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Scoop.it!
You Might Be Surprised Which B2B Referrals Are Closing by Douglas Karr on Marketing Technology Blog Via Marteq 
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Scoop.it!
Digest...
Given those three reasons and assuming that a buyer has been nurtured and qualified before being handed off to sales (although research shows this doesn't happen for most companies who toss form completions to sales - but ignoring this) then it's up to the salesperson to capitalize on the work that's already been done. Or to screw it up. I'm seeing more and more sales communications that are screwing it up.
If your salespeople can't even be accurate about the type of interaction had with your company, what will your prospects think? And why, after one white paper download, do salespeople pursue leads? And, if they're going to do so, they'd damn well better figure out something more relevant that the email above. Which actually could be from any company, it's so vague.
So I ask you: How much damage are your sales team's practices doing to your marketing performance?
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Via Marteq
Marteq's curator insight,
June 24, 2014 8:48 PM
Absolutely correct! Marketing puts a tremendous amount of effort into persona building, content creation, etc., and then contact eventually becomes an MQL passed to Sales. Are they handling it in the same professional manner? |
Scoop.it!
Read these tips on creating a sales enablement culture for B2B companies and enhance your overall marketing & sales alignment. Via Marteq
Marteq's curator insight,
November 10, 2014 3:29 PM
Note that #2 needs to occur BEFORE implementing your plans, especially your MAP plans. Get everyone on the same page! 
Sean Goldie's curator insight,
June 28, 2016 11:56 AM
You must promote and embrace shared success to create the right environment/culture! |
