In today’s B2B world, it’s not just about making more calls or booking more meetings—it’s about making the right connections, at the right time, in the right way.
For sales and marketing leaders under pressure to increase pipeline and conversions, one question often comes up: Should we focus on inside sales or outside sales? And more importantly—which model delivers better ROI?
Let’s break it down.
Inside Sales Explained
Inside sales refers to selling that happens remotely. Think phone calls, video meetings, emails, and CRM activity—rather than face-to-face meetings. Inside sales teams are typically based in-house (or outsourced through a partner like Volkart May) and use technology to engage prospects.
Inside sales reps are ideal for:
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Qualifying leads quickly
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Handling large territories or high-volume outreach
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Nurturing long sales cycles with consistent touchpoints
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Cost-efficient prospecting and top-of-funnel activity
Why It Works:
- An inside sales tool can deliver an average ROI of 451%—yes, that’s nearly 4.5X your investment
- Combos of email + phone outreach convert 16% better than single-channel effort
Outside Sales Explained
Outside sales (also called field sales) is the more traditional model. These reps spend their time in the field—meeting prospects, attending conferences, hosting demos, and closing deals in person.
Outside sales reps are typically focused on:
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Building deep, high-value relationships
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Navigating complex deals and multiple stakeholders
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Finalizing contracts and negotiating in person
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Representing your brand at high-level meetings
Inside Sales vs. Outside Sales: Key Differences
| Feature | Inside Sales | Outside Sales |
|---|---|---|
| Work Location | Remote or office-based | In-person / in the field |
| Sales Cycle | Shorter, faster-paced | Longer, relationship-driven |
| Cost | Lower cost per rep | Higher cost (travel, time, salary) |
| Volume | High activity, high lead volume | Lower volume, high-value deals |
| Reach | Wide geographic coverage | Local or regional focus |
It’s not about either/or—it’s about the right combination.
When deployed strategically, inside sales drives ROI at the top of the funnel, while outside sales excels at closing complex deals. The magic happens when you align the two into a unified sales engine.
At Volkart May, we specialize in supporting inside sales programs that:
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Fill the pipeline so outside reps aren’t chasing cold leads
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Pre-qualify opportunities for faster conversion
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Increase sales team productivity without adding headcount
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Improve visibility with detailed lead data and reporting
A well-supported inside sales function pays off quickly—with measurable ROI across lead generation, appointment setting, and territory expansion.
Strategic Comparison
| Feature | Inside Sales | Outside Sales |
|---|---|---|
| Cost per call | ~$50 (call) | $215–$400 |
| ROI on tools | 451% average | N/A |
| Reach & volume | High volume, wide geographic scale | Localized, relationship-driven |
| Sales cycle focus | Qualification, early funnel stages | Closing and high-stakes negotiations |
When to Lean on Inside Sales
Here’s when it makes sense to invest in inside sales—or outsource it to a partner like us:
- Your outside reps are spread too thin to consistently prospect
- You need to warm up new markets or territories
- Your CRM is full of unworked leads
- You’ve invested in marketing, but follow-up is inconsistent
- You want more qualified conversations, not just more contacts
Outsourcing Inside Sales = High ROI
Businesses that outsource lead generation consistently outperform in-house teams.
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Outsourced programs deliver 43% better results than in-house campaigns
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When done right, B2B cold-calling can boost ROI by 40–50% compared to other channels
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Companies using outsourced lead-gen often see 37% higher conversion rates
At Volkart May, our clients enjoy ROI as high as 10:1 on their campaigns, thanks to our proven five-step process.
A Smarter Way to Scale Sales
Outsourced inside sales lets you scale faster, without the time, cost, and management of building an internal team. At Volkart May, we act as an extension of your brand—representing you professionally, personally, and persistently.
Our trained conversationalists focus on voice-to-voice outreach that cuts through the noise and creates real opportunities for your team to close.
If you’re ready to improve ROI without burning out your sales team, it’s time to rethink your sales model—and consider how inside sales can help.
Ready to Supercharge Your Sales Pipeline?
Let’s talk about how inside sales—and a strategic outreach partner—can help you generate more qualified leads and better ROI in 2025 and beyond.
Contact us to learn more.