With the American Association of Inside Sales Professionals (AA-ISP), a viable inside sales industry association in place for five years, inside sales is an industry rapidly maturing.
FORBES: What is Inside Sales? The Definition of Inside Sales
To reach those customers, WhiteHat uses a mix of channel partners, enterprise sales, and so-called inside sales people.
Inside sales has been the high-growth area of sales and lead generation since the market crash of 2008 when companies scaled back travel and high cost positions in favor of a new generation of sales people, a high velocity business model, and leveraged affordable technology that companies rent instead of buy.
FORBES: Latest Inside Sales Research Shows it's All About the Leads
The torrid growth set off a tug-of-war inside MCI: The sales side pursued resellers with alacrity, but the finance side worried about the resellers' ability to pay their bills.
The membership of The American Association of Inside Sales Professionals ( AA-ISP) boasts companies like IBM, ADP, 3M, Abbot, Cisco, Dupont, EMC, FedEx, Hershey, HON Company, Level 3, LexisNexis, McGraw-Hill, McKesson, Oracle, Pfizer, and salesforce.com to mention a few.
FORBES: Latest Inside Sales Research Shows it's All About the Leads
In fact, the inside sales industry has proven to be counter-recessionary, growing more when the economy struggles.
FORBES: Latest Inside Sales Research Shows it's All About the Leads
It also represents much more: accretive revenues, competitive differentiation, early mover advantages, the ability to monetize existing audiences, and a huge step towards hyper-local sales with the utilization of established inside and outside sales forces.
Meraki combines a high-velocity software development methodology with a tightly linked inside sales and channel model that will form the new Cloud Networking Group.
She is the author of 3 books, and co-author of 1, on various aspects of building an inside sales organization, both within the US and abroad.
FORBES: 5 Disruptive Essentials of a High Velocity Sales Model
She is co-author of Sales 2.0 and a frequent speaker on inside sales practices and technology topics.
FORBES: 5 Disruptive Essentials of a High Velocity Sales Model
But now even large, enterprise-class businesses have crossed the Geoffrey Moore chasm to bet on inside sales in greater numbers than ever before.
FORBES: Latest Inside Sales Research Shows it's All About the Leads
Inside sales is far more efficient and more effective at creating revenue in small and mid-size businesses over the phone and through the internet.
FORBES: Latest Inside Sales Research Shows it's All About the Leads
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