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Inside Sales: Rethinking In-house Teleprospecting

Teleprospecting to fairly high level enterprise B2B targets is best outsourced to a professional firm that understands the process. If your inside sales team is focused on this kind of activity, it may be time to rethink the strategy.

Outbounders vs. Inbounders

I recently had the honor and privilege to serve as a job reference for a former sales employee. A few years ago I hired this talented young man as an inside sales representative, and made it clear to him up front that it was our (his and mine) goal to grow him into a full-fledge enterprise sales representative. The look in his eyes told me everything I needed to know--that was all the motivation he needed. Within 18 months he had his own territory and we had retained a valuable sales employee.