Converting Leads for Sales


A start-up audiovisual systems integrator needs to take every single lead seriously because, with no backlog of client work, every new lead feels like immediate gratification as a sales lead. When this company grows and has plenty of work, do the leads become less important or is every new lead still a sales lead? The […]

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The Art of Marketing Marketing


A few months ago, I spoke at an event sponsored by the Technology Association of Oregon on the alignment of sales and marketing. In the course of that conversation, the idea of marketing marketing (promoting the idea of and need for marketing in the company) was raised. Many companies de-value marketing, considering it the department […]

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