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February 06, 2008

Comments

James Obermayer

Salespeople get bogged down with basic questions with prospects because too often marketing hasn’t done it’s job to get the basic profile questions answered for the inquirers they create. Commonly a salesperson has to wade into the “why did you contact us” questions and getting side tracked from the deeper more meaningful issues. Inquiry nurturing with Eloqua and Aprimo marketing automation programs deliver qualified, sales ready leads which allows the salesperson to dig into the more meaningful reasons the person inquired. On our site, the Sales Lead Management Association has authors that discuss this in depth. We are also sponsoring the National Sales Lead Management Week, June 9-13th in the expectation that companies and vendors alike will dig deeper into why they need to manage the inquiries and leads they create.

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