Are you a rainmaker or a meteorologist?

7 gains to expect by improving inbound sales

b2b marketing, b2b sales, budgeting, collaboration, culture change, forecasting, inside sales, lead conversion, lead generation, lead rot, lead scoring, marketing automation, marketing to sales handoff, rotting leads, sales effectiveness, sales lead management, sales process, web marketing

Dec 042010

7 gains to expect by improving inbound sales

As I wrote in a previous post, not every company is ready or willing to do the heavy lifting that may be required to sustainably improve their inbound sales process. For some companies, it’s genuinely a case of “not ready.” For others, it’s really a case of “not willing” masquerading as “not ready.” I completely understand “not ready.” As [Read more...]

Are you a rainmaker or a meteorologist?

b2b sales, collaboration, forecasting, lead generation, sales effectiveness, sales lead management, sales process

Oct 112010

A CFO with whom I once worked shared with me the qualities he believed essential in a VP of Sales. As he worked up the list from bottom to top, I was certain that some variation of “consistently achieving revenue and gross margin quota” was going to occupy the #1 slot. But instead, he treated me to [Read more...]