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.

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.

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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. With this shift in sales processes comes the increased popularity of inside sales across B2B organizations.

7 Tips to Increase Inbound Sales Leads for Your Small Business

Increase Sales

Inbound sales leads for small business will eventually outnumber outbound sales leads due to the explosion of smart devices through this word – mobility. Sales Training Coaching Tip: Keeping is the third phase of the 3-Phase-Sales-Process and will only grow in importance.

The State of Field Sales 2018 Report

Smart Selling Tools

The State of Field Sales 2018 Report. The purpose of this report is to better understand the unique challenges field sales reps and managers are facing in today’s selling climate and how companies are responding. Complicated software may result in frustration and poor adoption.

A Career in Inside Sales – Survey Says Yes

Score More Sales

Just a few years back, we were unsure how many sellers there are out there, let alone inside sales professionals. Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data.

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Inside sales – it is a new dawn and sales training needs to shine

Sales Training Connection

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. Sales Coaching. 2013 Sales Momentum ®.

Organization Tips For Sales Reps To Maximize Their Day

InsideSales.com

Work smarter, not harder with these organization tips for sales reps! RELATED: 6 Effective Time Management Strategies From Sales Experts. Top Organization Tips for Outside Sales: Plan Your Route and Prepare to Pivot. Sales Organization Tips To Be Productive and Sell More.

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.

How to work from home as a salesperson: 9 remote sales tips to live by

Nutshell

If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ideal work environment.

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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.

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.

Episode 078: The Sales Secret Weapon with Steve Pacinelli

Jeff Shore

It’s an underutilized sales device which can impact your customer and your bottom line in positive ways. buyersmind #sales Tweet This. He’ll build and oversee and the outside sales and marketing team, as well as an internal team focused on training and education.

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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10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Sales and Marketing Strategy for Today: How to Enable Smart ABM in Turbulent Times

Sales Hacker

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. Sales and marketing must banish silos and band together during this turbulent time. With COVID-19, outside sales teams have switched to inside.

Inside sales training: What is it? Why it matters? How to do it right.

Close.io

I hate to break it to you, but when it comes to inside side sales training, you’re going to spend less time reading and more time interacting with people. Investing in an effective inside sales training system within your company can pay amazing dividends. What is inside sales?

How to Identify the Next Big Thing

Hubspot Sales

Your answers to the first two SKS questions should help you answer this one, but feel free to identify growth areas outside of these parameters as well. They're the pillars of how you conduct yourself in the office and outside of it. Entrepreneurship and Sales

The Rush to Get Inside

Pointclear

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. He is the Senior Partner at Jonathan Farrington & Associates , Chairman of The JF Corporation and CEO of Top Sales Associates , based in London & Paris. Inside sales is now a career, not a mere stepping stone.

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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?

Show Me the Money! A Guide to Creating a Scalable Sales Compensation Plan

Openview

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. Sales

9 Sales Dashboard Examples That'll Help You Set Up Your Own

Hubspot Sales

So, how can you visualize your sales data to make key decisions and analyze performance? The answer: A sales dashboard. What is a sales dashboard? A sales dashboard is a visual representation of your sales data. How to Create a Sales Dashboard. Sales Metric

The Crucial Points of CRM Implementation

Pipeliner

Sales Manager. Sales units—defined by territory or other category such as inside and outside sales. Sales Manager. Prior to learning CRM, a sales manager should understand pipeline management, activity management, and reporting. Between sales and bookkeeping?

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Top 4 Questions, 2 Words of Advice about Sales CRM

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. Let sales choose the application.

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The 7 Most Critical Selling Skills in Wholesale Distribution

Selling Essentials RapidLearning Center

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Field Sales vs. Inside Sales. Sales Blog

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Activity Sales Metrics.

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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.

Mapping The Sales Process: 7 Steps For Success

InsideSales.com

Doing sales process mapping can be fast and easy with these seven sales process steps. RELATED: 7 Most Common Mistakes In Sales Process Mapping And How To Avoid Them. In this article: A Business Needs to Have a Sales Process Map. What Is a Sales Process?

13 Time Management Hacks for Sales Reps

Hubspot Sales

Time Management Skills for Sales Professionals. Here are a few examples: PandaDoc , which integrates with HubSpot, is a good tool for reps who send sales collateral and quotes. This tactic also applies to inside sales. Sales Time Management

B2B Appointment Setting

OutboundView

B2B companies will realize early on if they don’t have enough sales opportunities. A CRM, sales automation software, calling, database, and reporting tools. There are hundreds of different tools your sales organization could have to help with B2B appointment setting.

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How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. Sales leaders serve as the generals and field commanders. Sales are the infantry looking to capture valuable turf.

The Ultimate Guide to Channel Sales

Hubspot Sales

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly.

The Lost Art of Selling

Platinum Rules for Success

However, natural ability will only take a sales professional so far. It’s best practices and learned technique that separate successful sales professionals from the less successful ones. The sales team was the revenue generation engine. Hold weekly sales meetings.

Sales dashboard templates, examples & KPIs for high-performing teams

Close.io

Sales data can be a double-edged sword. On the one hand, data can help you make smart decisions, uncover new opportunities, and crush sales targets. So how do you separate the signal from the noise, and only deal with the sales data that matters most? What is a sales dashboard?

B2B Marketing Guide

OutboundView

If you’re a small businesses or startup that is looking for strategies to identify new sales opportunities, this guide is for you. If you’ve proven product/market fit, have your first 10-15 customers, and now want a strategy to scale sales and marketing, this guide is for you.

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SalesProCentral

Delicious Sales

Sales (12918). Sales Management (2614). Software (1035). Inside Sales (849). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? sales

Top 7 Utopian & Dystopian Shocking Sales Predictions

Tony Hughes

It's the end of the sales world as we know it. Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

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38 Most Dynamic Women in Sales (The 2019 Edition)

Sales Hacker

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. Then take a moment to celebrate all the amazing women in sales.

Coming Next – The Almost Indecent Haste to Get Inside

Jonathan Farrington

Next year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. Today’s breed of inside sales professional is bright, qualified, and well rewarded. General 2013 Sales Predictions Inside Sales