Innovation Insights

The B2B Business Growth Blog

Innovation Insights explores the impact of new and emerging concepts in sales, marketing, strategy and leadership for CEOs of growth-driven business-to-business companies.

When All Sales Is Inside Sales: The B2B CEO's Guide to Building an Effective Inside Sales Strategy

The world of sales has been turned upside down by the COVID-19 crisis and sales professionals across the United States have found their efforts stymied, thrown into disarray or just outright derailed, as the traditional activities associated with many B2B sales processes have been held hostage to the global pandemic. As a result, many CEOs are asking themselves how to restart the growth engine, redirect their sales teams and rethink their approach to revenue generation.

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Tags: sales process, marketing strategy, b2b, sales strategy, business growth strategy, Inside Sales Strategy, Inside Sales Team, inside sales

Building an Effective Inside Sales Strategy: Defining Your Process

Inside sales is a process-focused discipline. Whereas outside sales teams have historically been provided with wide latitude to allocate their time, expenses and energies as they see fit, inside sales teams, in contrast, have been tightly managed in order to drive newfound leads to their outside sales counterparts as rapidly as possible.

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Tags: sales process, marketing strategy, b2b, sales strategy, business growth strategy, Cold Calling, Inside Sales Strategy, Inside Sales Team, inside sales

Building An Effective Inside Sales Strategy: Training Your Team

If there was ever any doubt about the essential role of inside sales in business growth and profitability, several months of unprecedented reliance on contactless meeting and transaction modalities has shown B2B business owners exactly how critical inside sales is—and exactly how powerful a well-developed inside sales playbook can be in fueling success. A high-performing inside sales strategy requires assembling the right team and equipping them with the technology and tools to implement the techniques involved with lead generation and new business acquisition. However, no inside sales playbook is complete without a strategy in place for training your team.

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Tags: sales training, sales strategy, b2b business growth, business growth strategy, Inside Sales Team, Training, Team, business model

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