Posts Tagged ‘Outside Sales’

HBR Article On The Move To Inside Sales

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Following in the theme of my last post, I ran across the results of a survey done by Harvard Business Review on the move from outside to inside sales. You can find it here.

The writers surveyed over a hundred companies in high tech and business services. Over fifty percent say they are moving from an outside (field) sales to an inside sales model.

I found a few of the other conclusions interesting.

Inside sales is the favourite among early growth stage companies – it’s cheaper to get your message over to more potential customers.

Field sales is more effective for complex sales with long sales cycles, and inside sales better for Cloud delivered standardized package sales.

Reasons for the movement from outside to inside sales models were thought to be:

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Are Outside Salespeople Quaking In Their Boots…

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First what is an outside salesperson. It must be the opposite of an inside salesperson, right?

Yes – according to Ken Drogue the expert in the field of inside sales:

http://www.forbes.com/sites/kenkrogue/2013/02/26/what-is-inside-sales-the-definition-of-inside-sales/

Ken says:

“The most pragmatic definition of Inside Sales is simple: inside sales is remote sales. It has been called virtual sales, professional sales done remotely, or one of my recent favorites “sales in the cloud.” Where outside sales or traditional field sales is done face-to-face.”

So, really the difference between “in- and out- side sales” is the amount of time you spend face to face with the customer.

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