‘Inside Selling: From Scripts to Insights’ – HubSpot
Linda Richardson says, “Inside selling was once the step child of a sales organization. It was associated with telemarketing and selling from scripts. In more complex B2B situations, inside salespeople aspired to be promoted to the elysian field of the outside sales force.
Today the role of the inside salesperson has radically changed, and so has its stature andwhat it takes to succeed in that role. Inside sellers must be equipped with the same skills as the face to face sales force. They must be able to engage a client, whether in inbound or outbound calls, within the first 60 seconds with an insight that says to clients “this person is worth my time.” Aberdeen Group reports that best-in-class companies are using inside sales to increase the quality and flow of leads to their closers”.
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