The real problem with B2B sales?


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I was reading Mark Gibson’s recent blog post, “Quality Trumps Quantity in B2B Marketing Lead Generation.” He cited a Marketing Sherpa study showing the #1 and #2 challenges reported by marketers were generating better quality leads and needing to create a larger number of leads, respectively.

He then conducted his own research with sales people. He admits that his sample size was small and not necessarily scientifically valid, but I found the result intriguing. Sales people’s number one challenge was also getting quality leads, but there VERY close #2 challenge was communicating product value. In my experience most sales people are unable to communicate product value effectively simply because marketing can’t either. I wrote a book on this subject, so I clearly am in sync with Mark’s findings.

What are you doing to help your sales people succeed, other than trying to “motivate them?”

Republished with author's permission from original post.

Mitchell Goozé
Mitchell Goozé is the president and founder of Customer Manufacturing Group. His broad scope of business experience ranges from operations management in established firms, to start-up and turn-around situations and mergers. A seasoned general manager, he has headed divisions of large corporations and been CEO of independent firms, always focusing the company strategy on the most important person in business . . . the customer.


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