New Trends in Technology Enabling the Inside Sales Function
SBI Growth
OCTOBER 1, 2018
The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.
Buyer Channels Inside Sales 
Are your Customers Outpacing your Sales Team?
SBI Growth
AUGUST 16, 2013
Right now buyer behavior is outpacing sales organizations. This is leading to frustration among many B2B buyers. Buyers have been trained to expect speed, availability, and a self-directed buying experience. If they have these skills they are more likely to sell effectively to the new buyer. Amazon, Netflix, EBay.
Customer 
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Training Incentives Are Vital in the Digital Sales Era
Sales and Marketing Management
DECEMBER 14, 2020
As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.
Incentives 295
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Your Current Sales Force Structure Costs You Sales Every Day
SBI Growth
SEPTEMBER 7, 2012
This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Because if you don’t have an Inside Sales force, you are losing revenue every day. chatting in real time with your field sales force.
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How to Generate Better B2B Leads That Convert (Ask Jeb)
Sales Gravy
MARCH 25, 2025
Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.
Inside Sales Is Only Great For Transactional Commoditized Products!
Partners in Excellence
APRIL 10, 2014
Instead, I suggested some completely different models–perhaps leveraging channel partners, or moving much more of the sales function inside. He said, “Dave, I understand inside sales very well–but they are much more suited for transactional business, standardized, commoditized products.
Inside Sales 118
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Prospect Development Program Jumpstarts Manufacturer’s Channel Sales
Pointclear
MAY 12, 2011
How many times have you lost a piece of business because the buyer didn’t know who you were? Few companies have the sales and marketing resources to adequately cover their markets. Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.).
Inside sales guide: challenges, strategies, tips, and tools
Salesmate
JANUARY 24, 2021
Companies have started to build a workforce that finds prospects inside four walls. With inside sales, businesses are putting more effort than just selling their products. The same time when inside sales kicked its way up, the importance of customer support also grew humongous. So what exactly is inside sales?
Inside Sales 111
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Responding to the Digital Sales Shift
Sales and Marketing Management
DECEMBER 14, 2020
“We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps. Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. Trends that are here to stay.
Sales Influencers 2013 Predictions
Score More Sales
JANUARY 15, 2013
Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales. Why 2013 Will be the Year of the Buyer. My prediction is around social selling and how, with so much noise and overwhelm, people will be choosing certain channels to listen through – omitting others. Marketing Automation Becomes a Necessity.
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How to Build a B2B Sales Team Structure
Zoominfo
AUGUST 12, 2020
On building a sales organization as sophisticated as contemporary B2B buyers …. waxes poetic about the buyer’s journey. The idea that the modern buyer is more empowered than ever, and procurement is enabled through endless sources of information about a particular product or space. Inside Sales or Field Sales? (or
B2B 200
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6 steps to adapt effectively
Sales and Marketing Management
JUNE 29, 2020
—?omnichannel selling, inside sales, tech-enabled selling and e-commerce. Focus on delivering the three things buyers value most?–?speed, from all of your sales channels. Create a pod of digital-enablement experts to help reps migrate face-to-face sellers to digital channels and help sellers use new tools.
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PowerViews with Michael Brenner: The Battle for Customer Attention
Pointclear
MAY 14, 2013
Our buyers are spending a lot of time looking at content other than what we’re putting out there, if not also, filtering out what we’re trying to put in front of them. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy. Sales and Marketing Need to Speak a Common Language.
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How to Adapt & Succeed When Pivoting to an Inside Sales Strategy
Sales Hacker
JULY 1, 2020
Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. Reshaping Your Sales Process. Ready to reshape your sales process, implement a few proven remote sales techniques, and become a remote sales expert? Let’s dive in.
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Social Selling Resources to Maximize LinkedIn and More
Score More Sales
JULY 27, 2013
For example: If you don’t have a professional photo (or a photo at all) – buyers and strategic partners won’t take you seriously. Below are some of my fantastic and amazing social selling colleagues – all of us, like Score More Sales, are LinkedIn Sales Solutions Channel Partners.
Social Selling 189
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What is Inside Sales? Sales Enablement Defined
Showpad
MAY 29, 2019
Inside sales definition. Inside sales is a type of sales where representatives perform regular sales activities remotely rather than consistent face-to-face meetings. With this shift in sales processes comes the increased popularity of inside sales across B2B organizations.
