No one would doubt that B2B customers are shopping and buying differently today. The use of the internet has enabled customers to be significantly further down the buying process, with knowledge and choices. At the same time, industry reports indicate that 90% of companies are raising the sales quota bar for the year ahead, yet only 48% of sales reps hit their target last year. Where will the new leads come from in 2014 to fill this gap? What needs to change for an organization to have better then a 50% chance of meeting sales goals this year?
The sales pipeline may seem ominous, but it doesn’t have to be. Bob Sullivan of InfoGrow Corporation and Chris Peer of SyncShow Interactive have partnered to explain how to fill the sales pipeline by capturing more qualified sales leads and appropriately managing the leads through the sales process.
Increasing sales capacity is the joint responsibility of both marketing and sales. The linked presentation proposes a SMarketing Ecosystem that effectively combines marketing and sales for stronger lead generation and management. A new way of looking at your processes and people is required for identifying your best customers, finding more like and managing sales potential.
As President and CEO of InfoGrow, Bob Sullivan has an extensive background in sales and marketing, consulting and management. Under his leadership, InfoGrow has gained a national reputation as a company that bridges the gap between marketing and sales with the effective use of technology. InfoGrow is celebrating its 25th anniversary of helping companies accelerate their growth through better sales and marketing decisions. Bob is active in numerous sales and marketing professional organizations where he has been a presenter and has held various board positions.
Chris Peer, owner of SyncShow Interactive, works with clients to develop results-based online marketing and eCommerce strategies.
Chris has more than 15 years’ experience in online strategy, eCommerce and communication consultancy. With a degree in visual communications from Kent State University in Kent, Ohio, Chris worked for several independent design studios and corporations in Washington, D.C.; Dallas, Texas; and Cleveland, Ohio, before founding Idea Engine in 2002 (later renamed as SyncShow Interactive). He has a passion for online marketing and eCommerce.
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