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What did Inside Sales do right in 2010?
This question is part of the Focus Inside Sales Roundtable "Bigger, Better, Faster: Inside Sales in 2011" on February 1st, 2011.
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- Dos and Don'ts of Small Business Marketing May 29 @ 11 am PT
- Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
- The Tricks to Paid Media June 6 @ 11 am PT
- Display Advertising for Brand Awareness June 20 @ 11 am PT
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1 Answer
One of most important things companies did last year was understand that generic doesn’t work anymore. They’ve had major success taking Inside Sales roles down the path of specialization. Quite a number of organizations, regardless of size, have segmented Inside Sales roles based on very specific activities and objectives. For example, many have transitioned to hunter and farmer roles or separated lead generation & qualification from quota carrying responsibilities. 2010 was the year of specialization. It makes sense - and it’s working.
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