I write a lot about lead generation on this blog. The reason for this is that you can’t have predictable growth without predictable, quality lead generation. As I share in a previous post Rethinking The B2B Sales Force, an effective sales structure should look like this: The most distressing observation I’ve made over the last 20 years working with small and mid-market businesses SME’s is the dysfunction, or even the abdication of the lead management function. The weakness is the central cause...
