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Execution Without Measurement Is Just Motion
A busy sales team isn't the same thing as a healthy revenue engine. That distinction can be difficult to see because activity is highly visible. Salespeople are making calls and meeting prospects. Marketing has campaigns in the market. Operations is moving quickly. Everyone's calendar is full.
There's clearly execution happening. But is that execution producing the right return? That's a different question.
Seven Considerations in Evaluating your Marketing and Sales Process
Sun, Jun 23, 2013 — I just finished reading several books that come at the changes in the marketing and sales process from different perspectives. Launch by Michael Stelzner, discusses how to use social media to grow your brand and your business. It includes some very pragmatic tools and examples for the marketing crowd. I highly recommend it as a primer for anyone interested in how to optimize their social media efforts. Sales Shift by Frank Belzer presents how the buying process has changed and how it will continue to evolve. Of particular interest is Belzer’s discussion of why sales skills that have worked in the past will no longer be effective going forward. When considering the combination of these two perspectives, the transformation of the commercialization process is significant.