One of the most critical functions in converting leads to opportunities is a sales development team. Sales development is a group whose main job is to identify, connect with, and qualify leads. When a lead is qualified, they hand the qualified lead over to a sales person who is in charge of working the rest of the sales process and hopefully, closing the deal. Some organizations call this role lead qualification, lead development, account development, telemarketing, or inside sales. For this post, we will call the role “sales development”. Your revenue often depends on having a high-functioning sales development function. I am one of the biggest proponents of the sales development role. Here is a brief write-up that includes my views from Marketo’s Definitive Guide to Lead Qualification:
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