You can encourage your inside and outside sales representatives to work together by helping them develop relationships with one another and by making sure they agree on the characteristics that define a qualified lead, writes Laney Pilpel. "Outside reps often get frustrated and lose faith in their inside sales reps when they aren't getting the quality of leads they are looking for." Make sure you have enough inside sales representatives to adequately support your outside sales team, Pilpel advises.

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BostInno (Boston)

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