What Is Inside Sales? - YouTube

- Inside sales has become more and more popular,

especially with everything going on in the world now.

People are finally discovering that actually,

you don't have to meet someone in person.

You can actually do everything online, remotely,

and even from the comfort of your own home,

as long as you got a computer and a phone.

So in this video,

I'm gonna show you exactly what inside sales is,

how it works, the different mechanics of it,

and what the difference is

between working inside sales and going to an office

versus inside sales, working from home.

(soft music)

What's going on everybody it's Patrick Dang here,

before we go ahead and get started

make sure to give this video a like,

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if you wanna see more sales videos like this.

Now, the first thing we gotta do

is we wanna first define what inside sales is.

So, the definition we are gonna use

is inside sales is the B2B sales role

where a person is selling a product or service

remotely through the phone, email,

and other online channels.

Pretty much anything using the internet.

Now, when I first started my career at Oracle,

technically I started out as an inside sales rep.

Now, important distinction to understand

is that you can be an inside sales rep working at a company,

going into the office every day,

and that would be considered inside sales.

And the reason is because you are actually selling

mostly remotely, but you are required to go to an office.

So, most of the time when I was at Oracle,

I would be on my computer in the office every single day,

on the phone or writing emails

and trying to sell my products and services.

And if it was an important client

where we really wanted to meet them in person,

occasionally we would fly out to the company

we wanna work at and maybe pitch our product and service

in a formal demo and presentation,

but for the most part,

most of the selling happened remotely.

Now, the other end of the spectrum,

where instead of going to the office every day

and selling remotely,

some companies may allow you to sell

from the comfort of your own home.

If they feel that you don't need the in-person training

with everybody in the office.

And that culture that comes with that,

if you know what you're doing

and you wanna work from home,

there are also roles where you're an inside sales person,

but you take all your calls and do all your meetings

from anywhere you want, as long as you have internet.

So, now that we understand exactly what inside sales is,

in the two different ways it can work,

then let's go ahead and put that side by side

with outside sales, or also known as field sales.

So, for an outside sales job,

that's primarily a sales job

where you're constantly on the road,

or you're constantly outside,

prospecting, looking for customers and closing deals.

So, an example would be, let's say,

if you are a real estate agent

and how you get your customers is you go door to door,

knocking on everyone's door,

asking if they want to sell their home,

or if they want to buy a home.

And you knock on a hundred doors,

maybe one person says they actually are looking

to sell their home,

Then there you got a prospect right there.

So, in that situation, a lot of it is outside.

You're literally outside of an office

going to your customer and meeting face to face.

This could be true for any type

of where you're going door to door,

selling, let's say a vacuum or car detailing,

or pretty much anything that you can sell door to door,

that would be outside sales or going company to company,

and maybe you're bringing along product samples

and things like that.

And you're showing the person exactly what you got,

and you wanna see whether or not they wanna buy.

That would also be field sales as well.

Now, when it comes to payment,

both outside sales and inside sales can pay well,

if you do well in either job, that's right,

because for sales, the more you sell,

the more money that you actually make.

But obviously when it comes to which one's easier,

in terms of physical endurance,

obviously inside sales is a lot easier

because you're inside an air conditioned room

for the most part,

and you're sending emails and you're on the phone

and you don't have to physically do labor.

It's more about how mentally strong you are

and how good if you are at selling.

But for outside sales,

you have to be very good at selling obviously,

and you have to have the physical endurance

to go door to door, company to company,

and actually try to pitch your product or service.

So, which ones should you actually do?

Really just depends on which one is more of your style,

and which one you wanna do.

Do you wanna be out in the field,

talking to customers in person and going door to door,

or do you wanna be inside sending cold emails

and taking meetings over the phone?

Now next, when it comes to inside sales,

we're gonna be talking about that different type

of sales roles within inside sales.

So, sales is constantly evolving,

and there are different roles popping up

and it's becoming more and more specialized, right?

So, the main ones that you have to know

is basically sales development reps,

also known as business development reps,

and account executives and account managers.

These are gonna be the three

that typically you're gonna get the most exposure to

as a beginner salesperson.

Now, for a sales development rep

and business development rep,

you are inside,

let's say inside a office or you're working from home,

and all your job is,

is to find people that your company may wanna work with,

and you do outbound prospecting,

meaning you send these people cold email,

LinkedIn message, or you are cold calling, right?

And so that's gonna be the sales development side,

where you're just generating meetings.

Once you generate the meetings,

account executives are the people

that actually get on the meeting and close the deal.

So, these two specialized sales role

are very different, right?

One is more research based and just kinda,

you actually don't even have to be on the phone.

If you're not cold call,

you're just sending messages

to get someone to agree to a meeting,

an account executive is a whole different skillset

where you're on the phone,

you're listening the person's problem,

and you are selling and pitching your product or service.

An account manager, just to give you a quick summary,

is a person who handles the customer

after the deal is closed.

They renew the customer

and get that customer to spend more money.

All of these roles incredibly important for sure.

But you know, the main thing I wanted to let you guys know

is that all of these roles can also be done inside.

And a lot of companies, like let's say Oracle,

which I used to work at, or startups, Microsoft Salesforce,

they all have inside sales teams

and specialized roles for each of these categories.

And one of the big benefits

to actually learning these sales roles

or getting experience in them,

is that because once you get the hang of things

and you know how to deal with customers

and pretty much everything is already done remotely anyways,

it's just that you're going into the office every day.

With what's going on,

a lot of sales teams are actually moving remote,

where people are doing the exact same job

they were doing in the office,

except now they're doing it from home

because they realized that if you already know these skills

and it's more of a routine that you consistently improve,

you don't need to technically go into the office.

And that's kinda where the future is that,

once you learn the skills

and you understand the company culture,

you don't need to go to the office

as long as you're doing a good job.

So, my prediction moving forward in the future,

let's say like 2025 or 2030.

I personally think that a lot of sales jobs

that are traditionally inside sales,

where you go into the office every day,

it's gonna change,

and it's gonna be like,

there are certain people that go into the office every day

and that's gonna be that,

but there are gonna be a lot more people

who learn from the office, get the culture,

and then they're just gonna work from home.

And as long as they're happy,

they're doing good work

and they're doing just as good work

or if not better than they would if they went to the office,

there's really no need for an office,

and that actually helps a company a lot more

because it lowers their overhead.

They don't have to rent such a big office space

if they know that people are willing to work

from the comfort of their own homes.

And obviously for you, if you are a salesperson,

you're probably thinking like, yeah,

that actually would be nice if you can just work from home

because you can just be comfortable

and work on your own time,

and as long as you get the work done,

it doesn't actually matter.

So, that is everything we have to cover

when it comes to inside sales.

Lemme know in the comments

if you also feel like in the future,

a lot of these jobs

where you have to traditionally go into the office

are just gonna be completely remote,

and everyone's gonna work from home.

Lemme know if you have that prediction as well.

And if you enjoyed this video,

make sure to give it a Like, Subscribe

and turn on notifications,

because I'm gonna be dropping new videos

every single week.

And if you wanna learn more about sales

and high ticket closing, or even remote sales,

make sure you check out my other videos.

So that said, my name is Patrick Dang.

Hope you guys crush it in your sales career.

And I'm gonna see you guys in the next one.