Sales is (Becoming More of) an Inside Job

Posted by Kyle Heller on Wed, Jan 07, 2015

ZS_REALITY_WORKS_ISR_EXECUTIVE_SUMMARYAt a 2013 Inside Sales Virtual Summit, one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video. These tools are quickly catching on and overtaking face-to-face visits and traditional meetings, which are expensive and too time consuming for busy buyers. Inside sales will soon surpass field sales.” While that prediction was made a little more than a year ago, the market seems determined to make it a reality. In fact, a recent study by ZS and Reality Works Group, “Outside In: The Rise of the Inside Sales Team,” found that 40 percent of large technology companies plan to increase their inside sales headcount by 2016. So, what’s driving that desire to change?

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