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What did not work so well for Inside Sales in 2010?
This question is part of the Focus Inside Sales Roundtable "Bigger, Better, Faster: Inside Sales in 2011" on February 1st, 2011.
Events
- 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
. I think the biggest thing that didn’t work last year was that people put down the phone and picked up their keyboards. But guess what, we don’t need pen pals we need prospects.
When you think about a sales process you have to segment interest development from moving a prospect through to closure. They are different jobs that require different tools. Lots of reps lost that understanding and revenue suffered because of it.
You can't use the keyboard for handling objections, competitive positioning or developing a deep understanding of your buyer's business and challenges. Those things require conversations.
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