Making the Transition: From Lead Gen to Closing Business – Inside Sales Experts

Making the Transition: From Lead Gen to Closing Business – Inside Sales Experts:from 3forward by Matt Smith

Increasing Sales Effectiveness

Lead Generation to Inside Sales – Are You Worth The Risk?
Many high tech salespeople earn their stripes in lead generation for the complex sale. It’s a low risk way for companies to test and train sales professionals without allowing inexperienced reps to blow deals.  However, most lead gen reps don’t view the role as the zenith of their professional sales career; instead they have their sights set on the next rung of the ladder. Contrast that with companies, and more specifically sales managers, who are hesitant to hire someone for a closing position unless the sales professional has experience closing deals.
Fair or unfair, you’ll have to win the chicken or the egg argument—how am I supposed to get closing experience unless someone gives me an opportunity to get closing experience—because managers may see you as a project that they don’t need on their already overcrowded plate.
In order to win this debate, you’ll need to prove that you’re a sales professional worth betting on.
Here’s how.
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Source: Inside Sales Experts