5 Key Management Blunders Which Impact Sales and Revenue

Interesting presentation on key issues which can drive sales in the wrong direction.  While the piece is centered on executive leadership, I think it is pertinent to product leaders as well.

Here are the 5 big takeways in the eBook:

  • Sales Reps decide which marketing activities get done.
  • Making Sales Reps responsible for their own marketing work.
  • Allowing Sales Reps to be responsible for the customer qualification matrix.
  • Expecting Sales Reps to take on an educating/nurturing role for prospects and customers.
  • Turning Sales Reps into overpaid secretaries and clerks

 

Rob Jensen

Rob Jensen

Rob Jensen is vice president of marketing for Ignite Advisory Group (www.igniteag.com), a consultancy that helps B2B companies manage their customer and partner advisory board programs. Rob has more than 20 years of experience in marketing, communications and business development leadership positions with leading enterprise software and technology companies. Rob has successfully overseen groups that generate global awareness, increase lead generation and enable sales teams. In addition, he specializes in initiating, managing and facilitating customer and partner advisory board programs in the U.S. and abroad. Contact him at rob.jensen@igniteag.com.


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