Effective inside sales: Interview with John Bedwany

By John Smibert

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About John Smibert

I work with companies who are striving to grow high margin revenue by retaining customers, creating value for customers and strategically acquiring new customers. I love successful and happy sales teams who are driving positive change for their customers.

How effective is your inside sales organisation? What percentage of the time are your inside salespeople actually selling? John Bedwany told me that in his experience many inside salespeople are only selling less than 25% of their time. He believes these organisations have set up “an additional cost of coverage that doesn’t yield” via their inside sales function.