The ultimate newsletter for outside sales professionals.
I’ve heard it so many times: outside sales is dying. People say things like “the costs related to outside sales is simply too much to justify” or “inside sales can do everything that outside sales can”: I strongly disagree. The facts don’t bear it out. Outside sales is still the larger segment of sales professionals and has been for some time. In reality, both inside sales and outside sales have weaknesses and they actually tend to compliment one another. Both provide a much-needed skill set, outside sales focusing on relationship building while inside sales has evolved to best pitch the product itself. Both can learn from one another and, as usual, there is a middle ground.
Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now? I’m not trying to make you feel bad, but my experience is that many sales reps have no clue where
It’s a new era, and outside sales teams face a wide array of challenges ranging from the prospecting stage to closing. Even after outside sales challenges like working on a team, maintaining…
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