Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

B2B Prospecting in the Future: Is it the Job of Marketing or Sales?

Traditionally, prospecting ("shaking the trees", "hunting" , "opening doors") has been the job of sales, or specifically sales hunters. In spite of it being the single most valuable and difficult job in sales, it was nearly always given to the least experienced, lowest-cost, least egotistical salespeople. Or the people least likely to complain. The "real selling" was left to the "talkers" and closers. Which is how sales got itself such a bad name.

Then Marketing tried its hand at prospecting, in the form of inbound (the Hubspot way) and content-based outbound, or form filling. The MQL (Marketing Qualified Lead) was invented to distinguish it from an SQL (Sales Qualified Lead). Very few MQL's make it to SQL. Salmon eggs in the wild stand a better chance of surviving than does an MQL turning into an SQL that a salesperson would take seriously.

So, we're still back to the core problem: how to generate leads. or how to earn the attention of more strangers. Here are two excellent articles from Marketing Week about B2B demand and lead generation. They bring some perspective to the challenge that might help you frame you own company's approach to what is now listed as the No 1 obstacle to revenue growth.

95% of B2B buyers are not in the market for your products
The 95:5 rule is the new 60:40 rule
Salmon eggs in the wild stand a better chance of surviving than does an MQL turning into an SQL, that a salesperson could take seriously.

Michael McGowan | Founder Sales Virtual

Any queries, contact me directly | +353-87-9449521 | +44-207-1830165 | +1 (929) 214 1072 |

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

B2B Prospecting in the Future: Is it the Job of Marketing or Sales?

Traditionally, prospecting ("shaking the trees", "hunting" , "opening doors") has been the job of sales, or specifically sales hunters. In spite of it being the single most valuable and difficult job in sales, it was nearly always given to the least experienced, lowest-cost, least egotistical salespeople. Or the people least likely to complain. The "real selling" was left to the "talkers" and closers. Which is how sales got itself such a bad name.

Then Marketing tried its hand at prospecting, in the form of inbound (the Hubspot way) and content-based outbound, or form filling. The MQL (Marketing Qualified Lead) was invented to distinguish it from an SQL (Sales Qualified Lead). Very few MQL's make it to SQL. Salmon eggs in the wild stand a better chance of surviving than does an MQL turning into an SQL that a salesperson would take seriously.

So, we're still back to the core problem: how to generate leads. or how to earn the attention of more strangers. Here are two excellent articles from Marketing Week about B2B demand and lead generation. They bring some perspective to the challenge that might help you frame you own company's approach to what is now listed as the No 1 obstacle to revenue growth.

95% of B2B buyers are not in the market for your products
The 95:5 rule is the new 60:40 rule
Salmon eggs in the wild stand a better chance of surviving than does an MQL turning into an SQL, that a salesperson could take seriously.

Michael McGowan | Founder Sales Virtual

Any queries, contact me directly | +353-87-9449521 | +44-207-1830165 | +1 (929) 214 1072 |

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

B2B Prospecting in the Future: Is it the Job of Marketing or Sales?

Traditionally, prospecting ("shaking the trees", "hunting" , "opening doors") has been the job of sales, or specifically sales hunters. In spite of it being the single most valuable and difficult job in sales, it was nearly always given to the least experienced, lowest-cost, least egotistical salespeople. Or the people least likely to complain. The "real selling" was left to the "talkers" and closers. Which is how sales got itself such a bad name.

Then Marketing tried its hand at prospecting, in the form of inbound (the Hubspot way) and content-based outbound, or form filling. The MQL (Marketing Qualified Lead) was invented to distinguish it from an SQL (Sales Qualified Lead). Very few MQL's make it to SQL. Salmon eggs in the wild stand a better chance of surviving than does an MQL turning into an SQL that a salesperson would take seriously.

So, we're still back to the core problem: how to generate leads. or how to earn the attention of more strangers. Here are two excellent articles from Marketing Week about B2B demand and lead generation. They bring some perspective to the challenge that might help you frame you own company's approach to what is now listed as the No 1 obstacle to revenue growth.

95% of B2B buyers are not in the market for your products
The 95:5 rule is the new 60:40 rule
Salmon eggs in the wild stand a better chance of surviving than does an MQL turning into an SQL, that a salesperson could take seriously.

Michael McGowan | Founder Sales Virtual

Any queries, contact me directly | +353-87-9449521 | +44-207-1830165 | +1 (929) 214 1072 |

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.