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For B2B Marketing Professionals

B2B Inside Sales: "Inside Or Out?" — That Is The Question

Why More B2B Companies Are Outsourcing Early-Stage Selling Activities

January 6, 2016

Primary author headshot


  • By Mary Shea
  • with Peter O'Neill,
  • Shanta Samlal-Fadelle,
  • Jacob Milender,
  • Kara Hartig

Why Read This Report

As business-to-business (B2B) companies better align the buyer's and seller's journey, inside sales teams will play a more prominent role in the buyer's engagement process while simultaneously enabling more profitable sales for their firms. As demand increases for these less expensive and agile resources a wide range of service providers are positioned to supplement the inside sales function. This report looks at when and why to consider an outsourced partnership, highlights top players in the space and identifies best practices for maximizing program results.

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Table of Contents

  • The Changing Role Of Inside Sales
  • From Cold Calling To Intelligent Outreach
  • Inside, Outside, Or Hybrid Approaches
  • When To Consider Outsourcing
  • Service Provider Overview
  • Best Practices For Maximizing Results
  • Recommendations

  • Amp Up The Pipeline With Partnerships
  • Supplemental Material
  • Related Research Documents

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