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This is a mega trend. Inside sales is not going away. In fact, in it's accelerating. As you think about it, at a minimum, customer support costs and the economics of scales for inside sales are compelling. However, what's happening is the buyers are becoming more and more open to purchasing products and services through inside sales, even though they don't care it's a less expensive or more expensive sales channel. This is all about how customers and prospects feel.

So, what companies need to do is make sure they're continuously testing their buyers and users to ensure they value a field sales resource as much or as little as an inside resource. Lastly, are they willing to pay for an expensive outside resource? If you're creating friction, keep pushing to the inside.

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