As salespeople we know we cannot rely solely on leads from marketing to help us achieve quota. We’re in a competitive role, carry high quotas, and need to be proactive as well as resourceful in finding additional revenue opportunities. Hopefully, we have an existing Contact/Lead database that is actively nurtured by our marketing department that also represents significant new business and cross/up-sell opportunities. That being said, an organization’s Contact database may go underutilized or neglected due to the fact that Contacts do not have the same dynamic workflow capabilities as ...
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