‘Marketing sends us lousy leads.’
or
‘Sales can’t close.’
If you have ever heard one or both of these statements it is symptomatic of one or more dysfunctions between sales and marketing. They can be easily identified and fixed once both organizations are on the same page.
The lead flow process consists of the following basic steps:
Raw Lead > Qualified Lead > Opportunity > Closed Deal
The lead flow process starts with Marketing creating demand, transitions to Inside Sales to qualify and develop the lead, then transitions to field sales to run the sales campaign to proposal and closure.”
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Our author, Janet A. Gregory, is the Co-founder and Principal of KickStart Alliance. She is also the Practice Director of Sales Optimization. Ms. Gregory is a regular speaker at BMOE (Berkeley Method of Entrepreneurship), at PSU (Portland State University), at SRI International (Stanford Research Institute), and others.
Agenda
Faculty
Janet A. Gregory
KickStart Alliance
- Co-founder and principal of KickStart Alliance
- Practice director, Sales Optimization
- Regular speaker at BMOE (Berkeley Method of Entrepreneurship), PSU (Portland State University), SRI International (Stanford Research Institute), and others
- Co-wrote “Built for Global: Navigating International Business and Entering New Markets” in publication Fall/Winter 2016 on Amazon.com
- Contributor to KickStart Alliance blogs and articles www.kickstartall.com
- Has held executive and leadership positions at innovative Silicon Valley companies such as ShoreTel, Latitude Communications, Octel and ROLM
- Can be contacted at [email protected]
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