sales and marketing

Wednesday, 03 August 2011 00:00

Investment in data, content and a joint approach will bear fruit in the long term whilst driving down marketing costs and increasing reputation and awareness.

Sales people are constantly asking for more leads. They dont need more leads; they need more effective selling time. The average sales force spends around 20% of their time actually selling productively. The time pressures that thiose salespeople face is underestimated, expecially those with a complex sale. This often returns a 'knee-jerk' reaction that is associated with short-term campaigning of this nature. it produces a quick flow of poor quality or unready leads. Investing in lead generation in the long term produces a more controllable flow of sales-ready leads, and sales people with more time selling.