Tag Archives: sales and marketing alignment

The Sales Lead & the Language Police

By Robert Lesser | Published October 21, 2010

At its simplest level, language allows one person to understand another in the course of basic communication.    On a broader scale, language defines who we are, what groups we belong to and our culture.    In Quebec, almost 50 years ago, the Office québécois de la langue française (OQLF -  Quebec Board of the French Language) was [...]

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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 buyer behavior, outbound marketing, sales, Sales 2.0, 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, sales and marketing alignment, sales leads | Also tagged , , 12 Comments