Inside Sales

Selling remotely by phone, email, and video rather than in person. Reps close mid-sized deals without travelling to the customer.

When you'd see it: Mid-market and SMB sales motions. Inside sales sits between self-serve and field sales on the GTM spectrum.

Why it matters: Inside sales is far cheaper per rep than field sales and far more hands-on than self-serve, which makes it the right motion for deals too big to close themselves but too small to fly out for.