Inside Sales 76
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The 33 Best Sales Training Video Channels on YouTube
Hubspot Sales
OCTOBER 29, 2017
Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each.
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4 Forever Changes Transforming B2B Revenue Activities
Sales and Marketing Management
DECEMBER 14, 2020
Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. Buyers are searching for more information on their own. As a result, your content can’t be just a companion to a sales-led customer conversation?— When buyers eventually do talk to your reps, those conversations will most often happen remotely.
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25 Must-Read Sales Blogs
Zoominfo
FEBRUARY 26, 2018
Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor. According to the Factor 8 website, Factor 8 is an award-winning inside sales training and consulting firm catering only to inside sales. The Hubspot sales blog is one of the best in the business.
Top of Funnel 206
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Inside vs. Outside Sales: How to Structure a Sales Team for Success
Hubspot Sales
MARCH 21, 2018
Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? It’s all sales.
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What is Inside Sales (And Why Do You Need It?)
DialSource
JULY 8, 2020
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. . Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role.
Inside Sales 69
69 45 Sales Prospecting Tips to Help Sellers Identify & Connect with Uber-Busy Buyers
Hubspot Sales
JUNE 22, 2018
Know "who" your buyer is. If you really want to nail your buyer-focused messaging, create a buyer's matrix by listing out important factors about your buyers, including typical business objectives, external challenges, strategic initiatives, and internal issues. Use every communication channel. Use trigger events.
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Channel Sales Success Starts Here
Allego
FEBRUARY 23, 2022
Channel sales represents 75% of the world’s commerce, according to Forrester’s Jay McBain. That being the case, there is a huge need for sales enablement to ensure those sellers can perform effectively for their partner companies. Doing that involves more than updating channel sellers about products, services, prices, etc.
Channels 62
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Video Is the Channel of the Future—Are You Ready?
Showpad
SEPTEMBER 23, 2021
The pandemic had upended the sales industry. Even veteran field sellers had pivoted to inside sales. But even though the landscape changed, sales was still a relationship game. Buyers don’t want to be sold to via email and Powerpoint. In sales, the pandemic compounded an ongoing transformation. Video is in.
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The Key Differences Between Inside Sales vs Outside Sales
Closer's Coffee
APRIL 23, 2020
Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. Inside Sales Reps.
25 Must-Read Sales Blogs
Zoominfo
FEBRUARY 26, 2018
Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor. According to the Factor 8 website, Factor 8 is an award-winning inside sales training and consulting firm catering only to inside sales. The Hubspot sales blog is one of the best in the business.
Top of Funnel 170
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Inside Sales vs. Outside Sales: What’s the Difference?
SalesLoft
OCTOBER 6, 2022
What Is Inside Sales? Inside sales refers to the practice of remote selling, wherein inside sales representatives solely use technology to conduct sales activities. The rise of remote selling has blurred the line between inside sales and outside sales. What Is Outside Sales?
Changing Channel Dynamics, Driving Channel Success In The Face Of Changing Customers
Partners in Excellence
JULY 30, 2017
Channels have always been a critical part of most organizations’ Go To Customer strategies. Managing channels for optimum performance in the face of rapidly changing buying processes and cloud based solutions creates challenges neither suppliers nor channel players have faced in the past.
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Executive Interview with @ECalnan, CRO & Co-Founder of Seismic
SBI
JUNE 25, 2020
Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. This trend has collided with the workplace effects of COVID-19, in that not only are we in an exclusively virtual sales environment, but budgets are under greater pressure.
Scale 120
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The Proven Process for Developing a Go-to-Market Strategy
Hubspot Sales
NOVEMBER 21, 2018
Buyer: Owns the budget. You’ll have three variables to test: the channel you advertise on, the audience you target, and the message you share. Possible paid digital ad channels might be LinkedIn, Google Ads, Facebook, and Twitter. Test the various channels and continue advertising on those showing high conversions.
Paid Content 145
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3 Mandates That Matter for CROs: A Conversation with Forrester and Juniper Networks
Mindtickle
OCTOBER 16, 2020
According to a March 2020 research report from the Sales Management Association, 44% of companies surveyed said their sales force isn’t effective, 57% said they’ve not been able to improve sales effectiveness over the past 12 months, and 82% don’t have effective development programs for their sales reps.
