Let me start by stressing who these inside salespeople are NOT. Your inside sales team members are not telemarketers (in the traditional sense of the word). They are true salespeople—equivalent in every sense to the type of person you would otherwise have in the field. They are knowledgeable, ambitious, and engaging. And they are paid roughly what they would expect to earn if they were field salespeople. And, importantly, your inside sales team members are not second-class salespeople relative to your field specialists. Your inside sales team, if your organization is typical, is your primary
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