Brian Carroll, expert and author of Lead Generation for the Complex Sale, talks about the need for the “patient nurturing of prospects.” But does that really work? I joined a UK-based firm in the Search Marketing business as VP of Sales and Marketing. After several weeks of assessment, I found a high quality firm who…
Why Marketing trumps Sales today
Life used to be so simple. Hire a bunch of salespeople, buy a CRM, train them on a process like Solution Selling and turn them loose. These salespeople use their Rolodex, dial the phone, set appointments, uncover pains, develop proposals and close deals. What to grow sales? Just rinse and repeat. Sorry, Mr. CEO, but…
