An old new trend is emerging in a lot of tech and marketing companies, the inside telesales team. It is a great way to penetrate a broad geography or a specific vertical market. With the maturity of online materials and free conferencing tools like Skype, demonstration of your solution becomes a lot easier. Many times a prospect will be will to take a look online at a product, then want the deeper dive during an online demo. All this is great, but here are a few things to consider if you are headed this route
1) If you expect the inside model to increase sales velocity significantly, your product/solution must be very close to turn key.
2) It is critical that you have a no nonsense, easy to review, possibly click wrap contract
3) Finally, inside sales people are a different breed from traditional face to face reps, get someone who has experience in the role and has demonstrated success.
Good luck and give us a shout out if you need more information
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