Forbes and Harvard Business Review on the SaaS model and Inside Sales

January 4, 2014

Here’s a couple of go-to reads about the SaaS delivery model and how it influences business models. Enjoy!

 

The trend that is changing sales models. 

 

“There are three key factors that determine whether a sales organization will utilize a field or inside sales model. They are the sales organization’s stage of development, the complexity of the products that are sold, and to a lesser extent, the sales leader’s perception of inside and outside sales model effectiveness.”

 

“Customers are smarter and information is not only easier to find, but available in greater detail than ever before. In addition, technology has become a way of life and completely disrupted the buying process." 

 

What is (and is not) inside sales.

 

Inside sales is not telemarketing. Inside sales is just…sales. This article also references Salesforce’s telesales to field sales path in Benioff's Behind the Cloud book.

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