The most important function of an inside sales team is to qualify and convert leads into sales. Essentially, its role is to weed out those prospects that are not suitable for your product or service and convert the ones that are into customers.

Current data supports that the cost of generating a lead is on the rise. The competition vying for that lead’s business is increasing, and the amount of effort a salesperson must put forth to convert a lead to a customer is greater than in the past. It is more important now than ever for inside sales teams to move forward with a core lead management philosophy and approach that enables a salesperson to reach prospects at the moment of interest, remain diligent in the follow-up process, be as productive as possible, and ensure that every lead is worked thoroughly and completely to achieve the best possible return on marketing dollars spent.

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