| By John Ryan |
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| June 9, 2009 11:00 PM EDT |
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687 |
Some estimate that 80% of most inquiries in organizations are not followed up by the sales organization so marketing feels like sales is making them look bad. On the other hand, sales departments get what they feel are DOA leads that are terrible and will never be sold anything. Sales basically learns to ignore most leads coming out of marketing. It is time for both teams to sit down and figure out the definition of a lead that is ready to buy. If your organization has not done this, you are wasting a large amount of your lead acquisition investment which affects your bottom line and will draw the ire of the CFO. It is a simple thing to do and it will contribute to a better relationship between sales and marketing.
John is an experienced leader with a strong background of defining and executing company strategies. He is especially skilled in channel management, market analysis, brand marketing and selling technology products and services. He has successfully served in a number of executive positions and has been in management for 20 years. John is currently writing a book on increasing revenue generation. He has been a co-author of a comprehensive marketing methodology for high tech companies and has helped venture capitalists and private equity firms gauge their technology investments. In 2004, John served as Vice President of Marketing for the NA arm of the $6B IT Services division of Siemens, AG. John served on the board of directors at WebTrends, purchased by NetIQ (NTIQ) for $1 billion in 2001. WebTrends was highly successful dominating the web site analysis and reporting space. Prior to WebTrends, John was the Vice President of Marketing for Tivoli Systems. John has worked as a contracted consultant for established companies, start ups and top analyst firms.
John can be reached at john@buyersteps.com or you can follow him on Twitter @BuyerSteps
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