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Back several years when I was managing a very successful sales division, I was in a bar with my assistant sales manager waiting for a giant prospect to show up for an introductory meeting. My associate and I were on top of the world, puffed up with pride. Over our vodkas on the rocks we […]

It’s a vexing question, but one that every company needs to answer. When Sales goes east and Marketing goes west, results go south.
Of all the ways to align sales and marketing I’ve seen or tried, this seems to work best.
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In a recent post about the importance of providing feedback on leads, commenters Karen Swim and Ricardo Bueno prompted the question, why don’t sales reps provide feedback on leads?
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When you get a sales lead, do you always tell the lead source how it turned out? You should, because that’s how you get more leads and better leads. It’s a matter of common courtesy. When people go out of their way to help you, they want to know what happened. Otherwise, they may assume […]

For small and medium-size business (SMB), sales and marketing tend to get lumped together in an indistinct mass of activities. Company leaders will say it’s inevitable, because everybody wears multiplel hats. Often, sales and marketing responsibilities fall on the owner, who also wears the finance hat and the purchasing hat and the IT hat.
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