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Almost every sales manager we know is being asked to do more with less. And frequent casualties of these increasing demands and shrinking budgets are the administrative functions that support the sales team.
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Most companies view lead follow up as a linear process lasting anywhere from weeks to months, depending on the nature of their particular sales cycle. A marketing initiative produces leads, qualified leads are sent to the field, the sales force follows-up, and some of these opportunities are converted into sales.
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