Light Touch Inside Sales model

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Light Touch Inside Sales model

There are six main types of activities that individual contributors engage with in a revenue organization.

They can be grouped under categories, each with their corresponding processes:

  • Territory Management: describes how a revenue org deploys efforts across accounts and prospects.
  • Account Management: describes how a revenue org acquires, retains and expands select accounts.
  • Pipeline Management: describes how a revenue org deploys efforts across opportunities in the pipeline.
  • Opportunity Management: describes how a revenue org qualifies and advances multistage deals.
  • Customer Success Management: describes how a revenue organization onboards and delivers value to customers.
  • Customer Interactions Management: describes the process of planning, executing and documenting interactions with customers.

This digram shows the most relevant processes for a given Go-To-Market motion, the most likely sales development, sales and customer success motions along with the typical team supporting those processes.

Most relevant during:

Most relevant for:

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