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 Inside Sales Sales Process 
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.
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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.
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Are You Solving The Wrong Problem?
SBI Growth
NOVEMBER 3, 2012
As a VP of Sales you are asking these questions: How do I get the sales team to execute our sales process with more discipline? Should I invest more in Inside Sales because they are less expensive or will my customers reject the notion of a virtual resource? Should I replace my bottom 2 Managers?
Scale 282
282 The Ultimate Guide to Channel Sales
Hubspot Sales
JUNE 5, 2019
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 Definition of Channel Sales.
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Inside Sales Guide: Steps, Strategies & Benefits
SalesHandy
MAY 6, 2021
B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.
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How to Build a B2B Sales Team Structure
Zoominfo
AUGUST 12, 2020
Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Because of its focus on high-volume activity, process is the priority.
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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. Is it necessary to train sales reps on new skills?
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. Fewer and fewer sales reps are traveling to meet clients on a regular basis, ditching the briefcase and rolodex for a laptop and smartphone.
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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?
Pivotal 88
88 
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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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.
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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 is the process of finding tasks performed by a team and automating them with technology. Workflow automation as a sales opportunity has been talked about since 1989. Bill Gates.
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Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation
SBI
NOVEMBER 14, 2019
Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. Streamline your sales processes. Sales process is constantly evolving.
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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.
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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.
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What is Inside Sales? A Complete Overview
Mindtickle
APRIL 9, 2024
Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels. How is it different from outside sales?
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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.
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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.
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?
Don’t Just.
A Sales Guy
JUNE 21, 2012
hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. create a sales operations function. establish and inside sales team. build an outside sales team. create a team evaluation process. develop a channel strategy.
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4 Forever Changes Transforming B2B Revenue Activities
Sales and Marketing Management
DECEMBER 14, 2020
Sales training and enablement must become buyer enablement regardless of the channel and preferred buyer experience. All selling is inside selling. Before the pandemic 70% of B2B selling was already “inside selling.” Takeaway: ?Sales In some cases, companies that previously only had field.
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The Best Cold Calling Tip Is Stop Immediately (Do This Instead)
No More Cold Calling
JANUARY 24, 2019
That means sales reps spend a lot of time on the phone, getting absolutely nowhere. Worse yet, Inside Sales reports that sales reps can spend up to 40 percent of their time just looking for somebody to cold call. No wonder quota attainment and qualified lead generation continue to be problems for most sales organizations.
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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.
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170 2014 The Year of Execution and Strategy – Why Most Sales Organizations will be Chewed Up and Spit Out
A Sales Guy
DECEMBER 3, 2013
There is a massive influx of tools available to sales organizations. Insides sales is growing like mad. Social selling and social media are disrupting traditional engagement channels. The world of sales has changed dramatically from just 5 years ago AND it’s becoming increasingly more complex.
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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.
How to Build a B2B Sales Team Structure
Zoominfo
AUGUST 12, 2020
Inside Sales or Field Sales? (or Adoption of inside sales models has grown significantly in recent years. The idea is that sales reps prospect from central or remote locations, in a more structured environment. Because of its focus on high-volume activity, process is the priority.
B2B 100
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5 Ways to Improve Sales Efficiency
Hubspot Sales
APRIL 1, 2020
Why Sales Efficiency Matters. It's crucial to keep tabs on sales efficiency. The figure is one of the most straightforward, definitive metrics for understanding whether your sales processes, methodologies, and overall strategy are actually worthwhile. Let's assume all your sales reps hit their quota one quarter.
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.
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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.
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The Innovation Gray Space
Partners in Excellence
JUNE 28, 2022
Adapting practices our competitors leverage, improving our sales processes/methodologies. For example, moving from direct field sales to channel sales, or moving from direct field sales to inside sales. Customers we have never served but represent expansions of where we currently sell.
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Sales Automation: 210+ Tools to Turbocharge Your Sales Process
Sales Hacker
JULY 3, 2018
To help your team streamline, quicken, and generate as much value as you can from your sales process, you should consider adopting tools and technologies that match your business model, goals, and sales framework/methodology. Inside Sales. Sales Automation for Reps. Top Products. Accent Accelerate.
The Future of Sales: Predictions from the “Nostradamus's” of Selling
Hubspot Sales
MAY 3, 2018
“But, as technology automates more and more of the selling process, companies will start to rely on salespeople less and less. But, as AI is applied to the qualifying and presentation phases of the sales process, products will sell themselves.” At first, inside salespeople fed opportunities to outside salespeople.
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‘You’ve got mail’ – 3 tips for more effective email in selling
Velocify
MAY 16, 2013
Still, there are sales strategies from the email era that remain as effective today, and new selling insights that make email even more effective. 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.
Leads360 90
90 
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.
Hubspot 126
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Social Selling: How To Engage & Convert Leads Through Social Media
SalesHandy
JULY 5, 2021
The idea of engaging a lead over traditional channels like email and phone is quickly going stale as most salespeople have crowded towards them. Apart from this – working professionals, who make up for B2B buyers and users, tend to spend less time on these channels. All by focusing on one social channel of your choice.
Social Media 98
98 
Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14
SBI
OCTOBER 1, 2014
InsideView delivers the most accurate company and contact information, including business insights, and professional connections to increase sales and marketing productivity. Phone, email, SMS and other channels are the lifeblood of inside sales. Accelerate Sales Ramp Up. Find, engage and win more deals.
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Executive Interview with @ECalnan, CRO & Co-Founder of Seismic
SBI
JUNE 25, 2020
For companies’ sales and marketing teams, this could mean changing messaging, altering their inside sales strategy, or re-thinking the kinds of businesses they’re targeting. The B2B sales process has shifted significantly in recent years due to the amount of information and data available to both buyers and sellers.
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Sales Process vs Sales Techniques
The Brooks Group
JULY 16, 2013
What does this rather overused Chinese proverb have to do with sales process or sales techniques? Presuming, of course, that your company chooses the right sales process for your sales environment (inside sales vs. outside sales, direct sales vs. channel sales, etc.),
The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why
Hubspot Sales
AUGUST 8, 2019
Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. They help you understand what’s working and what’s not regarding your holistic sales process. Average length of sales cycle. Outreach Sales Metrics. Channel Sales Metrics. Sales KPIs by Team Type.
B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right
Sales Hacker
MARCH 22, 2018
I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Inside sales or field sales?
What is B2B sales? A top guide to business to business sales, process, strategy, and examples
PandaDoc
JUNE 11, 2024
From the benefits and types of B2B sales to key best practices, strategies, and more, let’s dive into the world of business-to-business selling. Key takeaways B2B sales models drive benefits like increased brand awareness, customer loyalty, reliable revenue, and higher average order value. What is B2B sales?
The Power of AI in Sales & 5 Ways You Can Use It
Hubspot Sales
FEBRUARY 8, 2023
If you're looking to level up your sales team’s performance, turn to artificial intelligence. Although only 37% of all sales organizations currently use AI in sales processes, more than half of high-performing sales organizations leverage AI. That doesn’t mean fully automating your sales jobs.
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133 
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 
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