It’s projected that, by year’s end, about 800,000 additional companies will have begun working towards building active B2B inside sales teams. This is according to a study from Northwestern University’s Kellogg School of Management. So where’s your business now in terms of building your marketing team? Let’s just hope it’s moving toward that direction as we speak or else, your organization stands to lose a lot of opportunities and more.
B2B inside sales combines the telephone and the digital media channels to generate and nurture business leads as well as to set appointments and even close deals. The ideal inside sales operations consist of two groups: one which handles targeted outbound telemarketing with warm or cold contacts in mind and another responsible for responding to inbound inquiries or actions from web-generated leads. You can always outsource part of or your entire marketing needs if you find it impractical to carry out in-house.
But whatever dispositions you may have about working with inside sales teams, you should consider these facts and figures in deciding how you’ll deal with it in the future.