Software-as-a-Service is currently a multi-billion pound industry and will continue to grow at an enormous rate. And, although around 40% of technology companies say they are planning to increase their Inside Sales headcount by the end of 2016, the sales life-cycle itself is changing.
With the advancement of lead generation and marketing automation technology taking off at a phenomenal rate, business’ across all industries are utilising online data as never before to qualifying and generate good and better quality leads. And whilst technology companies overall are still looking to increase their headcount over the coming 12 months, only 10% of software sales within large technology companies will comprises of Inside Sales, compared to 40% at smaller companies and startups.
Below we take a look at how the sales life-cycle in general has changed over the past two decades, as it gives way to technology driven sales cycles: