Podcast with Brian Carroll
This afternoon I interviewed Brian Carroll for a podcast which will be published in two weeks.
Many of our clients and subscribers are focused on lead generation these days, and I knew Brian would bring perspective to the issue.
Brian discussed the ever-elusive sales and marketing alignment with respect to the two functions working together. He discussed not only the sales funnel, but the marketing funnel as well.
We discussed how sales complains about the quality of leads provided to them by marketing. Brian said that often marketing doesn’t know what to do with an undeveloped lead other than pass it on to sales. The result: sales complains, as they well should. That took us directly into the issue of nurturing and cultivating leads.
That discussion is worth listening to for any marketing or salesperson who has a challenge with generating enough quality leads. Brian layed out a process for consistent, relevant follow-up that will enable a tele-prospecter to stay in front of a prospect until they are ready to buy.
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Filed under: Marketing
