 2020 (Plus Outside Sales Statistics)

Sales Hacker

Today, companies of all shapes and sizes still lack the technology needed to support their outside sales teams effectively. This survey gathered responses from over 250 B2B outside sales leaders and professionals across SMB, Mid-Market, and Enterprise level corporations.

The Differences Between Inside Sales and Outside Sales is Just Your Title

DialSource

Overnight, the concept of inside sales vs outside sales essentially disappeared. Field sales teams were grounded, and in response, many businesses scrambled to make internal changes. For now, field reps will not be flying out to various locations to meet with prospects.

TSE 1172: Should I Start Off With Inside Sales or Outside Sales?

Sales Evangelist

Should I Start Off With Inside Sales or Outside Sales? Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” Inside sales vs outside sales Every company is different, however, inside roles typically have the SDR (sales development rep) or the BDR (business development rep). Sales are like hunting or going on an adventure into a new world.

How the SVP of Sales Executes in the Enterprise

SBI Growth

Our guest on SBI TV is Stephen Mohan, SVP of North American Sales for XPO Logistics. Stephen has led several enterprise sales forces and is the perfect guest to discuss how to execute in the enterprise. To follow along, leverage SBI’s.

Inside sales guide: challenges, strategies, tips, and tools

Salesmate

Just like every important element of our lives, technology has changed the face of sales. Both – Businesses and customers have grown comfortable with sales inside an office. Companies have started to build a workforce that finds prospects inside four walls.

How to Acquire the Prospecting Mindset

Anthony Iannarino

Later, when my manager in Los Angeles forced me into outside sales, I dialed the phone from 8:00 AM until Noon, and then from 1:00 PM until 5:00 PM, until I was so busy with clients and meetings that I had to block time for prospecting. The Prospecting Mindset.

What is Inside Sales? Sales Enablement Defined

Showpad

Inside sales definition. Inside sales is a type of sales where representatives perform regular sales activities remotely rather than consistent face-to-face meetings. Inside sales relies greatly on technology, from mobile devices to CRM software and social media, to keep ongoing communication with customers and leads. Fewer and fewer sales reps are traveling to meet clients on a regular basis, ditching the briefcase and rolodex for a laptop and smartphone.

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. 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. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

How to Overcome the “We are Handling That In House”

Mr. Inside Sales

If you are trying to set appointments for an outside sales team, or even if you’re trying to generate leads so you can do an over the phone demo later, then you know all about put offs and stalls. Many sales reps are taught the normal, “old school” approaches of things like: “That’s fine, but when was the last time you did an apples to apples comparison to what it might run you if you outsourced that?”. Cold Calling Scripts Prospecting & Qualifying

The Customer Focused Sales Process

Partners in Excellence

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage.

11 Podcasts to Help Your Sales Leaders Elevate Sales

Alice Heiman

Podcasts are a convenient way to stay up to date on current industry trends, learn new things, and of course, they can be entertaining (not all of the podcasts I like are sales-related!). . But there are hundreds if not thousands of sales and business podcasts out there.

How to Build Instant Rapport with “C” Level Executives

Mr. Inside Sales

I was asked by a client to make some cold calls into an upper “C” level suite to set appointments for his outside sales team, to show the inside team how it’s done. I had listened to these calls and immediately recognized the problem: the reps weren’t taking the time to immediately assess the prospect’s mood and connect with them, therefore they were coming off like sales reps — and the executives who they did reach weren’t having any of that….

The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black, Episode #147

Vengreso

Sales leaders and sales teams have been forced to adapt quickly to shifting priorities and budgets, including working from home mandates and remote selling. But, what does the future of sales look like? The New Normal is Not the Future of Sales. 4:43] Women in sales. [8:28]

Old School Sales vs New: The Rise of the Modern Sales Model

Zoominfo

We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. The Old World vs. New World of Sales. In the new world of sales, being well connected is no longer as important as being well informed. The Rise of Inside Sales.

What is Inside Sales (And Why Do You Need It?)

DialSource

At this point, there is no more discussion about inside sales vs outside sales and which is more optimal in terms of a company’s growth strategy. . No longer are businesses “experimenting” with the idea of inside sales — this method of selling is the new reality. .

