LeadGen -> Sales
Tharun Gogula
Senior Manager Demand Generation & Marketing | Software Quality Assurance Expert | New Age QA | Traditional QA | TAS
Inside Sales is all about getting good leads which can generate business. Somehow a successful inside sales team proportionally needs support from technical, presales & front end sales team.
Develop a sales process that will guide your day-to-day efforts.
This is critical. Once the lead is generated.
Keep a track - How often and how many times do your front end team follow up with the prospect?
What collateral do you use to build awareness and spark interest?
How will you know if your collateral is being viewed and interested is being created?
What constitutes a qualified opportunity and what happens after an opportunity is identified?
MOST companies struggle with this. It's critical to your success, regardless of how good your inside sales team is and regardless of how many qualified leads they generate.
Only an inside sales couldn't really convert any hot/warm lead. Support your team in all the possible ways to make use of your qualified funnel.