Published by: Direct Marketing Partners
Author: Tom Judge and Jose da Costa
Length: 6 Pages – short but insightful
Highlights: The authors make an excellent case for separating the inside sales function into the pre-sales/lead qualification role and the actual sales role, which includes presenting and quota attainment. There is no date on the report that I can find, but it quotes 2010-2012 stats from the Bridge Group. I believe, however, that the numbers have not changed much in the past few years, and the report assumptions and recommendations are still valid.
- There are 8 Charts:
- 5 main functions of the pre-sales team,