sales CRM Related Topics 
Chris Koch
SEPTEMBER 11, 2009
The estimates range from one third of the sales force, according to these academics, to as much as two thirds. I do think there is a gene for sales. Companies need to make it worth salespeople’s while to endure the longer sales cycle and lower margins that come with services. Now don’t get me wrong. Information. Do the research.
Chris Koch
SEPTEMBER 11, 2009
The estimates range from one third of the sales force, according to these academics, to as much as two thirds. I do think there is a gene for sales. Companies need to make it worth salespeople’s while to endure the longer sales cycle and lower margins that come with services. Now don’t get me wrong. Information. Do the research.
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Chris Koch
AUGUST 21, 2009
Survey internal sales and marketing staff, customers, target markets, and influencers to determine what they are looking for. If those pieces are missing, thought leadership will be left to marketing, where it will either mutate into thinly veiled sales content or die out altogether. Get agreement with sales on a sales-ready lead.
Chris Koch
AUGUST 21, 2009
Survey internal sales and marketing staff, customers, target markets, and influencers to determine what they are looking for. If those pieces are missing, thought leadership will be left to marketing, where it will either mutate into thinly veiled sales content or die out altogether. Get agreement with sales on a sales-ready lead.
Chris Koch
JULY 24, 2009
Even rarer is the ability to carry those analytics all the way through to a sale. That lets them be more productive in marketing, by focusing effort and budget on the good stuff, and it lets them reduce the time to a sale by giving salespeople better tools to work with. A lead that both sales and marketing agree is ready to be pursued.
Chris Koch
JULY 24, 2009
Even rarer is the ability to carry those analytics all the way through to a sale. That lets them be more productive in marketing, by focusing effort and budget on the good stuff, and it lets them reduce the time to a sale by giving salespeople better tools to work with. A lead that both sales and marketing agree is ready to be pursued.
Chris Koch
JANUARY 15, 2010
Could have been bibles or vacuum cleaners, but they didn’t need sales guys for that stuff anymore. Marketers today are in the same position I was with that sales guy in 1995: Wondering how to explain the value and difficulty of creating clear, compelling content about a complex subject. This guy was a salesman. What am I paying for?
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