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.
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.
Tags: sales process, marketing strategy, b2b, sales strategy, business growth strategy, Inside Sales Strategy, Inside Sales Team, inside sales
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.
Tags: sales process, marketing strategy, b2b, sales strategy, business growth strategy, Cold Calling, Inside Sales Strategy, Inside Sales Team, inside sales
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.
Tags: sales training, sales strategy, b2b business growth, business growth strategy, Inside Sales Team, Training, Team, business model
A strategically developed inside sales playbook has long been a critical component of success for B2B companies, and our evolving business landscape has made it even more so. Capitalizing on the agility and innovation needed to navigate the world of contactless sales, a purposefully structured inside sales team can leverage the process and techniques in your playbook for lead generation and business acquisition in changing circumstances and shifting geographies.
Tags: sales process, sales, lead generation, sales strategy, StrategyFirst, sales effectiveness
Due to its wide market reach, versatility, and capacity for high-volume lead generation, inside sales has been touted by business growth strategists as a valuable component of B2B revenue strategy for some time.
Tags: sales strategy, b2b business growth, business growth strategy, workforce development, operations
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