Building your company’s first sales team is a challenging, risky endeavor, and it can be tempting to tap someone with senior experience at an established corporation to bring a sense of stability and order to things. But before you go after the big gun, find out why many experts caution against it.
Given the choice between hiring a sales rep whose resume features tenure at mostly smaller, lesser-known organizations, or a rep with experience selling enterprise software for larger, well-known corporations — whom would you target to get your startup’s or expansion-stage company’s sales function off the ground?
We have assembled a panel of sales experts to share their insights and ideas about how to successfully build and manage an outbound lead generation team.
At the expansion stage, many B2B technology companies have validated their products, proven their markets, established their vision, and formulated a plan for scaling a successful business. What they often haven’t done, however, is figured out how to drive the volume of high-quality leads they need to effectively execute that plan.
The solution to that problem, typically, is to develop an outbound lead generation team.
Sales benchmarks are a critical reference tool for startups and expansion-stage companies, particularly those lacking a structured, repeatable lead generation and customer acquisition process.
By allowing companies to better evaluate and understand their own metrics, sales benchmarks can give executives and managers a much better sense of what to expect when launching a customer acquisition initiative into a new market or when building a new sales team.
Turning a new lead qualification team into a well-oiled machine takes time, but focusing on these key elements will ensure it’s time well-spent and that a stronger, more productive sales pipeline is the result.
If you’ve made the proper preparations your lead qualification team should have everything in place it needs to succeed. But no matter how good the game plan, you still have to ensure they execute, and it’s all but guaranteed things aren’t going to run 100% smoothly right out of the gate.
Is 2013 the year you bolster your pipeline with a lead qualification team? Here are the tips you need to ensure you’re fully prepared and that your launch goes off without a hitch.
What does it take to launch an effective lead qualification team? OpenView’s Director of Sales and Marketing Support Devon McDonald reveals that much of your team’s success lies in laying the groundwork with proper preparation.
Our lead qualification roundtable concludes with our panel of guest experts providing their lists of required reading for lead qual success.
In this third of a four-part series, four industry experts discuss the secrets to keeping lead qualification teams focused and motivated.
In this second of a four-part series, four industry experts discuss the biggest challenge of managing a lead qualification team.