Best Practice Report

Inside Sales Vs. Field Sales: How To Optimize The Mix

December 6th, 2018

Summary

Changes in B2B buying behavior and advances in sales technologies have presented an opportunity for inside sales teams to expand their role to handle more-complex buying scenarios. Forward-thinking chief sales officers (CSOs) are capitalizing on these trends and realizing the power and flexibility offered by applying quota-carrying inside sales beyond the traditional small and medium-sized business (SMB) market segment. In this report, we discuss why sales leaders who have relied primarily on a field sales organization should be utilizing inside sales as a cost-efficient alternative to closing business.

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