Lower the Cost and Boost the Productivity of B2B Sales
Great B2B Marketing
JANUARY 15, 2015
I get a chance to work with many B2B sales executives, and from a marketer’s standpoint, I believe four major problems contribute to a high cost/low performing sales organization: Poor alignment between the marketing and sales functions. B2B companies need to carefully evaluate prospective sales reps in these often overlooked criteria: Territory and Pipeline Development – What processes does the candidate use to develop a robust and high-quality pipeline?