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.

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. Inside Sales. Prospecting Methods.

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: Pros & Cons

Xactly

Sales careers are often overshadowed by myths of being a high-risk and overly-competitive career choice; however, many sales reps will tell you that the job offers quite a bit of freedom when it comes to your earnings. Or, keep reading for more sales plan ideas.

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. After all, once an outside sales rep, always an outside sales rep, right?

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.

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?

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. - MOTIVATION -.

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. Cold Calling Scripts Prospecting & Qualifying

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. He was appreciative that I didn’t begin reading a sales pitch at him and gave me a considered answer to my question.

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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.

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.

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. A big one has to do with prospecting. Always be on the lookout – always be prospecting. 4 Twitter Prospecting Strategies.

What Is Sales? A Quick Guide

Hubspot Sales

The term, "sales", encompasses all activities involved in selling a product or service to a consumer or business. But "sales" means so much more for businesses. Companies have entire sales organizations comprised of employees that are dedicated to selling their products and services.

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

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.

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.

My Confession as a Salesperson

The Center for Sales Strategy

It’s been a few years since I was in outside sales, but I still have flashbacks to some of my worst cold calling experiences. While it was a numbers game, I found that the better I got at identifying the potential of a prospect and utilizing valid business reasons, the more success I would have. sales performance SalesI have a confession to make… I absolutely hated cold calling.

Being Seen in an Inside Sales Job

Closer's Coffee

Inside sales representatives work with customers to find what they want, create solutions and ensure a smooth sales process. Sales representatives might work to find new sales leads, through business directories, client referrals, etc.

The Ultimate Cheat Sheet for Campaign Offers

Sales Benchmark Index

The Role of Offers in Prospect Marketing. When marketing to prospects, the Offer plays a major role as well. Quality of the list is the #1 determination of success for converting prospects. This strategy also extended to outside sales.

How You Project Your Intentions

Anthony Iannarino

My title did not suggest that I was a salesperson, nor did anyone hint to me that these activities were called “sales.”. He recognized I won more clients than his salespeople, and he forced me into outside sales, something I was already doing—without knowing it.

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. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are).

Top 21 Sales Podcasts to Put on Your Playlist in 2019

Vengreso

Improve Your Sales Skills During “Windshield Time”. When I set it out to curate a list of the top 21 sales podcasts for 2019, I had two motivating forces in mind. Continuous Learning is Not an Option for Sales Professionals. 21 Sales Podcasts for 2019.

Bigtincan Expands Tech Market Presence with Acquisition of Veelo Inc.

Smart Selling Tools

Bigtincan , the leader in mobile, AI-powered sales enablement automation, today announced the acquisition of Veelo Inc., a pioneer in sales enablement, to expand Bigtincan’s presence and offerings in the technology market vertical. Sales Enablement. Sales Enablement.

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Which Type of Sales Job Is Right for You?

Hubspot Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job.

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Is Your Lead Generation Data Leading You Astray?

No More Cold Calling

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? And several studies have shown that women in sales tend to outperform salesmen.

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.

9 Principles of Effortlessly Effective Networking

Keith Rosen

Professional networking functions provide access to qualified prospects—fast. It’s a safe assumption that any salesperson would rather follow up with a qualified prospect they recently met rather than make a cold call. Prospect: “So what do you do?”

Report: How To Dramatically Improve Your “Virtual” Sales Calls

Corporate Visions

It made me wonder if that jingle still ring true today when it comes to how inside sales reps—and increasingly outside ones—are spending more time connecting with prospects and customers remotely versus face-to-face. Messaging Sales Skills Training Visual Storytelling

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. Outside salespeople are responsible for closing new business. Inside salespeople reach out to possible prospects and find new sales opportunities.

22 Things We Learned About the Sales Industry in 2017

Hubspot Sales

Every year at InsideSales.com Labs, we dig through thousands of data points to identify how the world of sales has changed. Sales Org Structures Are Changing. Inside Sales Is an Unstoppable Trend. This is the Year of the Sales Development Rep. Sales Tech Spend Is Going Up.

The Human Side Of Automation

The Pipeline

Last week I posted a call for understanding the importance human involvement at crucial times along the prospecting experience. While we may not always think of the sales departments or salespeople as an asset, they are, no different than other assets used to move the company’s objectives forward. Sure, it may be argued that Sales is a unique asset, perhaps more important than some other assets, but an asset nonetheless. By Tibor Shanto.

Advice for People Who Are Young and in Sales

Anthony Iannarino

My first job in sales was cold calling for a national charity when I was fifteen years old. After I moved to Los Angeles to play music, my manager forced me into outside sales when I was twenty-three years old (and still with shoulder-length hair). You need to make sales.

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How to Identify the Next Big Thing

Hubspot Sales

I enjoy closing deals that I know will bring value to the prospect's life and business. I enjoy initial discovery calls because they're like a puzzle I'm trying to solve to discover what the prospect's pain points are and if my solution can solve for those issues.

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

Unexpected Results From Appointment Setting

OutboundView

Through these calls, your sales team can gain so much insight into your target market. Do you need additional outside sales teams to cover all these new prospects? You have decided to outsource appointment setting.

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? Prospects and clients want to hear about the results you’ve delivered for other clients. Read, “ How to Attract Sales Prospects in a Tech-Focused World ”.). It’s quick, easy, and your sales prospect gets the point. You work on closing the sale.

Defining a Sales Win

Pipeliner

How Do You Define a Sales Win? There are many ways to wins in sales. Sales Process Steps. There are various steps to the sales process. The Sheryl Crow song “Everyday is a Winding Road” comes to mind, but instead titled “Every Sales Call is a Winding Road.” I have heard many people say that there is no sales process, as each prospect is unique. Inside Sales Wins. To break it down even further, there are many different jobs within sales.