In a recent episode of the Expert Insight Interview, host John Golden sat down with Glenn Sandifer, the Senior Director of Securitas Technology US, to discuss the evolving landscape of inside sales. With over 20 years of experience in the industry, Glenn shared his expertise on the challenges faced by inside sales teams, the essential skills required for success, and the critical importance of maintaining human connections in an increasingly digital world. This blog post delves into the key takeaways from their conversation, offering actionable advice and thorough explanations to guide inside sales professionals and leaders.
Understanding Inside Sales
John Golden begins the conversation by asking Glenn Sandifer to define what an inside sales team is. Glenn explains that traditionally, inside sales teams focus on qualifying prospects for outside sales representatives. In the context of Software as a Service (SaaS), this often involves Sales Development Representatives (SDRs) or Business Development Representatives (BDRs) who handle …