Inside Sales is not the same as a call centre (that is a separate topic), but it is an evolution of that concept. It is standard across the B2B industry.

Inside Sales as opposed to Legacy Call Centre/Telesales

These learnings culminate from across a small number of global Inside Sales teams, the largest of which was 250 sellers big covering 6 global hubs. Success in setting up Inside Sales comes down to the following critical success factors:

• You have to know exactly what you are doing before you start
• This is about selling to the right people, the right product at the right time
• The last thing to be put in place are the salespeople
• Use salespeople to test the Inside Sales tools and approach before fully launching

How to set up Inside Sales?

01 -> Pick a Product

• Detailed product overview
• Understand what it does
• Understand who it is for

02 -> Understand the Customer

• Size of the market (and validate against # customers and estimate how quickly the leads will be exhausted)
• The turnover of the target customer profile
• The # employees of the target customer profile
• The locations of the target customer profile