Garth profiles the perfect inside sales person. I would ask you to consider these points when you consider outsourcing your early stage lead generation to an experienced lead generation company such as Call Center Services.
Top of the funnel tasks (like contact verification) can be offshored.
Wrong. ... The days of someone named “Mike Smith” with a thick Indian
accent asking questions about anything other than where to buy your
product are unwelcome in today’s BtoB world.
Inside sales is for entry level employees.
Wrong ...With all the information
available on the web, your first contact with a potential customer has
to be from a person very familiar with the market, the prospect’s
company, the seller’s product, etc., or the target simply will not
engage.
Lead generation is simply the first stop on a path to outside sales.
Wrong... That’s great if you want to run a glorified temp agency with turnover
like an LA Starbucks.
Young professionals make the best salespeople.
Wrong... See 2 and 3, and factor in that older people have a better sense of
what they want to be when they grow up (which seems to be around 40
years old now).
Teams have to be on premise.
Every sales manager, particularly ones that follow the above myths (as
well as Jigsaw), think that there needs to be a “bullpen” at your
office so you can “crack the whip” on your inside teams. Again,
particularly in the case of the consultants, there is consensus that
quality people make up their own motivation.
Check out Garth's World
Posted by David Belanger at 1:29 PM - Categories: Inside Sales Trends | Channel Sales Trends
