Sales operations articles

Practical checklists, processes and examples for inbound and outbound sales.

• Inbound Lead Qualification: A Process for Responding, Routing and Following Through

  Improve inbound lead qualification with useful discovery, detailed routing, a customer introduction and an internal account executive briefing before the meeting.

• Inbound Sales Call Script: A Flexible Template for Understanding the Inquiry

  Use a contractor-focused inbound sales call script to understand the customer’s vision, discuss the project and prepare a detailed specialist handoff.

• Inbound vs. Outbound Sales: Fast Response, Smart Outreach and Follow-Through

  Compare inbound and outbound sales: fast response, buyer discovery, thoughtful follow-up and researched outreach to the accounts you want to reach.