January 01, 2005
Blog Entry

Wisdom - B-to-B Marketing 52

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Sales people want selling time rather than more sales leads. Ask most executives and marketers what sales people need and they will say, ‘more leads.’ Your sales people don’t want more leads actually, what they want is ‘more effective selling time.’ You must realize that the extreme time pressure sales people face — especially those with a complex sale — requires them to ignore what is not immediately relevant and highly likely to produce revenue. So before you invest any more money in lead generation ask this question, how can we give our sales people more selling time? Then write down your thoughts and meet with your sales team and ask them the same question. How can we help YOU get more selling time? Now shut up and really listen… The key is to communicate and then collaborate.

Brian Carroll, InTouch, Inc., http://www.startwithalead.com

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