Our Inside Sales team get very few leads from marketing but we do some qualification of these leads we do get to pass on to our field reps. We do not have a documented process on this. I am looking for something that outlines how many calls and or emails we should be making before we "dis-qualify" a lead or to qualify a lead. Is there a best practice or Inside Sales Industry standard? Also, we are not looking to re-create the wheel here so If someone would be willing to share the documented process they have that would be very helpful. Thank you for your help.
Posted by: Dan Mitchell
Posted: March 19th, 2014