Banish the Waste from Sales and Marketing: Think Different!
One of the most valuable questions I ask sales and marketing teams is,
“What kinds of things clearly add no value to your sales and marketing operations?”
People react strongly. They give me examples like:
- Time spent nursing product quality problems
- Time spent on administration, reporting, and menial tasks (leaving little time for customers)
- Trade shows that generate boxes of “leads” not worth calling on
- Marketing literature that no one reads
- Wasting time with the wrong prospects
What is surprising is that these Read more
