Referrals: Successful Salespeople Always Ask
Salespeople regularly complain that they don’t get enough leads. Most salespeople expect their company to engage in marketing activities to generate sales leads. This seems like a reasonable expectation. Yet effective marketing strategies have shifted to multi-touch nurture programs that take planning a strategic content approach before they hand off marketing qualified leads to sales. Owners and sales managers are caught in the middle between sales and marketing to respond to the questions:Where are the new sales leads? And who should generate leads for sales?