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.
Channels CRM Inside Sales 
Hiring a Sales Manager - External or Internal?
SBI Growth
MAY 15, 2013
Description: How the sales team is tasked on reaching the target market. For example, is it all direct sales? Maybe the team is leveraging channel partners, or inside sales. An SM for a direct model may not need to know Channel Management principles. It might be a hybrid combining multiple approaches.
Hiring 
300
300 Join 283,000+
Insiders
Sign Up for our Newsletter
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Webinars
From Curiosity to Competitive Edge: How Mid-Market CEOs Are Using AI to Scale Smarter
Prospect, Personalize, Profit: The New Way Sales & Marketing Teams Are Aligning with AI
Trending Sources
Are your Customers Outpacing your Sales Team?
SBI Growth
AUGUST 16, 2013
This is true whether your organization is comprised mainly of outside or inside sales. Agile Sales – embrace the agile movement. They are increasing the size of their centralized inside sales force. They are also embracing the fact that outside resources spend most of their time inside.
Customer 328
328 
Creating a Winning Sales Culture (video)
Pipeliner
MAY 21, 2025
Smart Sales Operations Making Things Better Tony has built a special team to help with customer support and retention. Quick Responses Matter His team split inside and outside sales roles. Moving inside sales closer to the factory helped them answer faster and serve customers better. He is CSMO at Pipeliner CRM.
Video 91
91 
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
111 
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. tied virtually into your company’s CRM application.
Inside Sales 244
244 
The Many Different Selling Roles and How They Differ - Part 1
Understanding the Sales Force
JULY 27, 2022
We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.
Top of Funnel 296
296 
Why Marketing Should Own Inside Sales (and why they shouldn’t)
A Sales Guy
FEBRUARY 1, 2014
The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Little/no sales management experience.
Inside Sales 118
118 
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.
Pivotal 102
102 
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.
CRM Best Practices: How to Choose the Best Free CRM System
Hubspot Sales
NOVEMBER 7, 2023
You know you need a CRM, but there are hundreds of CRMs and hundreds more features available. This CRM best practices guide will walk you through how to evaluate a CRM, from how it will help your business and how to map your needs to core features. What is CRM? What are the benefits of CRM?
CRM 111
111 
How to Measure Sales Fitness
Sales and Marketing Management
MARCH 26, 2018
On the flip side, if the salesperson showed up to the meeting fully prepared having read his previous colleague’s CRM notes, the decision-maker would be happy to have a meeting. In these three channels is where sales performance can be enhanced. Measuring Sales Fitness. Recipe for High-Performance Selling.
How To 218
218 
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
76 
The Advanced Guide to Inside Sales: Strategy, KPIs, and Tools for Success
Sales Hacker
FEBRUARY 12, 2020
Inside sales jobs are growing at a staggering rate, and it’s not hard to see why. Most companies offer uncapped commissions for their inside sales positions. Almost any lifestyle you can imagine for yourself is possible with an inside sales role. First, let’s look at what inside sales is.
Inside Sales 95
95 
How workflow automation can make inside sales teams more productive
Close.io
MARCH 11, 2020
As an inside sales rep, we want ourselves to close all deals and build connections with prospects. Workflow automation as a sales opportunity has been talked about since 1989. Back then, most sales were done over the phone, and while that's still a prominent avenue—email has soared to the top as a channel for sales as well.
Inside Sales 80
80 
Top 13 Inside Sales Management and Automation Tools for B2B SaaS
Pipeliner
AUGUST 20, 2021
It’s generally one of the best platforms, which combines a CRM system with email as part of a marketing automation platform. ActiveCampaign includes solutions to improve the effectiveness of sales, marketing, and support services. Customers in your CRM system can be tagged. Inbuilt CRM with individual client profiles.
Inside Sales 98
98 
CRM Hijacks Customer Experience Strategy
Tony Hughes
NOVEMBER 4, 2018
In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. But CRM software quickly emerged as a burning issue and I made the comment that some research states 70% of CRM software implementations fail.
CRM 82
82 
12 inside sales skills you need to master to be a top-performing rep
Close.io
JANUARY 14, 2019
If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role.
Inside Sales 108
108 
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 
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. 2. Hubspot Sales Blog.
Top of Funnel 206
206 
Don’t Just.
A Sales Guy
JUNE 21, 2012
hire a two new sales reps. redo the sales process. change the sales strategy. implement a new CRM. promote a new sales manager. create a sales operations function. establish and inside sales team. build an outside sales team. develop a channel strategy. You can’t just.
Hiring 118
118 
Inside Sales Challenges and Solutions (video)
Pipeliner
SEPTEMBER 30, 2024
In a recent episode of the Expert Insight Interview, host John Golden sat down with Glenn Sandifer , the Senior Director of Securitas Technology US, to discuss the evolving landscape of inside sales. Understanding Inside Sales John Golden begins the conversation by asking Glenn Sandifer to define what an inside sales team is.
Inside Sales 52
52 Sales productivity – it’s the time, stupid
Sales Training Connection
MAY 12, 2014
Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . They purchase CRM systems and commit time to working with Marketing to achieve better coordination. Adding Channels. Increasingly companies are moving to multiple channels.
Top of Funnel 112
112 
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?
Is Anyone Leading Lead Management?
Pointclear
JUNE 15, 2016
A dozen or more internal departments (a more detailed list here ): Sales Department. Sales Operations. Inside Sales. CRM Management (grading of the inquiry). Two major departments compete on rules establishment and daily management (sales and marketing). International Channel Management.
