Marketing Led Sales Driven. Ajay K Sirsi. How Successful Businesses Use
\nthe Power of Marketing Plans and Sales Execution to Win in the
\nMarketplace. 2006. ISBN 141202178. I discovered this book while
\nresearching the question,” What is the effective linkage between
\nmarketing and sales that gives a company the best shot in the market?”
\nThis book’s abstract came up and it was very interesting. The book may
\nbe thin (155pp) and easy to read, but it packs a big wallop.<\/p>\n
If you really want to start to improve the effectiveness of your
\nmarketing and sales efforts this is an excellent but terse guide. In
\napplying similar ideas (plus others) in a recent program
\nimplementation, we were able to increase our cold call prospect to
\nqualified lead ratio to over 80% in a very short time. These numbers
\nare unheard of in our space. This has direct impact on sales cycles,
\ncost of sales and quarterly revenues. One word of advice, this approach
\nputs big expectations on your marketing person’s capability, but it
\nworks. Only a few marketing types I have met look at the world this way.
\nYet they were the incredibly successful ones. Definite addition to your
\nlibrary, at a shocking price.<\/p>\n