Friday, October 20, 2006

Lead Generation - No. 1 Sales Management Priority for 2006

The Harvard Business Review July-August 2006 issue featured a number of thought leadership articles on sales. This week I met Jim Dickie who co-authored one of those articles entitled "Understanding What Your Sales Manager Is Up Against." Barry is a partner at CSOInsights who specialise in benchmarking the challenges faced by today’s sales and marketing organizations. CSOInsights track trends in the use of people, process, technology and knowledge to improve sales effectiveness.
The 3 "Take Aways" for me from our discussion were:
1) Revenue Growth has become the No. 1. Priority for Executive Management for the first time in 5 years.
2) Optimising Lead-Generation Programs is the No. 1 Priority for Top Sales Management this year.
3) The July-August issue of HBR on Sales generated significantly greater than normal interest from readers, measured by the number of article reprints ordered.
All this goes to show that Sales is where it all begins and propsecting is where the sale starts. Remember Always Be Prospecting.

3 comments:

Andrew said...

Some of you may have already heard of this kid who's built a 7-figure business teaching people how to play piano. In fact, many of you may have seen him featured over the years with Corey Rudl, in Dan Kennedy's books, and his story shared by some of the top gurus. Jermaine is a super cool down to earth kid who actually makes money outside of the IM niche, and he's going to show you how to win a $5,000 Trip to the Bahamas just for promoting his site. Get the juicy details here... 17Nittygrittydollars2wealth

Anonymous said...

I blog often and I truly appreciate your content. This great article has really peaked my
interest. I am going to bookmark your site and keep checking for new details about once
per week. I subscribed to your Feed as well.


my homepage: Disqus.Com

Nani Eng said...

lead generation is the generation of consumer interest or inquiry into products or services of a business. Leads can be generated for purposes such as list building, e-newsletter list acquisition or for sales leads..Lead Generation