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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