According to a recent study by SKKU, MIT and InfoUSA, inside sales is growing 15 times faster than traditional face to face sales. Forbes contributor Ken Krogue describes the trend. Even “outside” or field sales spends nearly 50% of their time “inside”. What’s driving this? New tools for cloud-based CRM, Social Media, presence, and virtual meetings, among others. And with mobile tablets and a growing variety of apps, it’s easier to transition from inside to outside and back for meetings.
Most important of all, is that you need to throw away the old scripted scenarios. Today’s inside sales are professionals who leverage their tools and training to understand the needs of their complex prospects.
For more, I recommend following Ken Krogue’s blog.