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ViewPoint
NOVEMBER 12, 2013
Click to start at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. Click to start at this point — When you talk about alignment between marketing and sales, how do you reach that state and how do you get companies to stick with it? Twitter: @mattheinz.
ViewPoint
JULY 30, 2013
Click to start video at this point — Want to win more? Click to start video at this point — Does this sound like pie in the sky? Click to start video at this point — Peter argues that 85-90 percent of the benefit of coaching happens before the coaching itself. Better Way Strategies Website: www.betterwaystrategies.com.
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ViewPoint
DECEMBER 3, 2013
Click to start video at this point — I asked Dave what major changes he’s seen in sales and marketing. Click to start video at this point — When he looks at a sales post mortem, trying to assess what went wrong with the vantage point of hindsight, Dave said he often finds that salespeople who seemed promising aren’t qualified to do the job.
ViewPoint
APRIL 7, 2014
Click to start video at this point — I asked Jim who was responsible for lost leads and he said it’s sales managers, not salespeople (which I didn’t wholeheartedly agree with). Click to start video at this point — Jim said he sees statistics that say 45 percent of salespeople give up after one contact with a lead — and that’s counting email.
ViewPoint
JUNE 24, 2014
In the recent past (5-6 years ago) we started using programs that grade people who visit your website, score them by what they click on and how long they view it, and present the not-too anonymous visitors to salespeople as sales leads. This happens without filling in the “Contact Us” form.
ViewPoint
DECEMBER 10, 2013
Click to start video at this point — Personality used to be the primary attribute of a successful salesperson. Click to start video at this point — There are so many sales tools available today. Click to start video at this point — The traditional model of inside sales reps providing leads for the field is going away, Chad said.
ViewPoint
MARCH 18, 2014
Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said. CRM is good at forecasting, he said. Stay Tuned.
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