One of the biggest challenges for sales reps in IT vendors is getting genuine leads

 
Leads need to meet specific qualification criteria. Finding decision makers takes time and is often a process of discovery. And with longer, often technical and higher solution costs, the IT industry has led the development of splitting salesforces into specialised sales roles such as inside sales, sales development and account management.

This is a great model but if your company doesn’t have the resources or capability to put it into action, your sales reps will need to; prospect, convert leads, nurture opportunities, close deals and manage accounts. In reality, they end up spending most of their time prospecting and building their pipelines.