4 prospect meeting approaches – key lessons for Marketing and Sales

How well are your Marketing and Sales teams working together when it comes to the “crunch”?

Countless research indicates that “lead generation” is right at the top of the list when it comes to B2B marketing’s goals with 41% of B2B marketers choosing it as their top goal.

That being said, a whole range of traditional and more innovative marketing techniques are being adopted by B2B marketers to generate leads – list building (including on LinkedIn), telemarketing, SEM (search engine marketing), content marketing, email marketing, social media campaigns via LinkedIn and Twitter updates, face-to-face events – the list goes on and on.

But how often are organisations taking the time to make sure the sales team is equipped enough to turn all of that hard work and expense into a meaningful customer meeting?

IDC research says that sales teams ignore 90% of what marketing produces and they spend up to 30 hours a month creating and searching for their own selling materials – there is clearly a breakdown of communications between Marketing and Sales here!

Irrespective of how Sales prepares, their approach to an initial prospect meeting can undo all of Marketing’s hard work in generating the meeting. How Marketing and Sales have set the objective for, and prepared for, the meeting can be “make or break”…….

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