How to Lower Your Cost-of-Sale: Leverage New Sales Automation Technologies and the Inside Sales Model

With the advent of remote communications technologies, the inside sales model is slowly pushing the outside sales model off to the side of the stage. Inside sales is the practice of using modern computer tools and technologies to accomplish the same end goal as was accomplished by face-to-face meetings, but without all the associated T&E costs. Traditionally, sales people had little to do with technology unless the product being sold was a computer. Managing and tracking contacts and sales tasks was a very manual process, typically handled on spreadsheets and Word docs residing on the computer of each individual sales rep. A day in the life: a sales person would look at their CRM for schedule tasks, click to the appropriate contact record in their CRM, pick up the phone and dial, with the goal of setting an appointment. To progress the sell, they would have to knock on a door to demonstrate their  product. This type of sales model is typically called “outside sales”. Today, the outside sales model makes sense when a product or sales cycle is extremely complex, typically involves multiple decision makers, and the value of the close is high. An inside sales model makes sense when the value of the close is lower, and the company needs to find ways to increase their margins. Many software-as-a-service (SaaS) companies have migrated to a combination model...

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