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CSO Insights Optimizing Inside Telesales PDF
CSO Insights Optimizing Inside Telesales PDF
CSO Insights Optimizing Inside Telesales PDF
Optimizing Inside/Telesales
Effectiveness
Leveraging Web Conferencing
Jim Dickie
Barry Trailer
40.6%
40%
35.9%
30.8%
30%
33.3%
Firms >$1B
Firms <$10M
20%
10%
6.3%
0%
<10%
10% - 25%
>25%
Figure 1
There is a stark different in sales performance. But what is causing it? Are the sales reps
at the bigger firms better? Are they luckier? Are they just working harder?
Doing a comparison between these two groups the data shows there is no significant
difference in the types of reps that are hired. What we are seeing is that most companies
CSO Insights - 2008
No portion of this report may be reproduced or distributed in any form
or by any means without the prior written permission of the authors.
Significant
Impact
72.4%
Figure 2
So how does web conferencing improve and/or enhance the ability of inside sales reps
to engage prospects and customers? Lets take a look at some specific examples of
what a sales rep might encounter during the sales cycle.
Barry Trailer
(415) 924 3500
barry.trailer@csoinsights.com