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Best Practices in Sales Performance Improvement: Outsourcing Delivers High-Intensity LeadsProduct Type: Market Research ReportPublished by: IDC Published: September 2008 Product Code: R104-36767 Description
This IDC study provides a detailed examination of the best practices employed by technology companies to build and manage lead flow. The role and function of inside sales is in transition, with some leading companies now driving significant growth through an effective application of their inside sales organization to key opportunities, markets, and territories. Through our best practice research, we have identified a series of best practices and critical success factors that help ensure the productivity and efficiency of inside sales strategies. Table of Contents
Table of ContentsIDC Opinion In This Study Executive Summary Methodology Situation Overview Introduction Justifying Outsourced Demand Generation The High-Intensity Lead We Don't Know What We Don't Know Managing the Demand Generation Process Telesales, Inside Sales, and the Lead Qualification Challenge Outsourcing Alternatives and Expectations Best Practices Best Practice: Develop Clarity on the Specific Qualifications Relationship Management Best Practices Future Outlook It's All About Results Table: LEAD MANAGEMENT PROCESS Essential Guidance Critical Success Factors Learn More Related Research Synopsis |
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