The Trend Changing the Sales Landscape

Author: Steve W. Martin, Founder, Heavy Hitter Sales (& Coauthor Jorge Jeffrey, Director of Research & Analytics, Velocify)
Posted: August 31st, 2015
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Overview

Over the past several years, there has been strong anecdotal evidence to suggest that many sales organizations are increasing the size of their inside sales teams at the expense of their field sales organizations. Velocify commissioned Steve W. Martin, noted sales expert, college professor and contributor to Harvard Business Review to learn how extensive the migration is to inside sales and the reasons organizations are making the move.

In "The Trend Changing the Sales Landscape" whitepaper, you will learn:

"¢ The magnitude of the shift to inside sales
"¢ Factors driving the shift
"¢ Most common challenges faced by sales leaders and how different sales models can help overcome those challenges
"¢ Potential obstacles to successfully starting a new inside sales team

Steve W. Martin is the author of the Heavy Hitter Sales Series. Expert on Sales Linguistics and the Psychology of Complex Enterprise Sales

Categories

Sales Research, Sales Tips

Keywords

Field, Social Media, Market Area, Product Knowledge, References, Studies, Databases, Tricks, Methods, Best Practices, Pipelines, Organization

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