Lead Management 145
145 Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14
SBI
OCTOBER 1, 2014
Integrate your CRM, webinar management and more, most with one click. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Sales reps can use DocuSign right from within Salesforce CRM. Fantasy Sales Team. CRM Solutions for your Enterprise.
Vendor 139
139 
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).
Intent Data 139
139 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. 2. Hubspot Sales Blog.
Top of Funnel 170
170 
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. Before this year, there was already a clear split in sales models. Offices have gone virtual. Instead, it was how teams used the tools that made the difference.
Hubspot 126
126 The 2019 SalesTech Landscape: What’s Hot and What’s Not Today
Sales Hacker
MAY 30, 2019
This hardship, combined with the CRM transition to the cloud and the rise of digital selling, has created a mini gold rush for sales software fueled by abundant VC money. I was expecting bolder moves from the large CRM players after SAP purchased CallidusCloud in January 2018. The influx of new entrants is not stopping.
Scale 111
111 
The Future Of Lead Generation
MarketJoy
AUGUST 6, 2020
However, in the last decade Google Adwords, mobile-readiness, landing pages, web forms, and the marriage between sales and marketing has become table stakes for effective lead generation. Inside sales and remote sales teams have continued to rise to just under 30% of the universal salesforce, according to 2017 research from InsideSales.com.
Lead Generation 105
105 
B2B Inside Sales Vs Outside Sales | With Pros and Cons
SendBuzz
APRIL 25, 2023
Are you unsure which sales team to focus on to drive your business’s sales? B2B Inside sales? Or Outside sales? Well, deciding between inside sales and outside sales can be tricky for businesses. So, read on to discover which sales strategy is the most suitable for your company’s growth.
‘You’ve got mail’ – 3 tips for more effective email in selling
Velocify
MAY 16, 2013
Our research shows that sales prospects who receive an email have a 16 percent greater chance of being contacted by phone than those that don’t. And surprisingly, our research has found that roughly 40 percent of prospects who offered up an email address never received communication from a sales rep via this channel.
Leads360 90
90 
12 inside sales skills you need to master to be a top-performing rep
Close.io
JANUARY 14, 2019
If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Many of these sales skills can be relatively quickly learned and cultivated through self-education and a relentless dedication to bettering yourself in your sales role.
Inside Sales 71
71 
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.
The Difference Between Inside and Outside Sales, Explained
Crunchbase
JUNE 21, 2022
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. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is inside sales?
The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why
Hubspot Sales
AUGUST 8, 2019
Channel Sales Metrics. These metrics will help you optimize your channel sales strategy. Percentage of reps applying sales training six months out. Average level of satisfaction with sales training. Percentage of reps using the CRM. Sales KPIs by Team Type. Inside Sales KPIs.
The Power of AI in Sales & 5 Ways You Can Use It
Hubspot Sales
FEBRUARY 8, 2023
Interacting with humans intelligently.The Need for Artificial Intelligence in Sales The Need for Artificial Intelligence in Sales An estimated 33% of an inside sales rep’s time is spent actively selling. Artificial intelligence presents a compelling opportunity to improve this stat and level up your sales operation.
Forecasting 133
133 
The keys to maintaining a great culture within a remote sales team
Close.io
JUNE 20, 2018
Prospective inside sales reps should know exactly what their responsibilities and objectives will be so that if they’re hired, they’ll fit seamlessly into the team. Create a process-driven sales culture. There are a lot of moving parts associated with every project, initiative, and account your remote sales team handles.
Hiring 127
127 
Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation
SBI
NOVEMBER 14, 2019
VLAD: Digital transformation is a vast topic, but let’s narrow it down to the areas most relevant for sales organizations. Make sure your CRM data lake is full and that it doesn’t “go stale” but you are actually using it to its full potential. Streamline your sales processes. Improve sales content. Let’s talk money.
Sales Process 100
100 How CPQ Helps B2B eCommerce Businesses Close More Deals Faster
Cincom Smart Selling
MARCH 20, 2025
Identify critical business challenges and ensure that the CPQ solution aligns with your eCommerce platform , ERP, and CRM. Compatibility with ERP and CRM systems like Microsoft Dynamics or SAP is crucial for seamless data synchronization. Shopify, Magento, Salesforce Commerce Cloud).
B2B 48
48 Are You Maximizing the Yield of All Leads that Enter Your Funnel?
InsightSquared
JANUARY 23, 2019
Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. Our friends over at RingDNA agree and wrote this awesome blog post about the importance of call disposition for inside sales teams.
15 Essential Blog Posts About Sales Productivity
Zoominfo
FEBRUARY 14, 2018
Buyers want all this whenever and wherever they please, across channels and devices. 13 Sales Productivity Lessons from the Experts. If you’re a regular reader of the ZoomInfo blog, you’ve seen quite a bit about sales and marketing productivity in the last few weeks. Continue reading. You’re not alone.
B2B 176
176 
The complete guide to increasing the value of SaaS sales via workflow automation
Salesmate
MAY 13, 2021
Field sales dominate companies with median deals of over $50,000, while inside sales strategies were the most popular among companies with $1,000-$25,000 median deal sizes. It’s critical to be able to follow up with potential leads across multiple channels. Leverage a CRM that has all contacts in one place.
Lead Scoring 97
97 
Let's personalize your content