Gartner Research

Assess Inside Sales Technologies for Your Sales Development Representatives to Improve the Sales Process

Published: 17 October 2016

ID: G00315675

Analyst(s): Chris Fletcher, Ilona Hansen

Summary

Inside sales technologies are promising because they can improve the B2B lead qualification process and lead nurturing. IT leaders charged with supporting the sales organization should analyze their demand against available capabilities before proceeding with these solutions.

Table Of Contents
  • Impacts

Analysis

  • Inside Sales Technology and Its Addressed Roles and Functions

Impacts and Recommendations

  • The use of predictive B2B marketing analytics helps sales development reps (SDRs) to improve productivity, execution and overall effectiveness
  • New solutions for lead qualification have shown promise for improving SDRs' ability to engage with prospects
  • A single and integrated content management technology that combines communication channels, analytics, content availability and creation will foster high-quality interactions between SDRs and prospects and clients

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