1 © 2018 memoryBlue memoryblue.com CASE STUDY: From Lead Gen Reps to Quota-Carrying Closers — a Complete Inside Sales Solution for Nexsan Introduction: Nexsan, a global data storage company, saw enormous potential to grow their business and generate leads with inside sales. Though Nexsan’s existing sales team fit in cold calling and lead generation as time allowed, they didn’t have the capacity to do so with much consistency, and they needed a more strategic approach. With a highly targeted, results-driven marketing plan underway, they wanted to build an inside sales team “that does more than just send 1,000 emails in a given time period, which anyone can do,” explained Mike McDermott, regional sales manager, East Coast, at Nexsan. What Nexsan needed was a results-oriented appro

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