So is Oracle’s acquisition of Market2Lead a Giant Leap for Marketing Automation? Most industry observers have mentioned in the past that market penetration for marketing automation is low and more evangelism is needed. This acquisition definitely raises the noise levels, Oracle has a reputation for having one of the most aggressive sales teams in the world, so awareness is inevitable and in fact – expected to increase considerably.
Archive for May, 2010
Please Don't Sell!!
In theory, we all know that the best way a salesperson can increase his chances of a sale are by not acting as a salesperson but as an advisor to the prospect, helping him with his sales decision.
To achieve the status of an advisor the salesperson needs to put his customer’s requirements before his personal sales agenda! Would this happen if he is under pressure to achieve X target within Y number of days?
Quite unlikely, if the salesperson has a target to meet, he will be under pressure to sell the premium version of the product/solution to a prospect – not because this is the best option for his buyer, but because the sale will help him achieve his sales targets faster.
The motivation in such a situation is not winning a customer but selling to a custo
Focus on Generating Opportunities not Leads
Lead Generation is thought to be key, to the survival of any B2B Company, a reason why B2B companies across the world, spend billions of precious dollars and resources on finding Leads – they buy, they capture, they generate, they do everything possible to keep their sales funnels’ filled with Leads. What is Lead generation? [...]
