Consider how your marketing and sales organizations identify new opportunities for customer and market share growth. Most companies use macro views of the market place, deploy marketing resources to use “best practices” to create awareness and generate leads from marketing activity. Marketing then turns those leads over to sales to pursue. Meanwhile, sales has assigned a representative to cover a “territory” and the salesperson begins executing the “best practices” sales methodology to identify, qualify, pursue and close the opportunity.
Posts tagged as:
