Outbound sales primarily use outbound engagement by proactively contacting prospects in person. The inside sales force uses both inbound and outbound techniques to generate leads. More complex decision-making processes.Outside sales reps have longer sales cycles because they are often closing high-ticket deals. Inside sales generally have shorter sales cycles because of their ability to engage with prospects remotely, leveraging tools like phone calls, emails, and virtual demos.Īdditionally, inside sales teams often sell products or services that require less decision-making involvement, have lower complexity, and cater to a more transactional nature of sales. Their KPIs are designed to measure the effectiveness of their networking, conversion rates from opportunities to closed deals, and the impact of events or face-to-face interactions on the sales pipeline. Their KPIs are designed to account for the efficiency of their outreach methods, the quality of leads generated, and the overall revenue generated from those leads. Both techniques are effective for sales enablement and business development. Outside sales use relationship building because they need to meet people in real-time. Inside sales uses a consultative selling because they deal more with inbound leads than outbound. They can use phone calls to remotely book appointments too and often meet prospects onsite too. Outside sales do most of their selling in-person. The inside salesperson operates from inside the office using remote outreach and engagement channels such as emails, phone calls, LinkedIn DMs, webinars, etc Related: 15 B2B Sales Skills to Win in Brutal Selling Conditions Goals:Īn inside salesperson and outside sales rep share the similar goal of helping companies generate revenue by bringing in new customers.

Brick rigs demo online