by Mark Hunter | Sep 6, 2019 | Sales Process, Sales Prospecting
When it’s the end of the quarter and sales is missing their number, it’s easy to blame. Usually, sales will blame marketing for not giving them great leads. As a result, marketing is up in arms because the CEO decides to cut their budget for next year, since...
by chris | Mar 16, 2017 | Sales Process, Sales Prospecting
It’s time we challenge conventional thinking with regard to who owns the lead generation process. In the last several years, a lot has been written about how Sales and Marketing need to come together if we ever expect to resolve the issue of generating leads. In...
by chris | Aug 2, 2016 | Sales Process, Sales Prospecting
Is it advertising that’s needed to create customers or is it marketing? Does it matter? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free! I’ve...
by chris | Jun 1, 2016 | Sales Leadership
The short answer to this question is, “No!” I say “no,” because until both Sales and Marketing accept the roles they play and their reliance upon each other, there is little chance the fight will end. I’ve had the unique opportunity to sit at both...
by chris | May 10, 2016 | Sales Prospecting
Creating awareness and helping generate leads always will be some of the key roles of the Marketing Department. The challenge is to make sure Marketing gears its efforts toward reaching the right prospects and customers. During my time in Marketing positions, I found...
