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Our popular What’s Out and What’s In 2004 Hot List is here with lots of fresh insights in the Inside Sales World. This past year was a dynamic one for the sales, service and support industries.

We start the New Year with a renewed sense of optimism and the courage to raise the bar on productivity- after all, we are well positioned to dream big this year. We predict a rapid deployment of technology, continued growth opportunities from an increasingly global workforce, and an emphasis on customer retention. Let’s check out more sales and service trends as well as pop culture trends.

What’s Out What’s In
Teamed Inside Sales Model Individual Quota-Bearing Inside Reps
Broad, Brush-Stroke Marketing Goals Very Narrow Focus
Expensive Sales Training that doesn’t demonstrate ROI Sales Training that demonstrates tangible increases in productivity, revenue and performance
Sales kick-offs in Bali Sales kick-offs in Vegas
Monster Trade Shows with giveaways and no good leads Highly targeted regional events which provide substance and cater to customers and prospects with true interest in products
Doing more with less Not complaining about doing more with less
PowerPoint Slides Hand-outs
Discounting and Providing Bland Incentives Stronger, creative negotiation tactics
Relying on Field Reps’ Rolodex of Contacts Targeted Lead Generation Teams
Building Headcount Just Because You received 4 new-hire reqs Retaining Top Talent You Don’t Want To Lose
Less importance on volume of new accounts Stronger customer mining and retention efforts on generating revenue with installed base and active customers
Lack of sufficient training without the infrastructure to support it Setting teams and managers up to succeed with the right systems, structure, and processes to track results
Meetings Desktop Productivity
SPAM Permission-based email marketing
A glut of unemployed talent Talent that went off and reinvented itself in completely unrelated fields
Holding off on IPO Going public in a skittish market
Snowboarding Kiteboarding
Hilton Sisters Olsen Twins
Mutual Funds Google IPO
Enormous Scarves Ugg Boots
Pit Bulls Border Collies & Poodles
Sitcoms Reality TV
Mini Cooper Scion XB
TV Shows Such as: Punked, Frazier, Friends, Survivor TIVO Rules
Jimmy Falon Jack Black
Bachelors Average Joes

Other Years’ Hot Lists:

  • 2014 Hot List
  • 2013 Hot List
  • 2012 Hot List
  • 2011 Hot List
  • 2010 Hot List
  • 2009 Hot List
  • 2008 Hot List
  • 2007 Hot List
  • 2006 Hot List
  • 2005 Hot List
  • 2004 Hot List
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Ready to Supercharge your Inside Sales Organization in 2020?

Check out the 20 Trends that will shape the future of sales in 2020

2020 Inside Sales Trend Report

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