Marketing Can Radically Impact Sales
October 31st, 2007 posted by Joe SchubertA quote caught my eye in Jill Konrath’s new e-book Selling to Big Companies. “As a sales purist, it’s hard to admit that no matter how hard I work with my corporate clients to improve their sales effectiveness, it’s just not enough anymore. Sales desperately needs marketing to take the lead and up the ante.”
Wow! Are we witnessing a B2B marketing renaissance here? The e-book goes on to outline a five-point approach for B2B marketing to “radically” impact sales
- Radically embrace a thought-leadership mindset.
- Radically optimize lead generation and lead nurturing.
- Radically develop a sales enablement portal.
- Radically leverage sales intelligence.
- Radically invest in this change now.
For the whole e-book, download at www.sellingtobigcompanies.com.
November 2nd, 2007 at 10:02 am
Tying sales accountability to marketing is something that most B2B marketers want yet fail to accomplish. They feel that their job is to get leads alone, however more leads do not always lead to more sales. B2B marketers need to engage their sales force to understand what they are facing on the front lines and develope strategic marketing tactics that nurture their leads through the sales pipeline. Marketing’s job dores not stop at the close. Marketing also need to continually nuture customers for higher retention rates.