Sales category
Complete Guide to Inside Sales
Inside sales is defined by channel, not by deal size. Success comes from activity that is planned rather than random: a defined list, a call block, a sequence, and a way of recording what actually happened.
In short
Phone, email, and video | selling at volume without leaving the desk.
Building a working day
Two protected call blocks, one follow-up block, one admin block. Prospecting done in the gaps between meetings is prospecting that does not happen.
- Call block: dial, no research mid-block | research happens the day before.
- Sequence: multiple touches across call, email, and social over two weeks.
- Record the objection verbatim; patterns are the coaching material.
Cold calling that works
Open with permission, give the reason for the call in one sentence, ask a question about their current process, and aim for a next step rather than a sale. Most calls fail because the opener is a pitch.
Skills that matter
- Cold Calling
- Prospecting
- Lead Generation
- Follow-Up
- Discovery
Roles
- SDR / BDR
- AE
- Sales Manager
Resources for inside sales
All resourcesTool
Framework Finder
Answer seven questions and get the sales approach that fits your deal.
Guide
Getting Into B2B Sales
A complete guide to breaking into B2B sales: roles, path, skills, and a job-search plan.
Guide
Complete Guide to Inside Sales
What inside sales involves, the skills that matter, and the resources to use.
Framework
MEDDIC
The original qualification checklist for enterprise software.
Framework
BANT
Fast lead qualification for simple deals.
Framework
CHAMP
Qualification that starts with the challenge, not the budget.
Framework
SPICED
A revenue-team framework that links discovery to outcomes.
Framework
SPIN Selling
A question sequence that builds need in discovery.
Framework
Solution Selling
Diagnose the problem before you propose a product.
Questions people ask
How many touches before I stop?
Somewhere between eight and twelve across channels over two to three weeks, then move the contact to a long-term nurture rather than deleting them.
Other guides
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