The What, How, and Why of Effective B2B Inside Sales

Hubspot Sales

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. B2B Inside Sales. B2B inside sales reps generally operate remotely. Inside Sales

Pro Tips for Making Field Sales Teams Successful

Repsly

Field sales representatives understand the value of in-person interactions, as they spend most of their workdays on the road meeting with clients and prospects. These outside sales reps have honed a different skill set than their inside sales counterparts, playing a more consultative role in the buying process and performing hands-on tasks to drive deals forward. CPG Team Management Field SalesThis article orginally appeared on the OpenView blog.

Complete B2B Sales Guide for Modern Sellers

Vengreso

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. What is B2B Sales? What is B2B Sales?

B2B 73

Weekly Roundup: Managing a Quota-Crushing Sales Team, How to Use Inbound Marketing + More

The Center for Sales Strategy

Establishing trust is better than any sales technique.". > 13 Ways to Manage a Quota-Crushing Field Sales Team – Spotio. Looking to build an efficient, high-performing field sales team? There’s no “right way” to make a sale. - MOTIVATION -.

Weekly Roundup: 4 Field Sales Best Practices of High-Performing Teams + More

The Center for Sales Strategy

> 4 Field Sales Best Practices of High-Performing Teams — CloserIQ. Though the lines are sometimes blurred, inside sales and outside sales are generally separate functions within an organization that require distinctly different skill sets. Outside or field sales teams spend the majority of their workday on the road meeting with clients and prospects face-to-face, often performing hands-on activities like product demonstrations or account setup.

Being more remarkable in virtual sales meetings

Sales and Marketing Management

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. million sales professionals in the country, more than 47 percent were inside salespeople. In fact, the same survey found that more than 45 percent of outside sales reps’ time is spent selling remotely?—?a

How to Build a B2B Sales Team Structure

Zoominfo

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. But what does the structure of a B2B sales organization look like as we enter the next decade?

B2B 154

Do You Model What You Preach?

Smooth Sale

One might wonder if the pharmaceutical reps are seeking ways to make more sales via a gift of a heart attack. As a sales representative or an entrepreneur, we are to ask ourselves: A re we more concerned with meeting a quota or delivering value? Sales Tips: Model What You Preach.

Conquering the "In House" objection

Sales Gravy

What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after you have. If you are trying to set appointments for an outside sales team, or even

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. I noticed this tip from a post of theirs called 51 Tips for Sales Leaders – a fabulous list, by the way, so be sure to read it and come back. Stop calling inside sales inside sales.

Everything you ever wanted to know about MEDDIC & MEDDPICC and never dared ask.

MEDDIC

Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. To which type of sales does MEDDPICC® apply best? Steve : This is Outside Sales Talk, the best podcast for Outside Salespeople. The challenger sale.

There is Always Room for a New Client

Score More Sales

When I was in my early years in technology sales, I had a great sales manager named Clarence Waters. Sure, he was old school, from Oklahoma, and maybe didn’t think I was as capable when I started in outside sales because I was a single mom (more on that later) – but he had some “Clarencisms” that still ring true some 25 years later. A big one has to do with prospecting. Always be on the lookout – always be prospecting.

Covid-19: 5 Long Term Strategies for Sales

Mr. Inside Sales

3) If you’re in outside sales and now have to do sales from inside, then you’d better learn how to prospect and close sales by phone. I can help: I just released a 7-Session Core Inside Sales Training program, On Demand. Frontline Reps Sales Tips

Why 2021 Will Be The Year Of Guided Selling

Crunchbase

Sales teams have always needed to be agile. To stay ahead of the curve, sales organizations have to adjust to address buyers’ needs and expectations. Years ago, this meant opening new avenues for sales and experimenting with different kinds of demonstrations.

12 Tips for Mastering Inside Sales, According to HubSpot Experts

Hubspot Sales

Sometimes fitting in just means shifting circumstances — and that principle applies to different brands of sales. Sometimes sales professionals currently working outside sales aren't cut out for it. Inside sales is a two-way street. Inside sales isn't for everyone.

How Sales is much more intimate with “Inside Sales”

SalesHandy

Inside Sales over traditional sales is the way to go nowadays and it’s the future of Sales. If that sounds like sales reps are missing out on the essence of sales itself, worry not, actually it’s the opposite. Only the Inside Sales Reps!