/ Resources We’re All Inside Sales Now: Flipping the Script on Sales Team Development Guest: Bob Perkins The handwriting’s been on the wall for a while. We’re all in inside sales now. Probably 10% of account executives are going back to the office after this pandemic’s over. Everyone else is selling virtually. So sales team development has to adapt accordingly, too. On this episode of Mental Selling, I spoke with Bob Perkins, Founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP), about the impact and future of remote sales teams, creating the sales leaders of tomorrow, and much more. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions Listen on Apple Podcasts, Google Podcasts, Spotify, SoundCloud, iHeartRadio, Stitcher or wherever you get your podcasts as we discuss:– Remote work—will salespeople want to come back to the office?– How to more efficiently use sales enablement technologies– Hunters vs farmers—how do you measure responsibilities?– Retention & developing the next generation of sales leaders– Encouraging internal sales team development via prioritizing sales coaching The sales enablement technologies are there, and companies are eager to use them. That said, these tech tools alone can’t solve customer problems. Technology and sales enablement tools have to improve efficiency and customer conversations. The tools you use need to help- not hinder- the experience for both salespeople and customers. Let’s guard our sellers against technology overload and make sure our tools add value and efficiency and productivity. The best of the best selling happens when there is trust. Let’s slow things down a bit. We don’t have to race to turn every demo into a sale. Slow down. Dig deep. Find the real issues. Advise. Teach. Coach. Be there for your customers. That’s the type of inside salespeople we all want to do business with. Shape Copy “We need (sales) leaders out there that take a stand, get out a stopwatch, and start researching and looking deep into efficiency and productivity.” -Bob Perkins Shape Copy “We still have (sales) leaders that want to tell, leaders that want to talk, instead of guiding a sales rep to their own discovery.” -Bob Perkins Related Links: AA-ISP website Follow Bob Perkins on Twitter or LinkedIn Are Data and Technology Actually Hindering Inside Sales Teams? (blog post) Is Digitizing Sales Losing the Human Touch? (article) Inside Sales Studio Share This Post: Related Episodes The Neuroscience of Sales Influence with Chuck Karvelas Guest: Chuck Karvelas In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 111 June 12, 2025 30:16 Leading With Character and Purpose with Brett Shively, CEO of Integrity Solutions Guest: Brett Shively In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 110 May 29, 2025 Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group Guest: Derek Roberts In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 109 May 15, 2025 38:01 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association Guest: Duncan Taylor In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 108 May 1, 2025 32:44