inside sales
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How Significant is the Migration to Inside Sales?
- September 17, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Double Article Friday and the Death of All Selling Forever
- April 25, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is no doubt that selling has changed – a lot – but the marketers who most benefit from telling you that it has changed to the point where you should not sell anymore are simply trying to get you to buy their stuff!
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Is This an Example of Succeeding or Failing at Inside Sales?
- April 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s bad enough when companies move to the demo too quickly, but it doesn’t get any faster or more transactional than when they ask you if you’ve seen their demo with their very first question. But hey, give him a break. At least he asked a question instead of telling me he wanted me to see a demo…
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Is There a Lack of Clarity on the Current State of Selling?
- April 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Without question, the internet, inbound marketing, and social selling have replaced traditional sales – IN CERTAIN AREAS. But they are relatively small areas and most B2B sellers will NEVER, EVER find themselves in that situation.
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Are Inside Sales and Consultative Selling Mutually Exclusive?
- April 7, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In this discussion, we’ll focus on group #2, traditional inside sales, where salespeople field incoming calls from existing loyal customers, existing disloyal customers, and potential customers.
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Why Did The Move from Outside to Inside Sales Take So Long?
- December 9, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models.
Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren’t being replaced by the people in inside sales. That’s not what this is all about. Let’s quickly compare inside sales to outside sales.
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Has the Death of Selling Finally Arrived?
- September 23, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
eople in inbound marketing would have you believe that if you create the right content, get people to raise their hands, complete a form, and request something, then inbound marketers, formerly known as inside salespeople, can take it from there. If you are selling something in great demand (iPhone 5), really inexpensive (monthly subscription of $20 or less), significantly lower-priced than your competition (by 20% or more), or that people must have (wireless service), then you can easily replace salespeople with marketers.
However, there are 15 scenarios where you do need salespeople if you are selling something that:
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How Dell and Apple Use Customer Service as a Sales Force
- May 20, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written several articles about customer service and how quickly and easily they can passively sell your customers on defecting from your company and moving their business to a competitor. My favorite targets over the years have been Verizon, Dell and the airlines, but recently, my commercial insurance agent, and my accountant have accomplished this feat too. In this article, it’s Apple’s turn and just wait until you read this…
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