The Holy Grail of the Repeatable Sales Process: Is Repeatability Enough?
Most of us are familiar with Mark Leslie’s classic Sales Learning Curve and its implications for building the early salesforce at an enterprise startup. In short, it argues that too many startups put “the pedal to the metal” on sales hiring too early – before they have enough knowledge, process, and infrastructure in place – […]
Top of the Funnel
Marketing and selling are not what they once were but we all know this. Customers are in control, which turns the sales process on its head because it’s now a buying process. Proponents of the status quo might lament this turn of events saying this is the end of a golden era while opportunists might […]
Integrating Your Marketing and Sales Funnel
The marketing funnel is not exactly a new idea but neither is sales or customer service though all have morphed considerably from what they were more than a decade ago when CRM got started. Sales and service evolved organically making incremental changes as markets transformed and new technologies became available. Marketing is in the middle […]
