Fill the pipeline with qualified opportunities or close business?

“There is a very common, often overlooked challenge facing many Inside Sales Teams: Is supporting individual requests from the Field hindering my goals, objectives & process?”  Question posed by Gail Milton at The Inside Sales Experts Blog.

Is the reality a no win situation? http://blog.bridgegroupinc.com/blog/tabid/47760/bid/8548/Get-the-Appointment-or-Fill-the-Pipeline.aspx

One thought on “Fill the pipeline with qualified opportunities or close business?”

  1. Thanks for extending this topic to your readers.

    For me, especially now, the most important thing I can do for my Inside Reps is to give them tools to help them be successful and credible.
    Before starting on a “one off” project I remind them:

    • How do you get paid? Don’t lose sight of that as you prioritize this work.
    • Set real expectations for your field rep. Inside Sales is a science – you aren’t a magician.
    • Share the process you are going to use with your field rep. This lends credibility and they might have some great ideas.

    I look forward to your readers comments and suggestions.

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