Tag Archives: sales and marketing alignment

Destructive B2B Sales Practices

By Robert Lesser | Published May 17, 2010

New research from McKinsey & Company identifies destructive sales practices and more positively, what customers want from B2B sales organizations.

There are a number of considerations for B2B sales organizations to fix these issues. However there a number of challenges to overcome.

Posted in Sales 2.0, buyer behavior, outbound marketing, sales, sales enablement | Also tagged , , , , , 6 Comments

An Identity Crisis for the Sales Lead

By Robert Lesser | Published September 24, 2009

Do you find it startling that many sales and marketing teams still cannot agree on the definition of a sales lead? The irony of course, is that the deliverable for sales is crystal clear – the sale. The contract is signed and the PO received. The heavy lifting from sales is finished and that of [...]

Posted in CRM, database marketing, lead generation, marketing automation | Also tagged , , 12 Comments

10 Signs that Sales & Marketing are Mis-Aligned

By Robert Lesser | Published July 27, 2009

Poor quality leads and a broken lead process are warning signs that sales and marketing are not aligned.

These are our top ten signs that sales and marketing are mis-aligned.

Posted in lead generation, lead management, lists, sales and marketing alignment, sales leads | Also tagged 4 Comments