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Complete B2B Sales Guide for Modern Sellers
Vengreso
JUNE 27, 2022
Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.
B2B 128
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How Salespeople Can Better Prioritize Using Purchase Intent Data
SBI
DECEMBER 4, 2018
John: Our purchase intent data platform is called Priority Engine because it enables sales people to better prioritize their call plans, their coverage within accounts, their outreach actions and their messaging. OEMs and channel players alike are succeeding with us, across both Sales and Marketing (depending on their use-case needs).
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139 How to Build a B2B Sales Team Structure
Zoominfo
AUGUST 12, 2020
The idea that the modern buyer is more empowered than ever, and procurement is enabled through endless sources of information about a particular product or space. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Inside Sales or Field Sales? (or
B2B 100
100 15 Essential Blog Posts About Sales Productivity
Zoominfo
FEBRUARY 14, 2018
The problem is: we haven’t yet invented cloning, so one sales professional can only do the work of one person. Buyers want all this whenever and wherever they please, across channels and devices. 13 Sales Productivity Lessons from the Experts. This is because B2B buyers have more control than ever before.
B2B 176
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Allego Listed in 2022 Gartner® Market Guide for Revenue Enablement Platforms
Allego
AUGUST 23, 2022
We are proud to be included in the report as we continue to innovate and deliver what companies need to win over their sellers and buyers. ”. Uniting Sales Enablement and Customer-Facing Processes. Gartner reports the need for a more holistic, 360-degree view of enablement, driven by changes in B2B sales.
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Growth Opportunities Exist in 2021: Here’s How to Find Them, According to HubSpot's Chief Customer Officer
Hubspot Sales
NOVEMBER 17, 2020
Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. This year, however, many organizations were forced to implement a fully remote or hybrid sales model. Offices have gone virtual.
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What Does It Mean To Be A Channel In An Omnichannel World?
Partners in Excellence
JUNE 12, 2015
New tools and analytics enable manufacturers to more effectively engage customers regardless of the channel they choose at the moment. The tools enable us to have consistent conversations that build on each other as the customer engages us in different channels.
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How to Reposition Your Product & Outreach to Provide Value Today (4 Steps)
Sales Hacker
APRIL 23, 2020
Step 2: Put your buyers into two buckets (buyers today / buyers tomorrow). Step 3: Narrowing your messaging and empathizing with your buyer. Step 2: Put Your Buyers Into Two Buckets. This means identifying and warming up leads and buyers with a specific future need that you’ve identified.
Lead Rank 107
107 
5 Ways to Improve Sales Efficiency
Hubspot Sales
APRIL 1, 2020
Having clearly defined buyer personas gives your reps a better, more comprehensive picture of how they should be conducting their sales efforts. A sales process typically contains a company's preferred approach to prospecting, connecting and qualifying, researching, presenting, handling objections, and closing.
Sales Tech Game Changers: How to Improve Sales Enablement & Readiness
SBI
JUNE 12, 2018
Brainshark provides a more effective way to get that information out to your salespeople when, where, and how they work, to help ensure they’re continuously prepared to make the most of every buyer interaction, even as your business and products evolve. With productivity, you’re looking at the results of those activities.
Sales Enablement 139
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Responding to the Dig?tal Sales Shift
Sales and Marketing Management
DECEMBER 14, 2020
“We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps. Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. Trends that are here to stay.
How CPQ Helps B2B eCommerce Businesses Close More Deals Faster
Cincom Smart Selling
MARCH 20, 2025
4- Lack of Real-Time Inventory and Pricing Data B2B buyers expect the same level of responsiveness as in B2C transactions, yet many companies struggle with outdated inventory and pricing systems. Without real-time data, sales reps risk quoting products that are out of stock or mispricing due to outdated costs. The result?
B2B 48
48 
B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right
Sales Hacker
MARCH 22, 2018
What sales outsourcing should NOT be: Indirect sales channels like resellers, solution partners, etc. Opportunistic side bets by signing up some commission-only sales agents. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). 2) Building a repeatable sales model.
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