December 4th, 2010 by Mark Galloway
Leads Need To Be Led
How many times have you heard a sales colleague say they need more leads? It seems like a very familiar mantra, especially in this constrained market. Funny thing about “leads”, they are not always ready to buy when we are ready to sell. Some are not destined to be, others have possibilities, while a few are probably in the “red zone” and are in fact Read More
September 9th, 2009 by Mark Galloway
Can They Ever Get Aligned?
My colleagues and I were having a spirited debate today about who is more culpable for today’s growing sales ineffectiveness, the head of marketing or the head of sales. Frankly, my belief is that most CEO’s should bear the majority of the blame for today’s persistent decline in sales effectiveness. Why you ask? Because, asking either the head of sales or the head of marketing Read More