The rise of inside salesÂ explores the past, present and future of sales.Â According toÂ Sirius Decisions, 67% of the buyerâ€™s journey is now done digitally. That means that almost 70% of the purchase decision is made before prospects even initiate a meaningful conversation with sales. If you arenâ€™t providing value before that first interaction with the rep, then youâ€™re most likely not going to be a contender for your prospectâ€™s affection.
Salesvue, anÂ sales force automationÂ company, has produced the belowÂ infographic, The Rise of Inside Sales in 2015, that explores the past, present and future of sales. An executive from Salesvue suggests thatÂ â€œInside sales is quickly evolving based on prospect behavior and sales representatives need to adapt in order to win.â€
The infographic as shown above by Siruis Decisions describesÂ more insight into inside sales, which can be described as below:
– Inside sales is growing 300% faster than outside sales.
– According to the Harvard Business Review, cold calling does NOT work 90.9% of the time.
– Â Outbound leads are costing your company more and more because of the effort it takes to close them.
– Social selling will become common place.