B2B sales acceleration is all about closing more deals faster. When people think about speed, technology often comes to mind. There are, of course, many technologies that accelerate sales, but there’s one that you may not have considered.
According to an article in Forbes by Ken Krogue, one of the keys to sales acceleration is to pick up the phone. While new, shiny tools are exciting to marketing leaders, in the end, what’s most important is increased sales.
It turns out that to help buyers buy, which is what you have to do to sell faster, you actually have to talk to them. What’s interesting, however, is that you don’t need to have a face-to-face conversation. This isn’t just speculation. Research proves it.
The Data Tells the Story
InsideSales.com showed that on average inside sales teams close deals in 69 days while outside sales take 144 days.
A little math is in order. Inside sales programs slash the sales cycle by more than 50 percent!
Why is inside sales so much more efficient?