Inside Sales 101 frames modern B2B selling as digital-first: buyers prefer remote interactions (70–80%, McKinsey), and inside sales delivers 46% higher ROI, >400% conversion lifts with automation, and ~55% of total sales for many firms—growing ~300% faster than field sales. Defined as closing deals remotely via phone/video/email, it’s cost-efficient (HBR: 40–90% lower costs) with shorter cycles and better lead quality. Core roles: SDR (source/qualify), AE (close), CSM (retain/upsell), Manager (coach/optimize). Process: lead gen → scoring → qualification → tailored pitch → follow-up → close. Compared with outside sales, it scales faster, relies on CRM/analytics, and suits SaaS/standardized offers. The guide ends with Hunt Grow Consulting’s services—goal-setting, process design, training, and IT/B2B lead gen support.

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