https://www.regnordman.com/2008/04/28/validation-that-salesmarketing-processes-and-models-need-to-change-does-yours/ Noble Seekers in the World of Professional Sales Mon, 28 Apr 2008 20:53:44 +0000 hourly 1 https://wordpress.org/?v=6.5.3 https://www.regnordman.com/2008/04/28/validation-that-salesmarketing-processes-and-models-need-to-change-does-yours/comment-page-1/#comment-13173 Mon, 28 Apr 2008 20:53:44 +0000 http://www.regnordman.com/2008/04/28/validation-that-salesmarketing-processes-and-models-need-to-change-does-yours/#comment-13173 Reg,
A pretty good discussion here and begs me to add that a financial services company that I worked for was forwarding all the web based leads onto the branch based inside sales people to handle, with no face-to-face intervention from the outbound sales team.
In many cases the leads ended up as short term sales as the sale was based on price alone and none of the other key business differentiators. Key differentiators are the reasons that businesses change vendors to get some thing that they are not already getting for the incumbent relationship, not simply price. My point here is that in leveraging the strength of the web in marketing for increasing sales velocity is to add a proper feedback mechanism to validate the positive outcome and if the outcome is not positive then change can be implemented quickly.
CJ

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