B2B or Not 2B

Posted by Dick Lee on March 7, 2007

0 comments | 4607 reads

Have you ever wondered why B2B companies with top drawer sales lead management skills are seldom to be found? Based on my years of consulting experience, including working with two of the lead players in the third-party lead management sector, here are several reasons why:

-Sales and marketing share joint responsible for lead management, which means neither is responsible.

-Budget money that should be allocated for lead management, whether performed inside or outside, typically gets allocated to higher visibility stuff.

-Lead management is “dirty work,” and marketing and sales folks expect their jobs to be fun.

Do you recognize any of these playing out in your company? If so, feel free to download these two short white papers, “Another Inconvenient Truth” and “Lead Management ROI.” They’ll provide more insights into why lead management is such a disaster area and what you have to fight to fix it.

Dick Lee

Consultant, author and educator Dick Lee, founded High-Yield Methods in 1994. HYM helps clients build customer-centric organizations with process design, organizational design and enabling technology. Please visit Dick's Linkedin group Building the Customer-Centric Organization. For more information visit www.h-ym.com.

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