Across my entire career as Sales VP, it has always been a struggle to figure out how to efficiently generate quality leads. Is this a inbound marketing activity and responsibility? Or is this a sales responsibility, where we should have our experienced sales execs allocating some of their precious time to do account profiling and cold calling? Or both? or should we specialize a team doing lead gen? I was struggling with those questions and looking for answers, when I came recently across the great book by Aaron Ross called “Predictable Revenue : Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com” (it can be found on Amazon – see here).
I read the book within 2 days, it was so specific and well thought-out, I must say I found most of the answers I was looking for, with some really innovative approaches! I really strongly recommend you read this book… and implement the concepts! (and at we::nXt we will be happy to help you there!)